Latest post

B2B Sales Trends 2021

What a year! We can all agree 2020 wasn't exactly what we expected. However, looking ahead with renewed optimism, we're continuing tradition and predicting the most important sales trends in 2021.

Things have changed, but sales activity hasn't stopped. The pandemic forced many companies to rethink their strategies, and we saw remote sales become common almost overnight. Going forward, sales and marketing teams will be more creative and resourceful, building on the lessons learned in the last few months. As a result, companies will refine their strategies with a focus on a new digital customer journey with multiple touchpoints and channels across various channels.

A renewed focus on the digital journey that puts the customer at the center. That's the premise in which we're predicting next year's sales trends—and here they are:

Actionable Insights: Turning raw data into automated workflows

It's a sign of the times. Everyone has easy access to data on pretty much any company (and anything) in the world today. That's not the problem. The real problem with data is knowing what to do with data. What everybody needs is… actionable insights.

Without insight, sales and marketing efforts are a shot in the dark, no better than cold calling. When your teams can consistently act on hard-earned insights, they can create relevant messages and content to build relationships with the right people.

Customer Segmentation: Driving Sales With Targeted Marketing

It’s well documented that target marketing campaigns, like account-based marketing (ABM), deliver better results and higher return on investment. The rationale is very straightforward. ABM concentrates most resources on the highest-value prospective customers possible, using highly targeted, personalized campaigns to win over particular accounts.

As attractive as it sounds, ABM might not be worth your time without the right setup. And, that includes heavy reliance on data. In this article, we’re going to see how you can segment your target audience and create small account clusters so you can drive sales with targeted marketing.

Let’s get into it.

View Rich Company Profiles On The Websites You Visit With Our New Chrome Extension

Vainu Company View for Chrome will show the company information you need to build prospect lists and reach out in just one click.

Useful Resources For Selling The Right Way

What do top salespeople want? Besides success and eternal glory, that’s it. Salespeople want to know who they should be selling to, what they should be talking about, and what’s the right time to do so. Simple, isn’t it?

To answer those questions, we regularly create different types of content that explain how to become relevant through the use of real-time company information when prospecting, calling, and meeting. For beginners and experts.

In this article, we’ve compiled our most popular resources. Our greatest hits if you will. Download these resources to have a complete toolkit to master real-time sales.

(Oh, and subscribe to our newsletter to stay on top of things to come.)

4 Quick Marketing Tactics To Increase Conversions With The Right Information

Data has become a commodity. For marketers, too. If that’s the case, how can marketing pros wear their data expert’s hat for five minutes and be better marketers? Read on and learn four ways marketers can increase conversions by using real-time company information.

Practical Ways Of Using An Ideal Customer Profile In Marketing

Marketers want to be heard. They want to deliver a message with maximum impact. Fat chance without a thorough and comprehensive knowledge of their audience. Do you even know you’re communicating what your audience wants to hear?

An ideal customer profile, a hypothetical description of a perfect-fit customer, can inform your entire sales and marketing strategies, ensuring you allocate your resources to those prospects who will provide the most value to your company. For marketers, this means understanding the audience that will hear their message. 

In this article, we’ll go through the different ways an ideal customer profile can help your marketing campaigns.

Let’s get started. 👇

Outbound Sales: How to Improve Your Timing (Free Tool Included)

Inbound leads versus outbound deals. Easy choice if you ask most sales professionals. Many will say they prefer incoming leads, such as demo requests and so-called “hot-leads”, over spending time manually prospecting and connecting with potential customers. But the truth is, outbound deals can be equally as good—sometimes even better—than inbounds. It all comes down to timing.

The Taxonomy Theory: The Art Of Classifying Your Accounts

Ask a librarian how they classify books and you better have some free time. Grab a coffee, sit down, the reply will be long. Library classification is a precise, systematic method for coding and organizing library materials so people can find its books quickly and easily.

Successful business-to-business sales and marketing activities also require a methodical classification of accounts and the decision-makers within those accounts. When you group companies according to specific attributes, you can uncover unique ways to identify the particular needs of each group. You’ll serve each group of companies better.

Lead Scoring: Setup And Models for B2B Companies

Tick tock, tick tock, tick tock.

There’s little to no rest in sales. Every week, month or quarter the countdown starts over, and you (or your team) are racing to hit quota against that clock. Time is a commodity in sales. (Like you didn’t know that already.)

There are numerous ways in which you can streamline your sales. One useful way to save time and increase sales is to make sure you’re concentrating on best available leads, and not wasting time on dead-end ones.

But HOW? How can I improve my lead scoring and make sure I prioritize my valuable time on the leads most likely to close now?

Relax, modern technology can do the ground work for you. In this blog post we'll tell you how.

Page 1 of 16 All posts