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Still prospecting based on company size, industry and location? You’re behind the curve

Nov 10, 2017

Mikko Luhtava

Look, I get it: You’re used to sales prospecting the traditional way, and with your boss breathing down your neck about your activity numbers, you just want to call through that list of companies and not think twice about it.

The fact of the matter is that those numbers you’re doing will only get you so far. In today’s world, you need to cut through the noise, and the best way to do that is provide personalized value to the person on the other end.

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Topics: Sales Prospecting

Leverage CRM Data for Successful Sales Prospecting Through Vainu’s New Native Integration

Nov 3, 2017

Erika Granath

Big data insights enable salespeople to bring their A-game to the sales cycle. The open web is not the only source to derive this kind of value, though. There’s a good chance your CRM holds equally important information about your potential customers, and it’s just waiting you to tap into it. By combining open data insights with the insights already sitting in your CRM, you can change the way you find and cultivate sales leads and become a powerful, close-to-all-knowing, “sales wizard.”

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Topics: Sales Prospecting, Vainu

5 Little-known Ways to Find Leads using Insights from Companies' Websites

Oct 26, 2017

Erika Granath

Technology leaves footprints that other technologies can track and follow. As a sales person, these footprints can tell you a lot about a company’s current needs and help you determine whether it’s worth it for you as to spend your time cultivating that lead or not.

If a company is using a technology that your software integrates seamlessly with — or if they show an obvious positive attitude to modern technology — they are more likely to welcome a sales call from you. Insights about a company’s tech stack and website technology not only helps you find out whether a company is likely to need your solution or not, it can also help you tailor your pitch better.

If you’re struggling to find new sales leads, consider these five tried-and-tested modern methods the next time you prospect.

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Topics: Lead Generation, Sales Prospecting

How To Use Online Data To Perfect Your Sales Pitch

Sep 7, 2017

Erika Granath

Buyers are getting smarter. In this modern day and age, with the enormous amount of data readily at their disposal, they’re making smart decisions based on the information.

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Topics: Sales Prospecting

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

High-Quality Outbound Sales Prospecting Should Not Take Hours Out Of Your Day

Aug 14, 2017

Mikko Luhtava

Every Sales Manager has seen the two outbound BDR extremes: those that spend way too much time really understanding a prospect (her favorite football team is probably not relevant to qualifying the meeting), and those who cold call with no research, spraying and praying without a purpose. Depending on your company’s approach and past experience, you’ll probably hate one more than the other — however, both are equally harmful to your bottom line.

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Topics: Sales Prospecting