Sales intelligence collects prospect and customer data from various sources that enable sales teams to understand their prospects and customers better and track critical buying signals.
Sales intelligence automates this research, which is otherwise a painful and time-consuming process if done manually. Sales intelligence tools know companies’ basic information and their hidden traits like the technology used in their websites, what buying signals/intentions they’ve sent out recently, or their interests.
Companies that implemented a B2B sales intelligence solution reported having 35% more leads in their pipeline and 45% higher-quality leads, reiterating the usefulness of sales intelligence.
How Sales Intelligence Translates Data to Sales Numbers
Data helps sales teams refine targets and propel marketing campaigns forward. How does sales intelligence function?
1. It scans various sources to check buying intent
A sales rep may look at a lead’s activity log to learn which web pages they visited or review the actions they took while on the website, including the actions they took on your website or after they opened your email.
However, there is other useful information available to understand their prospects and customers. Case in point, buying signals offer valuable insights into prospects, their needs, among others.
Signals could be strategic or tactical. They come from the following:
- Mergers & Acquisitions
- Executive movement
- Mass hiring
- Facility set up and expansion
- Product development, launch, or recall
- Regulatory actions
- Patent filing
- Market activity
- Investments and fundraisers
2. It fetches data in various ways
Here are few ways how sales intelligence tools can help collect data.
- It searches and sources from various platforms like contact data, news, and social insights from thousands of trusted sources.
- It gathers and validates company and contact data and syncs with your existing tech stacks and workflows.
By gathering data in more ways within a greater number of sources, your team will be able to land more leads who will be more receptive to your outreach.
3. Organizes the data
The full value of sales intelligence can be provided to salespeople by systematically organizing for context and accessibility. Sales intelligence tool like Draup gives prospects with access to dynamic data that helps in decision-making.
Using actionable insights that show in summary, the marketing team can see data like funding activity, budget control, market landscape, locations, key people, and deal influence could put prospects in a position to organize and propagate their marketing effectively.
4. Provides real-time insights
Sales teams need timely insights to succeed, which means insights should come in real-time. The information which is not timely may cause you to miss an opportunity to turn a prospect into a customer or reach out with relevant information.
Draup’s sales intelligence tool enables the sales and marketing team to identify buyers based on verticals, accounts, business functions, workloads, current job titles, and locations. The marketing team can set your preferences; you can bookmark potential leads and shortlist them further based on requirements.
Why Use Sales Intelligence to Close More Deals?
Opening millions of tabs and recording information is a thing of the past. For a long time, companies have struggled to build long-term relationships due to assumptions and incorrect data.
Sales intelligence like Draup can help the sales team find better-fitting prospects and customize their outreach. It is a broad-reaching approach to pooling contextual data from potential clients. With intelligence-based proper insights and data, sales teams can –
- The marketing team can shortlist their deal size influence, budget control, personality characteristics, sales engagement guidelines, personality inference, etc.
- Narrow down searches by filtering search based on location, funding status, company size, leadership changes, etc.
- Track key company buying signals with alerts and build more explicit pictures of who they are pitching to.
- Generate B2B sales leads with a machine-learning-based recommendation engine.
- Qualify new accounts and personalize outreach, and nurture existing customers.
In the future, it is crucial to bring in as much marketing insight as possible. Automating and maximizing sales intelligence with platforms like Draup helps build a stock of actionable data for firmer leads and worthwhile repeat customers.
Furthermore, Draup’s Rolodex features data about key decision-makers in an organization, including Budget Control, Personality Influence, Skills Map, Deal Size Influence, and patents. This data can assist sales teams in crafting sales solutions for your prospects.