How to Leverage Sales Intelligence for Better Prospecting

Finding the proper prospects and engaging with them is essential for success in the quick-paced and fiercely competitive world of sales. 

Traditional prospecting techniques frequently include making blind contact with possible leads. However, the development of sales intelligence has given sales professionals access to insights that can completely change the way they approach prospecting. 

Benefits of Using Sales Intelligence for Prospecting 

The process of acquiring, examining, and using data to make informed decisions during the sales process is known as sales intelligence. Benefits include: 

1. Gain direct access to prospects in your desired market. During conversations with their target customer, most businesses only scratch the surface. However, sales intelligence provides a comprehensive view of your sector. 
2. Sales intelligence makes it possible, and it combines static and dynamic data to help you identify and approach your ideal client. 
3. Sales intelligence enables you to discover more about the people to whom you are reaching out. You also save time by not having to deal with people who lack decision-making power or are simply uninterested in what you have to offer. 
4. Sales intelligence can help discover and target prospects who fit their ideal client profile. Sales reps can adjust their pitches to potential client’s pain points and requirements increasing the likelihood of effective prospecting. 
5. You can use sales intelligence technologies to identify and track your competitors’ activity. To keep ahead of the competition, you can observe which trends they are following, perform gap analysis, and up-level your strategy. 

How Does Sales Intelligence Improve Prospecting 

Here’s how sales intelligence improves B2B sales prospecting.

1. Creating a better Ideal Customer Profile (ICP): Companies must focus on a tiny niche and dominating it until they can utilize it as a foundation to expand.

So, sales and marketing teams must create an ideal customer profile (ICP) using sales intelligence. By studying your present customer base, you may uncover commonalities and develop lists of target organizations and individuals that suit your ICP. 

Your marketing team can then prepare them by providing them with relevant, tailored information.

2. Greater prospect engagement: One of the most crucial sales intelligence strategies is to get into the minds of your buyers and learn what drives their purchasing decisions. This information can be utilized to develop better-targeted sales outreach that leads to a sale.

Since sales intelligence contains intent data, which reveals when clients are most likely to be in the market for a given product or service, sales teams can use this information to establish sales triggers or determine when customers are more likely to buy.

3. Lead scoring: Businesses can determine whether a potential consumer is interested in their products or services by watching their activity, such as the pages they visit and the keywords they search for.

This data can then be used to score leads, with higher ratings suggesting a greater likelihood of conversion. This enables sales teams to focus their efforts on the most promising prospects while also discovering chances for cross-selling and upselling.

4. Recognize opportunities for cross-selling and up-selling: Cross-selling can raise your entire sales by roughly 20%, resulting in a 30% increase in earnings. Upsells should be treated in the same way.

Taking advantage of both these opportunities with your present clients will help you build a loyal customer base, which can help you maintain your bottom line. 

Sales intelligence software data enables you to focus on existing customers while also generating leads. 

Customers provide powerful buying signals, which are almost certainly already there in your platform — you just need to harness them to ensure that the user experience is better every time.

5. Obtain key competitor information: While selling a large number of products or meeting certain revenue targets may be one of your company goals, the fact remains that success is reliant on a lot of factors other than how much you sell and how much cash you create.

You must keep an eye on them to stay ahead of the competition. Important information can be obtained via sales intelligence. This information is critical since it allows you to develop a sound strategy to attract them away from your opponent and toward your brand. 

Close More Deals with Sales Intelligence Data 

Data powers sales intelligence. The information gathered should be as precise as possible. 

You need the best data available to get the most out of your sales intelligence platform – data that is comprehensive, accurate, and up-to-date. 

This is why employing data validation and sales intelligence to improve your sales prospecting process and close more offers is essential. 

With the correct information, you can discover a lot more about your prospects than simply their name and work description. You can get their work email address, phone number, and other details. 

Sales intelligence has revolutionized the prospecting landscape, allowing salespeople to make more informed decisions and develop deeper relationships with potential clients. 

You may target the proper prospects, personalize your approach, and ultimately boost your chances of closing business by employing sales intelligence tools and tactics. 

With Draup for Sales, service providers now have deep insights into the following: 

• Outsourcing intelligence 
• Hiring trends 
• Organization structures 
• Location insights 
• Market landscape 
• Geo- & technology- focus 
• Stakeholder personality traits 

and much more. 

Sales teams can use these data to present leads with contextualized proposals that address their pain points and match their digital tech stack.