80% less time on sales prospecting

Prospecting ran on unusable listings

Before Vainu, finding new customers came down to third-party company listings. Mikko Tervakangas still has the old Excel file on his laptop, several columns of useless information already cleaned out of it, and it is still hard to work with: “This is really hard to make any sense of.”

At the beginning of the year, we recruited three new sales reps to focus solely on customer acquisition, and they’ve closed new deals worth 5M euros with the help of Vainu.

Every construction company in Finland

Cramo wants to reach every construction company in Finland, and no sales rep, however experienced, can keep track of tens of thousands of companies. That is why salespeople at Cramo, Tervakangas included, use Vainu daily to find fitting new targets. They draw an area on a map and get a list of every potential customer inside it, something Tervakangas says is next to impossible to pull together with Google. Tervakangas also works through governmental construction-related public records in Vainu, which often point to which companies will need Cramo’s services later. Timing is the point: “We’re helping the customer from the creation of the worksite until the building is ready. If we miss the project kickoff, we miss a lot of potential revenue.” A rep once wrote off a company because a competitor’s logo hung above its door. Another rep later found the same company in Vainu, called them, and Cramo closed a deal worth up to half a million euros. The lesson is to never assume anything if it’s not based on data.

We only use a fifth of the time in sales prospecting than before Vainu. It’s essential for our success to have all the company-related information instantly at hand.

Mikko Tervakangas, Sales Director at Cramo Finland Oy