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A DIY Dashboard To Track New Sales Opportunities [Template Included]

What was a terrible lead yesterday, is a solid opportunity today. What happened?! 

Businesses change. All the time. Subtle shifts, like the hire of a senior-level employee, or earth-shattering changes, like a merger or a funding round, create a window of opportunity. The types of changes that lead to a sales opportunity are commonly known as trigger events.

Trigger events are your sixth sense in sales prospecting, but how can you distinguish between meaningful company changes that create new sales opportunities and noise? How do you turn data into actionable insight?

That's a good question. The trick is to figure out what happened at a company right before they booked a meeting with you, requested a demo, or became your customer. Tune into the right channels and detect relevant company changes and you’ll contact a prospect when they need it most. 

Here’s how you create a simple dashboard to visualize the most effective trigger events. You'll only need a spreadsheet and trigger event data feeding into your CRM.

🚨 We've included a handy template to help you get started. 

R.I.P. FTP Servers, Hello, Workflow Triggers

Imagine if Microsoft Teams, Slack, or email would work like this: to read new messages, you first have to load all messages, and then, compare them to the previous batch of downloaded messages and figure out if there’s anything new.

Wouldn’t make any sense, right?

And yet, that’s what you often do to find out what changed in your CRM data.

For decades, companies have employed interns, junior analysts, consultants, and data researchers to try to make sense of their CRM data and keep records up-to-date. It was—still is in many cases—a constant flow of files back and forth between systems and people. The era of FTP servers, as one might call it. Not a simple process, but it allowed data analysts spot changes in any data point. For salespeople, such analysis is critical because it helps discover new sales opportunities.

We’re well into the 21st century, so yes, there’s a better way. Let’s take a look at one easy way to keep track of changes in your CRM data, and do it without exporting and importing files.

Perfect Your B2B Segmentation With Custom Industry Categories

Most of us use the industry data field in our CRM and marketing automation. It’s an important piece of information. We often create segments and lists by using that industry information as one of our search and B2B segmentation criteria. But how often you end up with endless target lists that include companies that have nothing in common?

This post will cover how to use custom industry categories to create hyper targeted B2B segments. In other words, you’ll learn how to sell more by selling to fewer.

Let’s get to it.

Business Data for B2B Growth: What It Is And Where To Find It

You’ve probably heard the term ‘data’ before. You’ve also probably heard that this thing called ‘data’ can help you make better and more informed decisions, as well as improving your performance. But have you ever been told what exactly business data actually is? Or what different types of business data are? Or how to implement its use? But, before we even get to that stage, have you ever been told where to find this data?

Even if your answers to any of these questions were no, then there’s no need to worry! These are all questions that this article will help you find an answer to so that you can become confident on the topic, more data-driven in your work, and see an improvement in your performance.

No, Salespeople Shouldn’t Update Their CRM

It may be stating the obvious, but data is an indispensable component of a modern, successful sales team. Data-driven sales pros can avoid pursuing bad-fit prospects, and at the same time, identify new opportunities that would otherwise go unnoticed.

It’s also obvious to say there’s no shortage of information on pretty much any company in the world today. In theory, any. B2B sales organization is flooding with data. Their databases are filled with data on companies and customers. But.. is this really true? Is your CRM filled with relevant data? Do your salespeople have easy access to the data most relevant to them? And, are you sure that the data they’re acting on is accurate and up to date?

How To Personalize Your Website To Increase Conversions

Go to Amazon, and you’ll see a long list of personalized website with recommendations just for you. Open the Netflix app, and you’ll find suggestions for your next binge based on your previous viewing activity. When you walk into a store, a good salesperson will personalize your experience by asking you questions and getting to know you. Now, go to your average B2B website, and you’ll read a dull, unimaginative, generic marketing message. See something wrong there?

7 Cold Calling Mistakes To Avoid in 2021

Do cold calls still work in 2021? The truth is sales calls are unavoidable. To grow a business, people need to approach different organizations to offer their products and services. As a result, cold calls happen all the time.

Guide for Sales Prospecting in Logistics and Transportation Companies

We might live in an ‘automation era’, but that doesn’t mean all things get from point A to B by themselves. It’s up to logistics companies to provide all the transportation that is needed in our very much globalised world.

But transport and logistics face challenges. Such as prospecting, finding sales opportunities, or even completely new customers. Because, how do you find companies that need your logistics services now or in the near future? In this article, you will learn the best ways to prospect in the logistics sector.

Is your organization ready to land the biggest deals in 2021?

Many things have changed this year. The pandemic has forced many sales organizations to rethink their strategies, tactics, and goals. Now that you’re busy setting goals for the new year, it’s a good time to go back to basics and ensure your foundation is solid for the months to come.

In this article, we’re going through the essential elements you should review and always keep updated to succeed in real-time sales and marketing. Plus, consider these B2B sales trends to stay ahead of the game.

How To Use Company Information To Create Targeted Ads That Convert

Nobody likes ads. And yet, we’ve never seen—and created— as many ads as we do today. If nothing else, the internet gave us the omnipresence of targeted ads.

Technology made it possible to create ads so personal and hyper-targeted that we tend to believe our devices listen to us at all times. The truth is algorithms know us better than we know ourselves. They’ve learned from the websites we visit, the articles we read, the people we follow, the products we purchase. All that data combined drives the ads we see in our social feeds every day.

In business-to-business, a similar experience is not that simple. For starters, in B2B there isn’t a single individual buyer. What a person reads, sees, or does in your website and social channels is only one piece of the puzzle. Behind every employee, there’s a company with its own challenges, needs, and decision-making processes.

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