Sales Intelligence Software

Understanding Sales Intelligence Software

Sales intelligence software provides a unique set of insights to sales teams. These tools help to eliminate any manual labor involved in developing and refining lists of prospects for sales targeting.

Not only do these tools work to reduce the labor involved, but they also save time on creating lead lists with all of the data. These two advantages alone are desirable to sales teams, yet there are many additional reasons why sales intelligence software is a must-have solution to enhance the sales process.

Integration and Customer Relationship Management Overlap

The capabilities in sales intelligence software may overlap with elements of your current CRM software, especially if you store your contacts and assign the best times for customer contact in your sales intelligence software. The truth is that sales intelligence is an asset to any existing customer relationship management software for quite a few reasons.

Sales intelligence is more dynamic because it guides your sales team to customer contacts who are at various stages in the sales pipeline. A sales intelligence solution narrows the focus to a particular subset of prospective customers. In addition, sales intelligence makes cold calling more effective because it offers extensive contact information for executives at a targeted company.

Many platforms integrate with CRM software so that your sales team can update and edit data records inside of the sales intelligence software interface. The integration offers contextual data about the contacts that can be found on the CRM system.

When researching insights for your company's sales pipeline, or if you are already using CRM software, look for a solution that can efficiently work with your CRM platform.

Working with a sales intelligence software solution will help save your team from having duplicated work, and your system will be much more comprehensive because you will have all of your contact information and insights in one centralized location.

Cleaning Data

Data cleansing is a useful feature to have in sales intelligence software because it can improve the health of your prospective customer information. It allows your team to consolidate or eliminate customer contact records that are wrong or duplicated, formatted incorrectly, or incomplete. Many sales intelligence software platforms will pinpoint these types of files when your data is imported. It alerts you to errors before it becomes a more significant problem, such as when all of your records have been imported.

It's essential to maintain the integrity of your data health, and it's best to choose a sales intelligence software solution that gives you reliable data cleansing options.

Integration with Social Media

Many tools provide browser extensions and plugins to import social media connections into the sales intelligence software. These can work as additions for existing prospect data, or they can be completely new lead sales lists.

These extensions and plugins are perfect solutions for sales teams wanting to import customized target lists based on prospects who have an existing relationship through social media. Lead generation software can also overlap with the functionality of these particular prospecting features.

Prospecting for Technology

If you are curious about what software your prospect company is using, there are a few sales intelligence solutions that can help your team identify it. It allows them to download lead lists based on the specific software they are using, giving your business a competitive advantage.

These features are useful in notifying users as to when a business stops using the particular software too. Your team can assign when and why these notifications will display, as with a notification appearing when a prospect's software contract expires.

If your business provides software solutions, you may want these features so that you can move on opportunities to sell your prospects on your software.

Sales Intelligence Software Key Benefits

• Discover the best contacts faster
• Centralize and automate information for new and established prospects
• Increase sales volume with data accuracy and automation
• Get valuable insights into the competition include factors related to the buying habits of their prospects and their relative positions in the market
• Improve sales by targeting prospects who are ready to make a purchase

Reasons to Use Sales Intelligence Software

1. Sales intelligence software gives your sales team the contact information and insights they need to target sales opportunities and enhance every aspect of the sales process. Get industry-specific talking points on every prospect and market before your sales team picks up the phone.
2. No more manual processes that take time and work when your team can source internal and external prospects from useful sources like social media, website traffic, technology usage, market data, and organizational structures.
3. Capturing these types of data is essential for ensuring your prospective customer information is accurate. Sales intelligence software solutions can be used to organize lead insights and activity, track lead interactions, and gather relevant data from many different public sources so that it can be imported and organized into one centralized database.

Even More Reasons to Use Sales Intelligence Software

One of the best features of sales intelligence software is that it allows your team to create lists of prospective customers based on a targeted search for contacts. Your sales team can target a particular set of prospects based on many different factors ranging from technology, market, revenue, and others. You can create a more precise search with this set of filters to find the most profitable prospects and remove leads that don't match specific criteria. The software will ultimately save time and resources for your sales team.

Having the ability to gain insights on your prospective customers before the first contact increases the likelihood of a sale for your team. Knowing what kinds of technology they use, their corporate position, and market trends can increase engagement. A robust sales intelligence solution can help your sales team identify and record these insights.

Some sales intelligence solutions can gather prospect and user social data to gain a list of connections for your sales team. They can use this to leverage those connections when securing enterprise or large organizational accounts.

Real and authentic relations are critical to successful sales with larger accounts. Because of sales intelligence software, sales professionals can see the connections between them and their targeted prospective customers.

Updating contact records is essential to avoid stagnant data. Prospects may change positions within a company and take on new roles, contact people change, and locations of businesses can change. Sales intelligence solutions allow your sales team to update contact records easily.

Sales Intelligence Software – Who Uses It?

Your sales team is the perfect audience for sales intelligence software tools. They use it to create lists of prospects and gather the most accurate information on prospective customers that result in a highly successful sales strategy.

Recruiters have a lot to gain from these tools as well. While this software solution is not directly designed for recruiters, there are a lot of tools that provide useful information they can use to identify potential employees. With sales intelligence software, recruiters can locate professional and personal information, industry achievements, and other vital requirements necessary for finding the perfect candidate.

Marketing teams can also use the curated lists of prospective customers to find the best markets to target. The software has relevant and specific data geared towards markets, locations, and demographics. This gives marketers the advantage when planning marketing campaigns.

Features of Sales Intelligence Software Solutions

• It helps to have contact data availability with the sales intelligence software works to index open-sourced company and prospective customer information for real-time contact information and insights that will create more sales.
• There is a lead builder designed to compile target lists. The lead builder helps sales professionals organize data and target prospects.
• Data cleansing tools are useful for keeping prospect data accurate and current.
• Lead scoring gives your team ranking information based on prospects that are most likely to buy. Users can share this data across sales teams to put focus on the prospective customers that are located further along in the sales process.
• Your sales team can customize notifications and alerts to stay out in front of important events, market moves, and deals. Gain insight into the prospect's market, get to know their competition and analyze how they position themselves in their industries.
• Filter prospect information to stay organized and gain access to the only information you need when you need it.
• Nurture existing leads and develop strategies to gain new ones. With sales intelligence software, you can streamline the process of lead management and strengthen your sales pipeline.

Sales Intelligence Software Trends and Potential Issues

Sales intelligence software solutions feature artificial intelligence to help your sales team get real-time contextual data on prospective customers. They can also recognize patterns quickly, allowing for faster data collection.

When it comes to accuracy, a sales intelligence software solution cannot do it all. The software relies on the data the user enters to be accurate. Maintaining data can be cumbersome, but it is critical to keep this information up to date and current. When prospects do not keep their data current, sales teams can lose track of their professional information, and it could lead to a lot of inaccurate prospect data records.