What is Sales Intelligence?

Selling Intelligence has become the buzzword around in the world of sales right now. As a sales representative or sales manager simply knowing about the term doesn’t do much for you. It’s more about what can you do with Sales Intelligence? What is the best way to let Sales Intelligence support you and your sales team?

It is crucial to keep your end goal in mind. the use of software without thinking has never resulted in any benefit for anyone. However, there are certain sales professionals who make use of Sales Intelligence but aren’t aware of their purpose is or what they intend to accomplish using it.

In this article, you will to understand the most crucial aspects of Sales Intelligence and how to make use of it to achieve your sales objectives. Let’s get started!

What is Sales Intelligence?

Sales Intelligence is typically various technologies that aid marketing and sales discover, collect, analyse and assess data about potential customers. Furthermore, Sales Intelligence supports you in the process of generating leads and offers you the most up-to-date details about your prospective customers. In order to do this, Sales Intelligence uses information that has already been published on the internet , such as websites, social media sites etc. The use of such technologies is often in the B2B industry and can help make research easier and save time.

Sales Intelligence can be described as the drink of energy for successful selling. It provides you all the information you require to win over your customers, your ideal audience and the customer you want to win over particularly in B2B! Sales Intelligence goes beyond scratching the surface! The tools aren’t just able to provide you with contact information and the rest of it. It is common to see financial data, company histories as well as employee contact information and many more.

Sales Intelligence includes tools and software

By using Sales Intelligence you can define and narrow your focus on customers, which gives the program the ability to deliver more precise outcomes. To achieve this it’s beneficial to create an ideal profile of your customer that you use these tools to search.

Most often, Sales Intelligence is able to integrate into CRM systems to simplify your work. Additionally, maintaining data is usually a component of Sales Intelligence, meaning that lead qualification and data enrichment are included in a variety of tools. Sales Intelligence also can draw and enhance other data from social media, or from recent news. Sometimes it is also possible to automate the generation of lead lists, tracking of websites and automated alerts for your mailbox are also added as well. Certain software can also help with your involvement in sales and enablement which can significantly enhance the overall performance of your sales.

How do Sales Intelligence Work?

In the end, Sales Intelligence gives you the most benefit by providing superior quality and customized information. What exactly is it that makes the software or tool accomplish this? Most often, these tools work using Artificial Intelligence (AI). When AI is combined with Sales, there’s the potential for growth. If you utilize it properly it can help you improve your sales performance to the next step.

The majority of the time, Sales Intelligence utilizes crawler technology, which scans the Internet to find information available publicly. The data is then fed back to the tools or software.

Sales Intelligence is about big data! Based on the area of focus, Sales Intelligence tools take over the collection of, sorting, analysis assessment and enrichment of huge quantities of data on the Internet. Every single thing your customer of choice has ever published can be accessed by Sales Intelligence software. Then, you can discover the possibility that a prospective customer has a desire to purchase your item. In most cases you can tell this through the selling signals which Sales Intelligence shows you.

This could be a web person who downloads your whitepaper, or a visit to a trade fair or a post on LinkedIn or attendance at the webinar you have planned. Through these signals, you can determine precisely how high the level of interest the potential client is. It is possible to learn about the various attributes that are part of Sales Intelligence in the chapter “What capabilities are the features that Sales Intelligence tools have?”

That means Sales Intelligence Software gets its information from a few sources like:

Profiles on your website or social media profiles of your customers you want to reach
Publications/reports/evaluations about the target customer on other pages
Cookies and tracking of visitors How do visitors move around your site?
and and more.

In this regard, Sales Intelligence supports you by acquiring a wealth of information from different sources. After that, you can view the results of the software that you bought in a tidy and neat way.

What features do Sales Intelligence Tools have?

Software for Sales Intelligence isn’t always the same. There are many different software that offer different functions, based on the purpose or focus of the tool in question and its users.

There are tools for Sales Intelligence to:

1. Lead Generation/Lead Lists

Sales Intelligence tools can help you with lead prospecting and lead generation. Based on your own predefined criteria Sales Intelligence can show you precisely the businesses and individuals who are likely to be your next customers.

You will receive lead lists that contain your targeted customers along with other essential details like addresses, contact information for the company publically available contact information of employees and news.

With just a few clicks, reps and sales managers can get hot leads sent immediately! With this additional data provided via Sales Intelligence software, you and your sales team are able to focus on the main issue of speaking to prospective customers.

Sometimes, you’ll also discover companies that are identical to your customers. The lookalikes will show immediately which companies you could advertise your product or service . They precisely match your search profile. By using similar companies, you’ll be able to be sure there’s a market demand for your product or service.

Are you looking for more features? Here’s the solution Alerts are a different feature of several sales Intelligence tools. This feature is particularly beneficial and efficient, since you’ll be constantly informed about the latest happenings in the world of your targeted audience and customers by e-mail. You will be informed of new sales opportunities, new information or an entry directly via email. It’s not much easier than this.

2. Lever Qualification, Lead Tracking and Lead Qualifying

Additionally, Sales Intelligence helps your sales team identify what leads are best targeted and which are not suitable. Some tools, for instance, automatically prioritize lead lists based upon pre-defined guidelines.

In most cases, Sales Intelligence software also gives you the information the team or you requires to manually build lead lists. This way you will receive assistance in lead selection and prioritization. After that, it’s much easier for marketing and sales to calculate how much money are required to invest in lead activation.

Additionally, you can also utilize Sales Intelligence for sales forecasting. This allows you to monitor the performance of your team efficiently and know better how processes and strategies need to be improved. This will allow you to continuously enhance your sales performance and processes, as well as predict future deals.

3. Data Enrichment & Data Maintenance

Naturally, you could also utilize Sales Intelligence software to enrich and complete the customer database within your CRM. The majority of tools can include the missing email addresses or phone numbers. They can also include specific details about companies or industries such as organization charts, techgraphic information , and so on!

Sales Intelligence can provide you with the foundation to qualify the leads you want to prioritize. Additionally, it provides you an understanding of sales calls, and is often an appropriate beginning point for a conversation!

Additionally, it aids in your lead scoring, the method you evaluate leads, also known as the process of nurturing leads i.e. the continual building of relations with the leads. At the end of the day, you should only use error-free, high-quality data. Don’t waste time, and invest in the relationships that you have with your (potential) clients.

4. Sales Enablement / Sales Engagement

Sales Enablement is a program that aims to improve the certainty of sales. Its primary goal is to improve communications between sales teams about the right tools, relevant content and current information.

This will lead to the sales team being in a position focus their efforts in a more specific efficient manner that saves time and, in the end, will result in – you’re right – more sales! Because customers tend to take the offer if they feel respected and appreciated throughout the buying process and a journey for the customer that includes more interaction and useful information is crucial.

Sales engagement, in turn, refers to the interaction between a salesperson and the client. It is often determined by the amount of time in conversation and the frequency of interactions (emails telephone calls, emails, and so on.). Sales Engagement is a strategy to improve marketing and sales processes to improve the interaction with customers. An automated and personalized customer journey that enhances emails calls, phone calls, social media posts, and meetings, which saves time and keeps customers happy.

It allows you to analyze the impact of certain strategies and communications while decreasing the burden on sales reps.

Sometimes , there is the possibility of overlap with Sales Intelligence software and CRM tools to track sales emails as well as tools to analyze sales. A lot of tools for Sales Intelligence tools are made to import leads in CRM platforms and ensure they are up-to-date. Some CRM platforms offer sales data, such as the history of the company or branching details.