Sales Intelligence 3.0 – Are We There Yet?
Sales Intelligence 3.0 – Are We There Yet?
Sundeep Keramalu

Content Developer

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Sales Intelligence 3.0 – Are We There Yet?

02 Nov 2020

Strategy and tactical-driven operational ecosystems affiliated with marketing, human resources, and accounting have a plethora of tools to improve productivity and help in making informed decisions.  

The feasibility of a suitable and powerful prospect-finding and partnership-nurturing tool for sales departments, however, was not a substantial reality, until recently.  

The b2b sales intelligence market, on a global scale, is anticipated to have a CAGR of 10% by 2025. For a perspective, the market was valued at USD 2.20 billion last year. 

Sales teams depended on three factors in the past. 1. The ability to identity. 2. The channels to target. 3. The appetite to persist.  

Those times are behind us.  

Unfortunately, even the era of elevator pitches is behind us.  

Today, what comes into play is the marketer’s ability to position his products and services in line with the prospect’s precise business needs.  

DATA IS THE MODERN SALES INSTINCT 

The prospect’s problem is primary; the marketer’s solutions are secondary. But when the marketer can propose solutions that precisely align with the needs of the prospect, the prospect is more open to being receptive to the marketer’s pitch.  

B2B Sales intelligence tools also increase productivity, as they prioritize follow-ups based on the level and intensity of interaction.  

Instead of carpet bombing and expending company’s resources in the pursuit of acquiring a lead, warming a lead and converting a lead holistically (through in-depth contextual and LIVE organizational signals) will make a positive difference in the sales efforts.  

Draup analyzes data by taking into account real-time industry signals.  

Companies can target prospects by using global footprint filter.  

When an organization does not show up under a business function, it is an indication that an organization is not ready for your product yet.  

 This level of hyper-contextuality, combined with up-to-date information, drastically improves your sales efforts efficiency. What sales intelligence effectively accomplishes, is the power of leverage. Before the advent of sales intelligence, marketers had to approach their prospects blindfolded. With sales intelligence tools, it is like meeting prospects with infrared goggles.  

It’s easy to have access to useful data, but getting access to quality dynamic data that helps make decisions based on the decisions made by the decision-makers of the organizations you are trying to approach, takes more significant effort in putting together. 

DATA FOR HUMANS, MODERATED BY HUMANS 

Sales data is generally passive. There is no emotion attached to it, as it mostly consists of data collected by bots and automated applications.  

Being a data product, while our sales intelligence tool is designed to empower sales personnel, streamline and turbocharge their sales campaigns, we don’t blindly rely on data in aiding marketers in their decision-making process – we rely on real humans to curate the data.  

Sales intelligence tools track millions of data points and provide 360-degree insights about prospects in the form of digital intentions and ROI maps, helping marketers in crafting the perfect pitch for the most precise stakeholder.  

 It is easy to acquire leads, but difficult to nurture them along the long and complex cycle of the sales funnel. Using actionable insights like market landscape, funding activity, budget control and deal influence, we will put you in a better position to organize and propagate your marketing agendas more effectively.   

A sales intelligence tool is not a shortcut mechanism to target and convert leads in a short amount of time. The process of acquiring a lead or converting one still incurs the same level of trademark dedication.  

Sales intelligence tools can give you an edge by subliminally repurposing your offerings in a way that is exceptionally strategic in addressing the business needs of the prospect.  

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