Account Intelligence: Why it matters in Sales Enablement
Account intelligence has been a crucial part of sales enablement and has helped sales teams excel in their numbers. Account intelligence can be defined as the process of extracting actionable insights by analyzing customer/client information. By analyzing such client data, sales teams get a comprehensive picture of their clients that is accurate at capturing their business intentions and identifying any potential pain points that may arise.
The sales team must get fresh and accurate intel, valuable content, and the right tools to support their efforts. The most significant benefit that account intelligence provides sales teams with is that they can arm themselves with a complete profile about the prospects’ requirements and concerns. With the arrival of AI in sales enablement, account intelligence has gone a step further and has become more equipped to deliver on the needs of the modern business ecosystem.
Here’s how AI-backed account intelligence can help reinvent each step of your sales pipeline:
Knowing your Prospect
Knowing your prospect before approaching them is always fruitful since it negates the idea of a first-time meeting and builds a more profound connection which can turn into a sale.
AI is heavily used in targeting prospects since it collects and presents data in a way that is understandable and accessible for all. It looks beyond numbers, products, or services; it looks into a company’s traits, capabilities, outsourcing footprints, and more. When used correctly, this data lets you have a targeted list of prospects to approach.
It provides insights that help you get a comprehensive and data-driven view of prospects and their ecosystem across hundreds of curated metrics, including locations, technology, partnerships, stakeholders, and talent.
Exploring Digital Opportunities
AI lets you track prospects’ vital digital initiatives, ROI maps for business initiatives, and tools & technologies adoption that are trending in a vertical. This helps you to understand the technologies they will require to execute business goals, and helps sales teams build custom solutions to meet those requirements.
With AI-powered suggestions, sales teams can also identify potentially better technologies for their client’s pain points. Exploring digital opportunities will also enable sales teams to craft targeted pitches and deliver on the client’s needs
Know your Competitors
AI is known to take large amounts of data and convert them into insights that can be helpful to you. One of the most critical ways AI is being used is in peer intelligence.
Peer intelligence or competitor analysis is about taking a deep dive into how other companies are doing business. If you do not analyze your competition, you may lose your target prospects when they accept competitor offers.
It lets you see the business from your competitor’s eye and understand what they are doing and what they intend to do ahead. Doing so will help you reach your prospects with competitive offers and pricing, resulting in more deals closed.
Tracking the deals of your Prospect
Deals intelligence is a part of account intelligence that unlocks a 360-degree view into the client’s outsourcing pattern, which helps sales teams understand the nature of the deals and approach them with offers better than the existing ones.
It lets you track your prospect’s outsourcing footprint with complete insight into deals and their characteristics. Figure out areas where they actively seek outsourcing partners, understand why they are seeking them, and offer highly relevant outsourcing solutions customized to technologies, ecosystems, and locations.
Sales intelligence platforms like Draup for Sales equips sales teams with hyper-targeted account intelligence with an ability to segment accounts and stakeholders through comprehensive and real-time metrics. Draup’s account intelligence feature leverages 4000+ data sources and relies on over 50 custom machine learning models to develop 1000 reports for our Fortune 500 clients.