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The 10 elements for successful sales intelligence
The 10 elements for successful sales intelligence
Anubhav Bhatt

Content Developer

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The 10 elements for successful sales intelligence

28 Jul 2021

AI-powered Sales Intelligence is the most trending topic in enterprise sales currently. Sales professionals are still trying to get their heads around the topic.

Sales experts usually rely on their own knowledge and expertise to drive significant numbers. However, with more data being accessible today than ever and companies digitally transforming themselves, this approach is shifting.

Companies are moving faster to win new market share and beat competition. For that reason, being more ‘intelligent’ about sales approaches has become crucial to driving up revenue for the years to come.

That is where sales intelligence comes in. In the modern era, clients and customers need more profound and personal experiences and not assumptions or cajoling.

Therefore, more and more businesses and entrepreneurs are seeking to shift to Sales Intelligence to help them get better conversions and overall business.

Sales Intelligence is the foundation for  effective selling – it gives you everything you need to successfully win over your market, your target audience, and your desired customer.

But sales intelligence goes much deeper than just a data-analysis tool. It has 10 elements at its core, and each must be given proper attention. Out of these 10 elements, one can figure out where one needs to focus more attention and work out better strategies depending on their sales workloads.

Let’s have a look at the 10 foundational elements of sales intelligence:

It All Begins With A Trigger

There has to be a trigger for a customer/client to think about your business. Think about what current issue your solution is addressing. Is it enhancing the lives of your prospects?

Once you understand what your prospect needs, you will know how to proceed by using specific triggers that can influence their purchase decisions.

You can also leverage these triggers when there’s an opportunity to convert a lead to a sale.

Point to remember, the prospect’s problem is primary; your solutions are secondary. If you can propose solutions that precisely align with your prospect’s needs, the prospect will be more receptive to your pitch.

Audit Your Relationship With Your Existing Customers

You can also leverage your existing customers who are satisfied to showcase the value that you’re providing them. Sharing case studies, customer satisfaction reports, testimonials, and reviews on your website are some of the ways to start with.

When you showcase how your organization has helped customers overcome challenges, it instantly creates an impression that you can help your current prospect overcome these challenges too. By showcasing their satisfaction, it demonstrates that you value your customers.

Improve Accessibility With Sales Intelligence:

Your sales teams must be ahead of any organizational changes.

The burden of research takes away time from the sales process. Sales teams need to sell, and you don’t want to leave your sales team unprepared to handle certain situations.

Save your sales team a load of effort by keeping updates about all prospect information and organizational changes. Information such as contacts, outsourcing deals, technology, and more such data can be seamlessly accessed within a sales intelligence system like Draup that is updated every day with the most recent information about your prospects.

Take It Up A Notch With Stakeholder Intelligence

Stakeholder intelligence is all about acquiring, presenting, and applying relevant knowledge about relevant stakeholders at the right time.

Understanding your stakeholders by segmenting and gathering every bit of information is vital in sales intelligence.

Segmentation is reaching the right customer with the right message based on their needs, interests, budgets, or other attributes. If you sell products or services to businesses, then you would segment them by attributes. Consider the business size, location, industry, or specific goals like increasing sales.

Draup’s Ecosystem feature provides insights across verticals, industries, and locations that help you micro-target your prospect and gather all the relevant information you may need.

Acquired Intelligence Is What Your Sales Team Has Been Missing

Unlike innate intelligence, acquired intelligence is not static. It can be developed through schooling, training, reading, practice, adversity, and experience. Innate intelligence becomes useless if it is not honed or developed.

Ultimately, acquired intelligence makes IQ relevant and valuable. Acquired intelligence is also found in Machine learning and AI-based sales intelligence tools like Draup that improve with every data point analyzed. For example, Draup’s “Opportunity Index” can indicate the probability of an account to engage in outsourcing deals with service providers, and by looking at recent deals, it can even map out outsourcing trends and strategize sales opportunities.

Technological Intelligence Is A Must-Have For Sales Teams

Technological intelligence is crucial if you want to move faster than your prospect. Understanding technology and knowing who is using it is important before you approach a prospect. With a vast number of service providers worldwide, it’s important to know who your prospect is working with and who they are looking for now.

The Digital tech stack available in Draup for Sales provides intelligent insights on the Technology ecosystem of an enterprise, including recent technology changes and tool adoption propensity.

Give A Personal Touch To Your Proposals With Psychographic Intelligence

Psychographic Intelligence seeks to understand the cognitive factors that drive consumer behaviors. This includes emotional responses and motivations, moral values, and decision-making. Sales intelligence tools like Draup for sales excel in psychographic intelligence, which can help your sales teams understanding your prospects more deeply. Psychographic intelligence can be divided into innate and emotional intelligence.

Innate intelligence helps connect disparate ideas, data, facts, and patterns to develop unique solutions, while emotional intelligence can perceive, interpret, respond to, and effectively manage emotions and help build relationships.

As more and more customers demand more personalization, it’s vital to be emotionally intelligent. EI helps you better understand and empathize with your prospects and build long-lasting relationships, which in turn, help your business.

Content Intelligence Should Be At The Core Of All Sales Activities

Content marketers use sales intelligence gathered from sales operations to create content your sales team can use. Valuable tools like an infographic of a case study can spark a conversation among your audience.

Gathered intelligence helps your sales team boost sales intelligence and improve lead nurturing, generation, and upselling.

With the right content, you can approach the right audience in the simplest yet most effective manner. Draup helps sales teams understand what type of content to focus on by analyzing prospect accounts and come up with a path forward, which can be used as a standard for creating the right content.

Knock It Out Of The Park With Hyper-Targeted Pitches

If you have a list of segmented prospects, then it’s time to create a pitch that’s going to hook them in a matter of seconds. This may vary from business to business, but some critical elements include company introduction, problem-based solution, unique selling proposition, and interaction cues. Draup, for example, provides resources to craft a hyper-targeted pitch that can improve the outcome and reduce the work of sales teams in researching information.

A unique pitch is essential to hook your prospects, and it can happen only when you precisely know what your prospect is looking for. Draup provides you with information such as key initiatives, business intentions, and outsourcing footprint to understand your prospect’s pain points before you approach them with a solution.

And Finally, Don’t Forget To Follow-up:

Some days customers may not need your product or service, and some days they may.

Follow-ups become crucial in this situation because you cannot hook a prospect and leave them hanging. By following up, you can uncover more information about your prospects which will help you understand your target segment better.

You may follow-up pre-sales to know their status or after-sales to gather feedback. You can build relationships in just a few interactions and turn your prospect into a retained customer.

These 10 elements together make up Sales intelligence, and putting them together with a sales intelligence tool like Draup can potentially double your results.

Draup  can help your teams build hyper-targeted prospect lists with an ability to segment accounts and stakeholders through comprehensive and real-time metrics.

The account management feature can provide sales teams with a broad view of their customers and their ecosystem across hundreds of metrics across locations, technology, partnerships, stakeholders, and talent.

Draup’s 360-degree view is built using machine learning models and validated by a team of analysts, ensuring data integrity.