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.

20 Best Sales Prospecting Tools for Finding Future Customers

Sales prospecting used to mean purchasing a static lists of prospects from one of the many vendors out there offering these.

In today’s hyper-competitive sales landscape static lists based only on basic firmographics don’t cut it for salespeople who aim for strong sales figures (don’t we all?). High-performers within sales use dynamic data and more data-points provided in a smart sales prospecting platform when looking for new accounts to approach with their offer.

Supercharge Your Inbound Sales Prospecting

Often when we talk about sales prospecting we talk about outbound sales prospecting. This is the process of finding new companies that match your Ideal Customer Profile, companies that you should reach out to and try to persuade into becoming your customers.

In this article, we'll instead focus on inbound sales prospecting. Inbound sales prospecting is, simply put, about scrolling through leads that marketing automation workflow provides.

Prescriptive Sales - How To Make Purchasing Easy For Your Customers?

Networked society has given buyers easy access to more information about endless solutions and purchasing alternatives. Most B2B sales professionals think this automatically means that their customers are in the driver’s seat – empowered, armed to their teeth with information, and clear about their needs.

Customers, however, seldom see it that way. More information begets more questions, which leads to customers working harder to ensure that they fully understand the requirements and the alternatives of every offer.

What Is Company Data and Why Is It Valuable for Salespeople?

In this article, we’ll dig deeper into types of company data and analytics. We'll also look at why company data is valuable for sales professionals and go into the details of how you can access comprehensive, real-time company data most effectively.

Use Account Insights from Company Websites to Find the Right Prospects

Companies’ websites are pure treasure chests for salespeople; there are more jewels to collect than just the account insights from website technologies, technographics.

The keywords used on a company’s website will tell you a lot about both the organization, its daily business and its needs and help you get more pointed in your approach.

Lead Scoring Helps You Win More Sales

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.

4 Data-Backed ways to Improve your Outbound Sales Prospecting

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.

How buying signals Improve Timing in Sales and Speed up Sales Cycle

Nothing is harder to sell around than a prospect unwilling or unready to buy. A company that checks every box in your ideal customer profile doesn’t hold weight if the decision maker isn’t in a position to sign a deal with you now.

According to HubSpot, as many as 25 percent of the deals that are marked closed-lost are because of timing, or rather, the lack of it. The best way to not fall into these statistics is to track and act smartly on buying signals. 

How Artificial Intelligence Can be Used to Increase Sales

A sales rep’s productivity is easily measured by how many meaningful conversations they have in any given day. It’s possible to spend half as much time on the phone and still close twice the sales. The challenge lies in knowing what accounts to work on, what to say in your messages and the right times to reach out. It so happens that these topics are ones easily tackled with Artificial Intelligence (AI).

10 Types of Sales Tools You Must Know

Succeeding in sales in the 21st century is not an easy job. In addition to needing empathy, grit, and drive, you also need to know your potential and existing customers intimately to be relevant in every touchpoint.

Sales professionals who rely on sales technology outperform their peers. In this article, we'll introduce you to the ten sales software categories we think are the most important for you to be aquatinted with.

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