Skip to content
Home ยป What is sales intelligence?

What is sales intelligence?

The term “sales intelligence” is the name applied to the array of technological solutions that provide information to marketers and salespeople in the B2B market. It assists marketing and sales teams analyze, discover and present use of information related to their customers.

What are the advantages of selling intelligence?

Sales intelligence can bring huge advantages for your marketing and sales teams as well as to your entire organisation. It gives you the data you need in a simple accessible manner.

What software for sales intelligence function?

Sales intelligence software operates by constantly crawling millions of public websites, capturing relevant data and linking it to the profiles it has in its database. Easy-to-use platforms enable salespeople to search, analyse and assess the data about sales.

Many sales intelligence software platforms function in various ways, however they all work with your sales acceleration or CRM software.

If you integrate sales knowledge into your B2B sales team it will help you complete a variety of tasks more efficiently for example:

Marketing and sales leads

With the help of sales intelligence software you can make use of information to build lists of people who match to your desired customer profiles (ICP). It is also possible to make lists of profiles like your current customers. This is lead generation gold.

Set up sales trigger alerts

Sales intelligence is a real-time database about your customers. If there’s an event that you have to be aware about, the system will notify you.

Cleaning and enriching your existing customer database

The Sales Intelligence keeps historic customer information up-to-date as well as fills any gaps.

Customizing your sales strategy

The more you understand about a potential customer, the better you can personalize the way you market to them. Customized sales strategies often result in more leads of higher quality and better conversions.

conducting market research, and getting insight

If you know the number of leads that could be available it allows you to forecast and better allocate resources. It is also possible to be aware of your competition.

Sales intelligence data 101

Sales intelligence platforms collect business information on a huge range of businesses and individuals.

Where do the sales intelligence information originate from?

From millions of private and public sources.

The most effective platforms present information in a manner that is easy to comprehend. The data is already accessible however, sales intelligence software helps you save time by collating it all in one place.

What can the revenue team do with this information?

Armed with this information, B2B sales, and marketing teams will be more effective in identifying prospects and contacting them precisely at the right time using the appropriate approach to personalize.

What are the most important information points in sales intelligence?

Based on the sales intelligence platform you select depending on the sales intelligence platform you choose, you will find details about potential customers, such as name the title of the job email address, phone number, and much more.

The most reliable platforms display real-time data that suggests they could be looking to make an investment, like financial data, new round of funding, or new appointments.

They also offer insights on the purchasing habits of your prospects. This kind of information is known as intent data and is essential for salespeople who wish to know what a prospective customer is searching for to buy your product or the product of competitors.

How can these data points aid on a an actual level?

Teams can make lists of leads that they can target with relevant content, or hand sales representatives the ability to make cold calls.

Sales intelligence can bring huge advantages to marketing and sales teams, allowing them to gain an edge in competition. Teams that are able to provide the most high-quality information presented effectively will enjoy an enormous advantage over their competitors.

What are the reasons why data is essential for sales information?

Data is the fuel that powers sales intelligence.

If you’re looking to achieve the best outcomes out of your sales data system you require the most reliable information available, which is complete, precise and current.

Be sure to select an intelligence tool which gives you the most accurate view of your prospective customers.

If you have the right data With the right information, you can access many more things than the contact’s name and title. You can find their email addresses, their mobile number (which is essential now that as many potential customers work online) and more. On a more organizational level you can also find out the software they employ.

Your data must be as accurate as you can. False data can waste the time of your salespeople and reduce their effectiveness. Select a provider who is more inclined to use self-generated data since this is more likely be reliable. The most reliable data providers utilize AI (AI) to collect and verify the accuracy the accuracy of their records.

The availability of data as current as it can be boosts the accuracy. In real-time, data can help sales reps reach those who are most likely to be interested at the appropriate moment.

What can sales intelligence do to improve sales intelligence? B2B sale process?

The use of sales intelligence will benefit the sales process and allows you create an experience customers are sure to love.

Particularly, sales intelligence can make these three aspects in your process of selling more efficient:

1 – Designing an ideal profile for your customer

A B2B business will succeed in being all things to all. The first step is to target an area of focus (the smaller the more specific) and monopolizing that niche until they are able to make use of it as a basis to grow.

The marketing and sales teams need to collaborate in creating an optimal customer profile (ICP) by leveraging sales intelligence to achieve it. Through analyzing your existing customers, you can make use of tools for sales intelligence to identify similarities and create lists of potential people and companies that match your ICP.

For instance, if your ICP is the VP of Marketing for EMEA-based businesses that have less than 50 employees sales intelligence can create an inventory of individuals who meet the criteria exactly. Furthermore is that it will provide you with their phone numbers, email addresses as well as any other pertinent detail. Your marketing team will be able get them excited by providing relevant, customized content.

2 – Lead scoring

Once you’ve reached a point that you’re engaging your prospects through personalized content, sales data can assist you in determining who’s truly interested in your business and who’s to ignore.

Sales intelligence tools analyze your prospects’ reactions to your emails, for example, responding to an email by opening it, scrolling through it to the end or downloading more information. They then can give prospects a scoring that will show your marketing professionals which content pieces are performing best and the salespeople to reach out to. If you have this type of B2B information at your disposal It removes any guesswork from selling.

3. Outreach, qualification, messaging and qualifications

After your leads are warm, it’s now time for your sales team to be in charge by using sales data to aid them.

The first thing to do will be for the SDRs to contact the potential customer, initiate the conversation, and then determine if they are either way in the process. B2B Sales intelligence software make sure they’ve got the correct details about their contact information, so they’re not trying to contact prospects who have left.

Additionally, since sales intelligence uncovered these prospects through the ICP salespeople can be assured that they’re contacting the same prospects that are facing similar problems. Salespeople are now able to ensure that their messages are correct and to effectively present your products as being the solution to the problems your customers are experiencing.

Additionally sales intelligence tools could serve another purpose – making sure that salespeople contact prospects at the right time when prospects are at their most responsive.

Sales intelligence tools analyze thousands of information points to pinpoint sales triggers, like the company raising a new capital round or appointing an executive who is new or appointing a new CEO, which suggests that potential buyers are looking to purchase. If your sales team is able to identify these triggers for sales and can take the action.