Sales professionals often struggle to identify relevant and high value market signals about their target addressable market, timely – due to limited real-time visibility into market movements. This leads to many missed opportunities and meaningful engagements with target accounts.
According to Gartner Digital Markets’ 2024 Survey, 42% of enterprise businesses disqualify IT vendors due to confusing or contradicting product documentation, 41% due to a lack of clear product differentiation, and 33% due to bad presentations or pitches. A solid understanding of the high-level business plans/aspirations/pain-points of the target accounts or markets can address this gap to a big extent.
Leverage Key Market Signals to Identify Opportunities
It is never easy to understand what a target account’s priorities are. By co-relating relevant signals like the company’s financial health, business objectives/aspirations, workloads involved to drive the same, current tech stack, current set of technology vendors and preferred partners, key decision makers – technology sales teams can unearth key high potential, low hanging opportunities within their target accounts.
But manual monitoring, co-relation and interpretation of these signals on an on-going basis – can be complex, time-consuming and prone to error/human bias.
AI-powered Sales Intelligence platforms transform this process by offering granular, account-level insights that help sales teams tailor their strategies to align with client needs. 
Fig – Traditional methods of gathering outsourcing data VS leveraging AI-powered Sales Intelligence for Deep Account-level insights.
How Can Such Insights Help in Unearthing High-Value Opportunities?
AI-powered Sales Intelligence Platforms provides granular insights like –
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Company’s Financial Health
A company’s financial status reveals its capacity for investment in a new technology and its current market position. If a target account shows strong financial health, this might indicate readiness for expansion, investment in new technologies, or potential partnerships. Conversely, financial struggles might signal a need for cost-saving solutions or restructuring services. By knowing company’s financial health, sales teams can identify high-priority opportunities and allocate the resources effectively.
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Business Objectives/Aspirations
Understanding a company’s short-term and long-term objectives provides a clear picture of where they are heading. By knowing the timeline of company’s objectives, sales team can structure their outreach to time their proposals and present solutions that directly support the company’s growth, their plans for market expansion, and innovation roadmap.
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Key Workloads Involved
The types and volumes of workloads a company is managing indicates the operational challenges and resource needed by them to meet their objectives. By understanding these workloads, sales professionals can identify pain points or inefficiencies in target account’s current process. Recognizing these gaps allows sales teams to craft a customized pitch demonstrating how their product/service can effectively address these issues, positioning themselves as the ideal solution provider. This approach into sales intelligence not only highlights the value of their offering but also differentiates them as a uniquely qualified partner in solving the target account’s specific challenges.
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Current Set of Technology Vendors and Preferred Partners
Knowing who a company currently partners with can indicate brand loyalties, preferred technologies, and the potential for collaboration. If a company is already engaged with certain vendors, sales professionals can either position their offerings as complementary to these existing partnerships or present a compelling case for switching to a better solution. Building relationships with the preferred partners can also open doors to co-selling opportunities.
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Key Decision Makers
Understanding who holds decision-making power within the company is crucial for effective engagement. Sales professionals should focus on the specific needs, preferences, and pain points of these key decision-makers. Tailoring the messaging to resonate with their strategic priorities, such as efficiency gains and cost reductions, increases the likelihood of a successful pitch.
These detailed insights into critical signals allows sales professionals in positioning themselves ahead of competitors, offering a solution that not only meets current needs but also anticipates and adapts to evolving market demands.
Stay Ahead: AI-Powered Sales Intelligence to Anticipate Outsourcing Trends and Be Relevant
Going forward, enterprise sales teams will increasingly leverage advanced account and buyer -level analytics and outsourcing signals, powered by AI – powered Sales Intelligence platforms. By analyzing these signals, they can identify emerging opportunities and tailor their account planning strategies to tap in these low-hanging opportunities.
AI-powered Sales Intelligence platforms will continue to enable sales teams to predict future opportunities and prepare accordingly. To implement this approach effectively, sales teams should invest in AI-powered Sales Intelligence platforms for analyzing outsourcing trends and train sales teams to use these insights effectively.
Companies like Salesforce, Microsoft, Capegemini, Intel, PWC, Genpact, Infosys and many more leverage Draup’s AI powered Sales Intelligence platform to accelerate strategic sales motion and ABM campaigns.
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