Timing: The Sales Skill That Helps You Bring Your A-game in Business

Aug 17, 2017

Erika Granath

Nothing is harder to sell around than a prospect being unwilling or not ready to buy. A company that ticks every box in your Ideal Customer Profile doesn’t hold weight if the decision maker isn’t in a position to sign a deal with you now.

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Topics: Big Data, Sales Prospecting, B2B Sales, Sales Signals

Changing the odds at the casino

Mar 2, 2017

Pietari Suvanto

Social networks and search engines changed the way private individuals are segmented and profiled for sales and marketing purposes – and the same is now happening to legal entities. 

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Topics: Big Data, Data, Open Data

Upselling through Customer Analysis Using Both Internal and External Data

Feb 17, 2017

Joel Vainiomäki

Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers?

Upselling to customers has traditionally had an unpalatable nuance to it. The sole objective has been to get the customer to buy more. I can’t help but think of that car salesman who’s aggressively overselling that 4-door executive saloon, packaged in full options, when your only need is to get from place a to b. Knowing your customer in and out is what separates a pleasant buying experience from an unpleasant one.

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Topics: Big Data, Data, Open Data

We eat complexity to portray simplicity

Aug 29, 2016

Veera Virintie

I recently had the honour to speak about the rise of data-driven sales at the international digital marketing summit NEXT 2016. My main goal was to make the audience understand how much more we can achieve in sales with the help of open data.

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Topics: Big Data, Vainu, Data