Operations

The B2B Sales and Marketing Blog by Vainu

11 Types of Sales Tools You Must Know in 2022

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 at every touchpoint.

Sales professionals who leverage sales technology outperform their peers. In this article, we'll introduce you to the eleven sales software categories that we think are the most important for you to be acquainted with.

These Are The Sales KPIs Your Business Should Focus On

The most successful sales organizations are the ones working systematically. To do that you have to have clearly defined goals, sales KPIs (key performance indicators, that is), and relentlessly measure and monitor how your sales and marketing efforts contribute to help you reach them.

This is why performance sales development teams have well thought out sales KPIs that are being tracked daily, weekly and monthly.

With modern technology, the question is not what you can measure, but what you benefit from measuring. Following the right metrics will help you as a B2B sales executive evaluate the performance of your team and steer them in the right future direction. Measuring the wrong or additional metrics will simply take precious time away from the things that matter.

How To Keep Track Of Sales With One Spreadsheet?

"If you can't measure it, you can't improve it.” That's one of the most important quotes in business. At least if you want to be data-driven—and who doesn't, right?

Do you want to stay on top of your sales activity and grow a healthy pipeline? Then stay tuned! We’ve designed a sales activity tracking spreadsheet for salespeople to keep track of their daily activities of prospecting, calling, and meeting customers.

The Vainu Method For Lead Qualification

No matter how good your product or service is, it won’t always be the right fit for every potential customer. That's why lead qualification is such an important step in the sales process. By qualifying your leads, you are able to figure out which companies your organization would create the most value for. This allows you to focus your sales efforts on the companies that are the most likely to benefit from your solution. Simple enough, right?

Here's the thing: Lead qualification takes time, and time is a scarce resource. To avoid unnecessarily wasting time on vetting potential customers, you could automate the lead qualification process. That’s what we do here at Vainu, and we have affectionately dubbed it the Vainu Method™ for lead qualification.

To maximize your sales potential, the leads that are the most likely to buy have to be a priority. The Vainu Method will take you through the lead qualification process, inform you how to automate its most time-consuming steps, and explain why you shouldn’t be afraid to disqualify a lead that’s not worth your time.

Actionable Insights: Turning Raw Data Into Automated Workflows

It's a sign of the times. Everyone has easy access to data on pretty much any company (and anything) in the world today. That's not the problem. The real problem with data is knowing what to do with data. What everybody needs is… actionable insights.

Without insight, sales and marketing efforts are a shot in the dark, no better than cold calling. When your teams can consistently act on hard-earned insights, they can create relevant messages and content to build relationships with the right people.

The Taxonomy Theory: The Art Of Classifying Your Accounts

Ask a librarian how they classify books and you better have some free time. Grab a coffee, sit down, the reply will be long. Library classification is a precise, systematic method for coding and organizing library materials so people can find its books quickly and easily.

Successful business-to-business sales and marketing activities also require a methodical classification of accounts and the decision-makers within those accounts. When you group companies according to specific attributes, you can uncover unique ways to identify the particular needs of each group. You’ll serve each group of companies better.

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 the best available leads, and not wasting time on dead-end ones.

But HOW? How can I improve my b2b lead scoring and make sure I prioritize my valuable time on the leads most likely to close now?

Relax, modern technology can do the groundwork for you. In this blog post, we'll tell you how.

What Is Marketing Automation and How Does It Help Salespeople?

Good marketing requires a solid relationship between you and your prospects. Good sales, too. Hardly breaking news, I know. But with B2B sales moving into digital commerce, scaling interactions with your customers and prospects can sometimes prove challenging.

Enter marketing automation.

8 Steps to Getting Started with Sales Operations

Behind every successful motion picture, there’s an entire team of people, responsible for different tasks, working towards the joint goal of co-creating the next blockbuster movie. The director is the creative genius with the vision, who works closely with the actors to coach and guide them in that direction. On her side, there's the producer. A film producer is running more operational tasks such as the hiring of crew and cast, scheduling, and sourcing of material.

Why are we talking about movies, you might ask? Well, because in high-growth sales organizations it’s not uncommon that the VP Sales becomes a sales liability. Sales coaching, forecasting, evaluating sales tools... are just a few of the things we usually see sales leadership spend their time on. With too many things on their plate, a VP Sales will either be letting important processes and decisions slip through the cracks, or spend way too much time looking at the numbers while not spending enough time on their people.

Having a sales operations role is a smart solution for a growing sales organizations, similar to the what a movie director seeks in their producer. By leaving more responsibility on the sales operations manager (producer), the VP Sales (director) can spend more time on leading the team towards success.

Lead Enrichment: How To Enrich Leads and Get The Most Out Of Inbound Leads

You’ve worked hard to craft a beautiful website, you’ve created thoughtful content pieces for your target audience to interact with, and you finally start seeing a steady stream of inbound leads coming in.

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