In identifying leads that are qualified and establishing relationships with prospective buyers as well as guiding customers through the buying process, and closing deals, every piece of information regarding your potential customers aids. But sales reps don’t possess the capacity or the resources to gather all the information needed.
One method to speed up the process and more efficient is through the aid in the form of sales information. In this blog we’ll go over the definition of sales intelligence, and give examples of useful tools to use to help.
What exactly is the term “sales intelligence?
The term “sales intelligence” refers to the method of acquiring and applying deep information and statistics about your potential customers and prospects generally through sales intelligence technology to improve conversion rates and make more sales.
The primary purpose in sales data is to better understand your customers and prospects.
Where did sales intelligence originate from? Your sales intelligence information could surface when you review…
The reason your current customers have changed.
The goal of your prospective customers and your customers throughout the buyer’s journey.
The behavior of your customers during the buying process.
The unique challenges and needs your buyer personas and clients have to face.
The distinctive features that define your personas as buyers as well as your target market.
The degree of satisfaction and trust that your customers have for your brand after the deal is signed.
Because sales intelligence is designed to provide you with information about your customers and prospects The information you gather will be specific to your company. Here are a few all-encompassing guidelines to be aware of in evaluating the various aspects of your sales intelligence including goals, strategies and tactics, data points, tools and applications.
Sales Intelligence Criteria
Make use of multiple sources to collect sales intelligence data.
Make use of tools for sales intelligence to gather information in a variety of ways.
Organize your sales intelligence data.
You should ensure that you are gaining insight in real-time.
1. Make use of multiple sources when collecting sales information data.
Many sales companies are aware of intentions and engagement data. For example, a sales representative might review the activity log of a lead to find out which websites they have visited on your website or look up the actions they made while browsing your website or after opening your email.
While these sources of sales intelligence can be useful for businesses trying to gain an understanding of their customers and prospects There’s plenty of other information you can use.
For example, there are several buying signals that can provide an important insights into who your customers have in mind, their needs and want as well as other information.
2. Use tools for collecting sales intelligence information in a variety of ways.
Based on the program or application you choose to use on your team (we’ll look into options in the near future) There are a variety of methods of collecting your information.
Here are some examples of ways that sales intelligence tools can assist in collecting data in various ways:
Explore social and website sites to discover important events that might indicate buying potential buyers’ interest.
Analyze the consumption patterns for content of individuals who visit certain websites.
Use cookie data.
Discover when a prospect has a higher enthusiasm for a specific subject or product with an algorithm of a sales intelligence tool’s.
When you collect data in a variety of ways — and consider multiple sources to gather the data your team can identify more prospects that are likely to respond to your efforts.
3. Organize your sales intelligence data.
For the purpose of driving meaningful actions Sales intelligence must be organized within your sales engagement and CRM platforms. It’s beneficial to have an integrated sales platform that is able to make communication easier and handle contacts, prioritize actions to capture and dissect data, reveal insights report, create reports and much more.
It will also inform your team’s other decisions and strategies by providing more context and guidance on the state of your sales intelligence’s success.
4. Make sure you’re getting insights in real-time.
To make sales intelligence effective, the information has to be accurate. This means that you should be collecting data in real time. If not, you could be unable to reach potential customers, contact them with pertinent information, or even update your strategy to improve.
For example, sales intelligence data collected through purchasing signals from social media typically requires prompt actions from reps. Thus, by integrating intention-based data from social networks (and connecting them to contacts within your CRM) reps can quickly take action to improve the chances of successfully connecting with prospects and turning them into customers.
