What data is needed for sales intelligence?
Posted: Tue Dec 17, 2024 6:13 am
Sales intelligence platforms analyze and collect a number of types of data to give salespeople the insights they need to work on the pipeline. They get their data from a wide variety of reliable and verifiable sources. The software can also collate multiple data points to verify their validity.
Sales development reps (SDRs), business development reps (BDRs), and account executives (AEs) all need different sets of data to meet customer needs at their given stage of the sales funnel.
Demographic data
Sales intelligence platforms can provide demographic audit directors auditors email lists about the interested prospect. This type of data is often used to create or enhance a buyer persona profile.
Sales intelligence platforms can analyze data from both existing and potential customers to create this type of profile.
Firmographic data
Signature data gives marketers more information about the company as a whole.
Sales intelligence platforms can easily extract this type of data from publicly available websites and records. They can also search the corners of the web to find harder-to-find details. Some are even capable of determining financial data.
Technological Data
Many sales intelligence platforms are powerful enough to determine details about the type of technology a potential company uses. This is called technology data.
It goes without saying, but this is an extremely valuable insight. Technology data can help marketers know how to position themselves within a prospect’s existing technology stack.
Data of intention
Perhaps their most powerful capability, sales intelligence platforms can predict a buyer’s intent and timeline based on specific buying signals. This is often referred to as intent data, and it helps salespeople know exactly how and when to approach potential customers.
Intent data helps marketers optimize the funnel and close more deals.
How to use sales intelligence to close more deals
While the “day job” of a sales intelligence platform is to collect data, the implications of this work cannot be underestimated. In the bigger picture, sales intelligence software helps salespeople close more deals, faster.
Find and qualify new accounts faster
Sales intelligence platforms automate the process of finding new leads. Powerful intelligence software can instantly find countless leads without any effort on the part of salespeople. Most can also populate the CRM with the relevant data, making it extremely easy for salespeople to approach each new opportunity.
Reaching decision makers
Many sales intelligence platforms can use the data they find to create an organizational chart for potential companies. This helps create a broader, more complete picture of how potential customer companies make purchasing decisions and gives salespeople insight into who to talk to and when.
Personalize the customer experience
Sales intelligence provides data on the specific characteristics, needs, and challenges your buyer persona and ICP experience. This type of information helps marketers and salespeople customize their strategies and make better connections throughout the funnel.
Sales development reps (SDRs), business development reps (BDRs), and account executives (AEs) all need different sets of data to meet customer needs at their given stage of the sales funnel.
Demographic data
Sales intelligence platforms can provide demographic audit directors auditors email lists about the interested prospect. This type of data is often used to create or enhance a buyer persona profile.
Sales intelligence platforms can analyze data from both existing and potential customers to create this type of profile.
Firmographic data
Signature data gives marketers more information about the company as a whole.
Sales intelligence platforms can easily extract this type of data from publicly available websites and records. They can also search the corners of the web to find harder-to-find details. Some are even capable of determining financial data.
Technological Data
Many sales intelligence platforms are powerful enough to determine details about the type of technology a potential company uses. This is called technology data.
It goes without saying, but this is an extremely valuable insight. Technology data can help marketers know how to position themselves within a prospect’s existing technology stack.
Data of intention
Perhaps their most powerful capability, sales intelligence platforms can predict a buyer’s intent and timeline based on specific buying signals. This is often referred to as intent data, and it helps salespeople know exactly how and when to approach potential customers.
Intent data helps marketers optimize the funnel and close more deals.
How to use sales intelligence to close more deals
While the “day job” of a sales intelligence platform is to collect data, the implications of this work cannot be underestimated. In the bigger picture, sales intelligence software helps salespeople close more deals, faster.
Find and qualify new accounts faster
Sales intelligence platforms automate the process of finding new leads. Powerful intelligence software can instantly find countless leads without any effort on the part of salespeople. Most can also populate the CRM with the relevant data, making it extremely easy for salespeople to approach each new opportunity.
Reaching decision makers
Many sales intelligence platforms can use the data they find to create an organizational chart for potential companies. This helps create a broader, more complete picture of how potential customer companies make purchasing decisions and gives salespeople insight into who to talk to and when.
Personalize the customer experience
Sales intelligence provides data on the specific characteristics, needs, and challenges your buyer persona and ICP experience. This type of information helps marketers and salespeople customize their strategies and make better connections throughout the funnel.