Sales

The B2B Sales and Marketing Blog by Vainu

How Website Insights Can Help Grow Your Pipeline

When it comes to growing their pipeline, salespeople will generally invest most of their time in prospecting. And, in an effort to prospect successfully, those salespeople will generally be looking for something specific, targeting companies based on certain characteristics.

In our experience as a company data provider that has helped hundreds of sales organizations find more and better leads, we’ve found that there are three company characteristics that pretty much every salesperson will refer to when describing what they’re looking at when prospecting. They probably won’t come as a surprise to you, but those company characteristics are:

  • Location
  • Industry
  • Company size

Now, there’s nothing wrong with these data points—they’re tried and tested data points. That said, their popularity isn’t necessarily only due to them being meaningful characteristics to focus on. It may also in part be because they have been the most readily available data points historically. The reason for their widespread availability is that many countries have a local authority that collects this sort of basic company information when a company is registered.

How to Use Website Traffic to Find Your Best Customers

The most visited websites in the world are—of course—well-known websites for most of us. In the Top 10, we find websites such as Google, Youtube, Netflix, Facebook, and Baidu. No surprises there.

Comparatively, the Top 10 most visited websites in specific categories such as SaaS, FinTech, E-Learning, and Cryptocurrency, or the most common CMS, Analytics, and E-Commerce technologies used by the world’s most popular websites are probably less well known for most of us. However, that needn't be the case. This kind of specific information doesn’t have to be less well-known or harder to get a hold of.

In fact, we’ve recently added data concerning the 7 million most visited websites in the world to our company database, which makes it easy to get a hold of this kind of detailed website information. This dataset, combined with our proprietary industry data, allows for the effective analysis of website popularity across many different sectors. Let’s take a look.

Technology Data: What It Is and How It Can Help You Find New Customers

The International Data Corporation (IDC) forecasts that the yearly global spending on digital transformation will reach $2.8 trillion in 2025. For the uninitiated, digital transformation refers to the adoption of digital technologies by a company, and it is generally pursued in the hope that these newly-adopted digital technologies will provide efficiency gains and customer intimacy.

The aforementioned statistic clearly highlights that the demand for digital technologies that improve existing business processes is, to say the least, significant. The growing demand for digital technologies presents an unprecedented opportunity for companies that are able to provide products or services that help businesses achieve these digital transformations.

Of course, life is never completely without its challenges, and a difficulty for providers of such products or services lies in identifying companies that use, or don’t use, certain digital technologies. Fortunately, there is something that can help such companies overcome such a challenge: Technology data.

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.

B2B Sales Trends 2022

And that’s another year nearly gone—time sure does fly! Just like its predecessor, 2021 probably hasn’t been what we were hoping it would be. Nonetheless, even these trying times won’t stop our annual tradition of predicting the most important sales trends of the upcoming year.

As you well know, many things have changed over the course of the year, but one thing remains the same—sales activity hasn't stopped. As has been the case for a while, creativity and resourcefulness are becoming increasingly important for sales and marketing teams to excel.

A renewed focus on the role of the salespeople and the tools and technologies that can help them do what they do best. That's the premise in which we're predicting next year's sales trends—and here they are:

Upselling through Customer Analysis with Internal and External Data

Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers? Now, it’s time to cover customer analysis so you can determine real upselling opportunities. 

Upselling to customers has traditionally had an unpalatable nuance to it. The sole objective has been to get the customer to buy more. I can’t help but think of that car salesman who’s aggressively overselling that four-door executive saloon, packaged in full options when your only need is to get from place a to b.

Knowing your customer in and out by way of effective customer analysis is what separates a pleasant buying experience from an unpleasant one. You’ll understand what your customers need and how to alleviate their challenges and pains with the right solutions.

Let’s get to it without further ado. 👇

Kickstarting your sales process? Here's how to automate sales prospecting

Prospecting is seldom the favorite part of the sales process. It’s often considered hard and time consuming. In fact, prospecting it’s often identified as the hardest part of the sales process. Don’t fret! Thanks to technology, it shouldn't be too difficult to find good prospect and actionable leads.

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.

Sales Pipeline Management: Best Practices

Salespeople often obsess over growing a big, beautiful sales pipeline. “Fill pipeline with hot leads” or “fill pipeline with best-fit prospects” are recurrent tasks at the top of the to-do list. While well intentioned, that often means salespeople will dedicate too much time to sales prospecting instead of thinking about how to get prospects to flow through the pipeline.

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.

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