Erika Granath

Erika Granath

Vainu's Content Marketing Manager. Grew up next to Sweden's largest cookie factory. Love cookies (of course), ping pong tournaments and word jokes.

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.

10 Best Sales Intelligence Tools for Prospecting in 2020

Traditional sales prospecting is incomplete in the fast-paced modern era. It ought to be backed up with technologically equipped sales tools that are innovative and futuristic in their orientation.

Sales professionals who rely on sales technology outperform their peers. There's a vast ocean of tools available today that all promise to help salespeople skyrocket their numbers. There are ten sales tools categories that sales professionals should be acquainted with. One of these, sales intelligence, empowers salespeople to organize relevant searches for companies with a specific set of updated data-points.

ICP vs. Buyer Persona: How They Help Get in Front of the Right Buyer

Across industries, salespeople lose between 60 and 90 percent of their potential deals after the first contact. The reason for the big drop-off after the prospecting stage is that many companies still reach out to anyone who loosely sounds like they’d be interested in their offering. It’s far more efficient to only reach out to prospects who fit your solution and have a need for it.

Ensuring that you focus your sales and marketing efforts on the right companies, and the right people within these businesses is never easy. However, one thing is for certain: it’s even harder if you haven’t defined your ideal customer profile and buyer persona—the peanut butter and jelly of your sales process.

Data Enrichment: What It Is and How It Improves Your CRM System

It's an understatement to say that there's no shortage of information on pretty much any company in the world today. However, as we all know–quality beats quantity almost every time.

To draw reliable insights from company data and subsequently boost sales performance, salespeople must a) have easy access to the data most relevant to them, and b) be sure that the data they're acting on is accurate and up to date. This is why data enrichment and data cleaning have come to play a central role in today's data-driven sales world.

10 Ways Company Data Elevates Your Sales Prospecting Process

In today's hyper-competitive business landscape, a canned sales pitch is more likely to lead to the person on the other side of the line hanging up on you mid-sentence than an encouraging "please, tell me more."

Company data is the solution to fixing poorly targeted sales efforts. When you only connect with companies when there's a data-driven reason to do so, and tailor your messaging according to the prospect’s situation and needs, you'll significantly improve your hit rate in every step of the sales process.

How to Build a Sales Playbook for the 21st Century

In sports, many teams use a playbook to chart out potential in-game scenarios, outlining the teams' strategies, tricks for avoiding common impediments, and tips for reaching goals smoothly. Similarly, a sales playbook can help sales teams build systematic winning habits and processes.

Integrating sales playbooks into your business strategy ensures better attainment of quota, increased customer retention rates, and improved lead conversion rates.

Total Addressable Market: A Practical Guide to Crunching the Numbers

If you’re an angler, you might be interested to know that the newest estimates say there are about 3,5 trillion fish currently living in the world ocean. If you’re a B2B sales professional, you probably don’t care about things like how many salmons there are in the Pacific Ocean. What you want to know is the number of companies that can be successful with your product or service, and what revenue these potential customers can generate you–your total addressable market.

Perfect Your Sales Script: How to Pen Winning Cold Calling Scripts

Sales calls where salespeople read from generic cold calling scripts convert at an abominable rate: Less than 1 percent. That means if you make 100 calls, you’ll only get one meeting. Unsolicited cold calling sucks for the salespeople but is probably worse for the prospects.

The phrase “always be closing,” popularized in the 1992 film Glengarry Glen Ross has no place in today's world of informed buyers. In 2019, salespeople have to follow a totally different mantra: always be helping.

Smarketing: The Powerful Result of Sales and Marketing Alignment

If you search for “wordplay” on Google and your humor is as bad as mine, you can easily waste a good part of your afternoon reading jokes on how a scarecrow kept getting promoted because he was outstanding in his field. Yet not all wordplays are time-wasting gags. There are also those that will help you save time and achieve business growth. Have you heard about smarketing? Smarketing is, in short, alignment between your sales and marketing teams created through frequent and direct communication between the two.

What is smarketing more precisely? Is it relevant for your business and, if so, how do you go about implementing this approach into your day-to-day?

Smartbound: Combining Inbound and Outbound Sales Prospecting

During outbound’s period of greatness, the sales department at pretty much every company outnumbered the marketing department by far. As inbound grew stronger, marketing departments did the same and some companies came to only trust inbound activities to drive business to the company.

Today, the fastest growing companies in the world are doing both outbound and inbound, the frontrunners combining these two processes with a strong data-driven approach.

Page 1 of 8 All posts