New business development is a tough task, but let the power of data guide your sales efforts and bring your results to a whole new level.
In businesses, where average sales cycle is long, sales process require many touch points, human involvement is high and sales opportunities are lower, high closing rate is crucial. For these types of companies in more consultative or partnership sales, finding the right timing is essential in sales.
Vainu is your tool for finding companies that match your company's offer, and for spotting the signals when the company will more likely need your solution. Thus, especially, if you're targeting only very limited amount of companies, you want to be sure not to miss a single buying signal! How you benefit in using Vainu:
- Deeper understanding and efficient validation of the prospects, better closing rate.
- Increased agility towards customer needs.
- Customer care, up-sell & cross-sell opportunities.
- In every initial contact with a potential customer, you are aware of their current situation.
Find optimal prospects: Ideal Customer Profile
A great way to get started is by analyzing your customer base based on some basic company information such as turnover, industry, and location. Whether you use Vainu Analyzer or some other analyzing tool for understanding who your current customers are, this is a vital part of figuring out your prospect lists.
Once you have a good understanding of your customers, start thinking what do the most valuable customers have in common and create your Ideal Customer Profile (ICP):
- Industry, financial situation, location
- In what type of circumstances did they buy your product?
- Do you think technologies they are using and overall digitalization are connected to your solution?
Next thing to do, is to create a prospect list based on these characteristics. If you can't find what you are looking for, don't hesitate to ask in the chat and we will do our best to help you find the right filters. No matter how specific search you make, there will always be irrelevant companies as well. Therefore, we recommend creating for instance "irrelevant companies" company list and adding companies to these lists as you come across a certain type of company.
Whenever you find an interesting company you want to contact, take a look at the company profile in Vainu in order to gain more insights on the company and have a better understanding of their business.
Find the optimal timing: Signals
Signals act as a trigger and help you recognize the right time to contact the companies. For instance, if a company is going through a merger they are more likely reconfiguring a major part of their processes. Some of the signals can be direct buying signals for you whereas others provide interesting background information. By subscribing to email reports about the latest changes in your prospect list you can ensure that you never miss an interesting signal and can react straight away.
Follow interesting changes in your client base
Vainu enables you to track important changes in your current customer portfolio (or in other predefined groups of companies, such as competitors, TOP 10 most potential customers etc.). Following these changes enables you to:
- Discover upsell and cross-sell opportunities to your current customer base
- Know what is happening in your customer base → better chance to prevent churn
💬 We are more than happy to help you out in the chat if you have any questions!