Latest post

B2B Sales Trends 2022

And that’s another year nearly gone—time sure does fly! Just like its predecessor, 2021 probably hasn’t been what we were hoping it would be. Nonetheless, even these trying times won’t stop our annual tradition of predicting the most important sales trends of the upcoming year.

As you well know, many things have changed over the course of the year, but one thing remains the same—sales activity hasn't stopped. As has been the case for a while, creativity and resourcefulness are becoming increasingly important for sales and marketing teams to excel.

A renewed focus on the role of the salespeople and the tools and technologies that can help them do what they do best. That's the premise in which we're predicting next year's sales trends—and here they are:

Expand your ABM target groups by using domain look-alikes

Account-based marketing is becoming increasingly popular as a customer acquisition tactic among B2B companies.

At this point, most early adopters of the tactic will already have an ABM orchestration platform, such as Hubspot, Demandbase, Terminus, 6Sense, Triblio, or Madison Logic, implemented.

It should go without saying, but one of the key success factors for an ABM program is the specificity of your target account lists. Ultimately, the size of your list can vary depending on your specific program, but it’s always a good idea to make sure that your lists include the companies that possess the highest potential value for your organization, whether that be the 10, 100, or 1,000 companies.

How to Create a List of the 1,000 Most Interesting SaaS Companies

There are a lot of new technology trends popping up every year: Internet of Things, cryptocurrencies, virtual reality, and robotics are becoming commonplace. Others like digital twin, industry 4.0, and quantum computing might still be unfamiliar to most of us, but are quickly gaining attention, too.

Upselling through Customer Analysis with Internal and External Data

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? Now, it’s time to cover customer analysis so you can determine real upselling opportunities. 

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 four-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 by way of effective customer analysis is what separates a pleasant buying experience from an unpleasant one. You’ll understand what your customers need and how to alleviate their challenges and pains with the right solutions.

Let’s get to it without further ado. 👇

Better together: Enrich your Salesforce experience with Vainu's real-time company data

With more than 100,000 concurrent customers and a host of accolades to their name, Salesforce is a giant within the CRM software industry. Offering a full range of cloud-based features and functionalities, Salesforce has for more than a decade been helping its customers streamline their communicative efforts with prospects, helping them close more (and bigger) deals and grow their bottom line.

That already sounds like a pretty sweet deal. However, Salesforce is only as valuable as the data it stores. Clean and tidy data will make your processes fly, but working with unreliable and corrupt information is a miserable experience.

3 Lead Generation Strategies to Convert Your Site Visitors Into Leads

Obviously, knowing what something is is important. However, the practical value often comes from knowing how to do that something, not simply knowing what that something is. On the back of this very smooth introduction, we’ll be starting our discussion of the lead generation strategies that you should incorporate into your inbound marketing practices to ensure a steady flow of new leads.

Kickstarting your sales process? Here's how to automate sales prospecting

Prospecting is seldom the favorite part of the sales process. It’s often considered hard and time consuming. In fact, prospecting it’s often identified as the hardest part of the sales process. Don’t fret! Thanks to technology, it shouldn't be too difficult to find good prospect and actionable leads.

Gated Content: How to Use it The Right Way

Nine out of ten marketers diss gated content. And yet, nine out of ten marketers use gated content as a way of bringing in leads.

4 Simple Steps To A First-Rate Inbound Lead Generation Process

While reportedly first being coined in 2006 by HubSpot, you can find examples of inbound marketing through history, even before the emergence of the internet. The common thread that linked all of these different marketing initiatives was that they worked to pull customers to the organization, not push the organization’s offering upon the customer. With the immense popularity of the inbound methodology today, the results should really speak for themselves with regards to the efficacy of an inbound approach. But, how do you implement the inbound methodology with regards to lead generation? In today’s digital world, how do you as a B2B company attract customers to your organization?

These are a few of the questions that this article will be tackling. It will be going through four essential steps that you need to follow to build an inbound lead generation engine that constantly feeds top-quality leads to your sales team. These four steps will ensure that you’re attracting relevant visitors and converting them into productive leads. But, first, let’s cover the basics.

These Are The Sales KPIs Your Business Should Focus On

The most successful sales organizations are the ones working systematically. To do that you have to have clearly defined goals, sales KPIs (key performance indicators, that is), and relentlessly measure and monitor how your sales and marketing efforts contribute to help you reach them.

This is why performance sales development teams have well thought out sales KPIs that are being tracked daily, weekly and monthly.

With modern technology, the question is not what you can measure, but what you benefit from measuring. Following the right metrics will help you as a B2B sales executive evaluate the performance of your team and steer them in the right future direction. Measuring the wrong or additional metrics will simply take precious time away from the things that matter.

Page 1 of 14 All posts