For salespeople, this means their data collection capabilities and priorities need to move up as well. It’s no longer enough for sales reps or SDRs to collect just the easily accessible phone numbers and email addresses — they need to find ways to dig beneath the surface and find the kind of prospect data that helps move the needle.
This is where sales intelligence software comes in. Sales intelligence risk managers email lists helps marketing and sales teams collect and curate accurate, actionable, and insightful insights about their prospects.
In this article, we’ll go over everything you need to know about sales intelligence, including why it’s quickly becoming a non-negotiable for sales and marketing, what data has the biggest impact on the sales process, and how to leverage your sales intelligence resources to close more deals.
What is sales intelligence software?
Sales intelligence software provides salespeople with clear, up-to-date contact information about individual prospects and their respective companies.
Sales intelligence software makes it easy to collect and organize data like phone numbers, email addresses, and basic organizational structure.
However, it is important to note that it also goes further. Sales intelligence software also provides salespeople and marketers with relevant and timely information about purchasing context and behavior.
Sales intelligence platforms continuously crawl prospects' websites, posts, social media profiles, and web mentions to synthesize hard-to-find data like:
Organizational decision makers and reporting structure
Financial positioning and budgetary needs
Revenue metrics, including year-over-year growth
Company initiatives
Tech stack details
Sales intelligence software also provides insights into buyer intent by collecting and analyzing data on prospects' purchasing signals.
The main goal of sales intelligence is to provide everyone involved in the sales process with a better and more complete understanding of their potential customers. This understanding helps salespeople deliver a more intuitive and personalized buying experience to the prospect.
Sellers and sales reps leverage sales intelligence data to help them with:
Lead generation and nurturing campaigns
Lead qualification and nurturing campaigns
Upselling and cross-selling opportunities
Sales intelligence can also help companies develop a strong ideal customer profile (ICP).
While most companies can easily create an ICP based on demographic and firmographic data, sales intelligence can help them create a more complete profile by adding data on purchase intent and technological details.
