Pros and Cons of Sales Prospecting using Insights from Firmographic Data

Apr 3, 2018

Mikko Honkanen

A company’s industry, number of employees or location doesn’t reveal much about its needs and interests. This type of company information is often referred to as firmographics. It has significant value to salespeople who target companies in a specific industry or a chosen size-range as it allows them to quickly filter promising prospects out of a longer list of potential customers. However, firmographic data doesn’t reveal enough details about a company's organization and current situation to help you find those hidden gems you should go after right now.

If you’re a salesperson in forefront you combine firmographics, technographics (data showing a company’s online profile and technical tool-box, etc.) and insights from buying signals when sales prospecting.

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Topics: Sales Prospecting

How To Use BANT to Qualify Sales Prospects

Feb 20, 2018

Erika Granath

The qualifying acronym BANT (Budget, Authority, Need, and Timing) that IBM revolutionized sales with over ten years ago has fallen out of favor recently. A significant number of critics argue that BANT's time of greatness has passed as customers now have access to a never-ending amount of information online and often have thought about possible solutions to their problem(s) even before their first interaction with you as a salesperson.

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Topics: Sales Prospecting

The History of B2B Sales Prospecting

Feb 1, 2018

Mikko Honkanen

For most companies, there are millions of sales prospects available. For decades, salespeople have struggled to prioritize certain prospects over others.

Fortunately, modern technology makes it easier than ever before to master sales prospecting. Though it’s taken a long time to reach the point we’re at today, we are now at a point where predictive and prescriptive lead scoring technology can recommend the right companies for you to reach out to, the right time to approach these companies and the right way to get in touch with them.

This article is the first chapter in our ebook: The Ultimate 60-Page Guide to Sales Prospecting. Here we take a look in the rear-view mirror and review the history of B2B sales prospecting.

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Topics: Sales Prospecting

7 Ultimate Tips for Modern Sales Prospecting

Jan 10, 2018

Erika Granath

Are you still sales prospecting with static prospecting lists from one of the many list providers out there? If you answered yes, it’s seriously time to step up your game.

I’ll be straight with you: In today’s hyper-competitive sales landscape where consumers are getting smarter and more selective by the minute, static prospecting lists don’t cut it for salespeople who want to reach quota (and don’t we all?).

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Topics: Sales Prospecting

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