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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...

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...

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...

Whether it’s to monitor marketing or to keep track of customers, technology in B2B sales these days cannot be escaped. The technologies that companies use leave digital...

You probably haven’t missed the term sales intelligence. But just because most people have heard about it doesn’t mean that most sales professionals use enough sales...

Knowing you are focusing sales and marketing resources on the right companies isn’t all that easy, but one thing is certain: You can’t know if you haven’t defined a...

The qualifying acronym BANT (Budget, Authority, Need, and Timing) that IBM revolutionized sales with over ten years ago has fallen out of favor recently. A significant...

We have been fortunate to have lot of success in Vainu when it comes to sales prospecting, thanks to our own prospecting platform. Our B2B sales teams are able to...

For most companies, there are millions of sales prospects available. For decades, salespeople have struggled to prioritize certain prospects over others.

Fortunately,...