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?

Using News Articles to Predict Changes in Customer Relationships

In North America, Vainu has been partnering with some of the largest institutions in the commercial banking, insurance, and telecom sectors to solve the challenging task of predicting customer retention, or churn, in their extensive client bases.

The Definitive Guide to Sales Prospecting

Salespeople and gold miners have a lot in common. No, I don’t mean the tireless ambition, the deep-rooted desire to be successful, and the unstoppable drive for precious minerals. Instead, salespeople and miners share one key activity: prospecting.

Prospect vs. Lead vs. Buying Signal

The terms prospect, lead and buying signal are all well-known to B2B sales professionals, but their differences can be unclear. In part, the reason is that different CRM and marketing automation providers are using the terms in different ways. That's why we feel a clarification between prospect, lead and buying signal, and their roles in sales process, seems appropriate.

Our definition is very close to the framework used by HubSpot among others, and helps unify the conversation within a sales team, and further enhance sales and marketing alignment, or smarketing. Be sure to clarify sales terminology in your sales playbook!

9 Proven Tips to Speed Up Your Sales Cycle

We all know that time is money, and that’s especially true for small businesses. As a matter of fact, 82 percent fail due to cash flow issues. Keep in mind: cash flow is not just about money coming in and out. It’s also about timing. Even if you have a proven product, with too long a sales cycle you might end up experiencing cash flow concerns.

This is why many sales organizations focus on improving their sales cycle speed. They look at each phase of their sales process to check for problems and provide steps for optimization. Their very survival may depend on their ability to decrease the sales cycle length.

In this article, we’ll show how you can boost your sales cycle speed with these 9 proven tips.

The Definitive Guide to Account-Based Marketing

Account-Based Marketing (ABM) is the rising star of the B2B world. The rapid surge of marketing and sales tech has pushed forward the development and implementation of ABM at a scale. Left and right, companies are jumping on the ABM train, and they are doing it for a reason. A report from the Information Technology Services Marketing Association found that 84% of companies surveyed said that account-based marketing delivers higher ROI than other types of marketing. It looks like ABM is something worth considering, isn't it?

But what exactly is account-based marketing? And more importantly, is it right for your business?

10 Best Sales Intelligence Tools for Prospecting in 2019

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.

In this article, we'll go through the fundamentals of sales intelligence and take a closer look at ten vendors that stand out from the crowd.

The Definitive Guide to Account Scoring

This blog acts as a general introduction to account scoring and offers a few ideas on how to build your very own account scoring machine. At the end of the blog, you're provided with an excel template to try out account scoring yourself.

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