4 Data-Backed ways to Improve your Outbound Sales Prospecting

Jun 7, 2018

Erika Granath

Sales prospecting based on guesswork is not only tedious but also expensive. Experienced salespeople can expect to spend 7.5 hours of cold calling to get ONE qualified appointment, according to a Baylor University study.

By trusting data instead of your lucky star, you can increase the quality and efficiency of your outbound sales prospecting significantly and improve your call to meeting hit rate. But it can only be done if you have a deep understanding of your Ideal Customer Profile.

To succeed with data-driven outbound sales prospecting, you’ll need a scalable solution for collecting data about your current customers and prospects. Then you’ll have to apply machine learning to it to generate useful insights about the companies. Machine learning, a sub-category of Artificial Intelligence, is basically an enormous correlation engine.

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Topics: Sales Prospecting

Supercharge Your Sales with Technographics

May 3, 2018

Erika Granath

Whether it’s to monitor marketing or to keep track of customers, technology in B2B these days cannot be escaped. The technologies that companies use leave digital footprints, so-called technographics, that can help you as a salesperson understand their identity or future direction.

The decisions companies make regarding technology can reveal useful account insights on prospects’ intentions, their priorities and the way they want to run their operations. Using technographic data in sales prospecting refers to salespeople’s attempts to better understand their prospects by analyzing their technology stacks.

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Topics: Sales Prospecting, Company Data

Pros and Cons of Sales Prospecting Using Insights from Firmographics

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