The term “Sales Intelligence” is currently the buzzword of the market in sales right now. As a sales representative or a sales manager only knowing what it is doesn’t do much for you. The real question is where can you apply Sales Intelligence? What is the best way to let Sales Intelligence support you and your sales team?
It is crucial to keep your goals in mind – the use of software without thinking hasn’t been helpful to anyone. However, there are some sales professionals who make use of Sales Intelligence but aren’t sure of they are trying to accomplish and what they intend to accomplish using it.
The following article can help to understand the most essential aspects of Sales Intelligence and how to make use of it to achieve your sales objectives. Let’s get started!
What is the term Sales Intelligence?
Sales Intelligence is typically the various kinds of technology that aid marketing and sales discover, collect, analyse and assess data about potential customers. Additionally, Sales Intelligence supports you in the process of generating leads and gives you the most current information on your potential customers. For this, Sales Intelligence uses information that has already been published on the internet , such as social media, websites etc. These technologies are commonly used in the B2B industry which can reduce the amount of research time.
Sales Intelligence can be described as the beverage that fuels successful selling. It provides you all the information you require to win over your competition and your intended audience as well as the customer you want to attract – particularly in B2B! Sales Intelligence isn’t just scratching the surface! These tools don’t just give you contact information and the rest of it. It is common to see numbers on company finances, historical company information contacts for employees, and numerous other things.
By using Sales Intelligence you can define and narrow down your ideal customers, which gives the program the ability to deliver more precise outcomes. In this regard it’s helpful to develop an ideal customer profile which you can query using these tools.
In many cases, Sales Intelligence can integrate into CRM systems to help you work more efficiently. In addition, data maintenance is typically a part of Sales Intelligence, meaning that lead qualification and data enrichment are also included in a variety of tools. Sales Intelligence is also able to draw and enhance other data from social media and recent news. Sometimes the automated production of lists of leads, web tracking, and automated alerts for your mailbox are also part of the package. Certain software can also help with your selling engagement as well as sales enabling, which can significantly enhance the overall performance of your sales.
What’s the process of Sales Intelligence Work?
In short, Sales Intelligence gives you an enormous advantage due to quality and custom-designed information. What exactly is it that makes an application or software accomplish this? Most often, these tools work using AI or artificial intelligence (AI). When AI comes into contact with sales, it can lead to the potential for growth. If you utilize it properly and effectively, you will be able to increase your sales to the next stage.
Most of the time, Sales Intelligence utilizes crawler technology to scan the Internet for information that is publicly accessible. The data is then fed back to the tool or software.
Sales Intelligence is about big data! Based on the area of focus, Sales Intelligence tools take over the gathering of, sorting, analysis assessment and enrichment of huge amounts of information on the Internet. Every single thing your target customer has ever published is available to Sales Intelligence software. After that, you can determine the possibility that a prospective client might be in need to purchase your item. In most cases you can tell this by the “selling signals” which Sales Intelligence shows you.
It could be a site user that downloads your white paper or a visit to a trade fair or even a comment on LinkedIn or a attendance at the webinar you have planned. By analyzing these signals, you will be able to see precisely how high the interest of your prospective customer. Find out more about the various features in Sales Intelligence in the chapter “What capabilities can Sales Intelligence tools have?”
It means Sales Intelligence Software gets its data from a variety of sources like:
Profiles on your website or social media profiles of your ideal customer
Publications/reports/evaluations about the target customer on other pages
Cookies and tracking of visitors How do visitors move around your site?
and many and more.
That being said, Sales Intelligence supports you by accumulating a large amount of information from different sources. Then, you will be able to view the results of the software that you purchased in a clean and tidy way.
What features do Sales Intelligence Tools have?
Software for Sales Intelligence isn’t always the same. There are a variety of tools with various features, 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
Tools for Sales Intelligence can assist your lead prospecting as well as lead generation. Based on the predetermined criteria Sales Intelligence reveals exactly which companies and individuals who are likely to be your potential customers.
Lead lists are sent to you that contain your targeted customers along with other crucial details like addresses, contact information for the company publically available contact information of employees, as well as current information.
With just a few clicks, sales reps and managers are able to have hot leads delivered immediately! With the additional information offered through Sales Intelligence software, you and your sales team will be able to immediately get to the important thing: engaging with prospective customers.
In many cases, you will locate companies identical to your customers. The lookalikes will show the companies that you could advertise your product or service . They precisely match your search criteria. If you have similar companies, you’ll be able to be certain that there is a market for your product or service.
Do you want to add more features? Here’s the solution Alerts are another function of several Selling Intelligence tools. This feature is extremely beneficial and efficient, since you’ll be informed about the latest happenings in the world of your intended audience and customers by e-mail. You will be informed of new sales opportunities, new information or an entry, all directly through email. It’s not much easier than this.
2. Lever Qualification, Lead Tracking and Lead Qualifying
Additionally, Sales Intelligence helps your sales team determine what leads are best focused on and which leads are not suitable. For instance, certain tools automatically prioritize leads based on established guidelines.
Most of the time, Sales Intelligence software also gives you the information the team or you need to manually build lead lists. This way you will receive assistance in lead prioritization and qualification. Then, it’s simpler for marketing and sales to calculate how much money are required to invest in lead activation.
Furthermore, you could use Sales Intelligence for sales forecasting. This lets you monitor your team’s performance effectively and know better how methods and strategies could be improved. This allows you to consistently 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 any missing email addresses or telephone numbers. A few tools also add specific details about companies or industries as well as organizational charts, technological details, and more!
Sales Intelligence can provide you with an excellent foundation for identifying the leads you want to prioritize. It also gives 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 that you assess leads, also known as nurture leads, i.e. the ongoing building of relations with the leads. The end result is that you will only use error-free, high-quality information, so don’t waste time and put into the relationships to these (potential) clients.
4. Sales Enablement / Sales Engagement
Sales Enablement seeks to increase the certainty of sales. The main objective is to improve communications between sales teams about the right tools, relevant content and current information.
This will lead to selling teams being better able focus their efforts in a more specific efficient manner that saves time and, in the end, could result in – yes, you’re right – more sales! Because customers tend to take the offer if they feel respected and appreciated throughout the buying process A customer experience that has more interaction and useful information is crucial.
Sales engagement is a reference to the relationship between a salesperson the client. This is usually determined by the amount of time in conversations as well as the frequency of interactions (emails or phone calls, etc.). Sales Engagement is a strategy to improve the marketing and sales processes to maximize the interaction with customers. A customized and automated customer journey that enhances emails and calls, as well as social media posts , and meetings reduces time and keeps customers happy.
It also lets you analyze the impact of specific strategies and messages while also decreasing the burden on sales reps.
There is sometimes an overlap with Sales Intelligence software and CRM tools to monitor sales emails as well as tools to analyze sales. A lot of tools for Sales Intelligence tools are created to incorporate leads in CRM platforms and ensure they are current. Some CRM platforms provide information about sales, like the history of the company or branching details.
