Every day, millions of “Hi <firstname>, we help <insert persona> with <product key features>” emails are sent across the world with the strange hope that someone, somewhere will respond to your email and set up that important meeting. If you want us to be brutally honest with you, we have to tell you that these emails are notorious to have extremely low open rates and clicks.
We are in an age of advanced sales intelligence tools that can empower your sales reps to reach the right decision-makers and target the right personas in just a few clicks. We believe you should no longer be in a position where your sales team is cold calling like they are still in the 90s. You may think that you have the right person pinned down, but there is no way to be sure of it unless you have the data and analytics to back it up.
Sadly, despite almost two decades of CRM being around, sales intelligence tools are still not as widely spread as we would like them to be. The surge of these advanced sales intelligence tools is a very recent development.
What are Sales Intelligence tools?
B2B data isn’t available easily. You would find that mobile numbers and business email addresses of your top prospects are not available publicly. Sales Intelligence software provides you with everything that you will need to successfully identify the right target personas, evaluate potential customers, and close great deals. They support you in your lead generation efforts by providing you with updated information on your best prospects.
Sales intelligence uses information that is already published on the internet – corporate websites, social media, etc. But this doesn’t mean they just simply offer contact information and nothing else. They provide a lot more information than that. Most sales intelligence tools cover over 60 data points on a single contact comfortably. They also offer company data – company size, revenue, locations, etc. which can give you a clear picture of the spending capacity and buying intent of your target prospects.
Sales Intelligence usually refers to a range of technologies that help sales and marketing find, collect, analyze and evaluate data on potential customers. Even more: Sales Intelligence supports you in your lead generation and additionally provides you with the latest information about your potential customers. To do so, Sales Intelligence uses information that is already published on the internet – on websites, social media, etc. Such technologies are often used in the B2B sector, where they can save a lot of research time.
How can Sales Intelligence tools help sales reps close deals faster?
There are several tools in the market that offer different features. You have to choose a tool that caters to your specific needs and goals. There are many Sales intelligence tools that provide:
These usually include your target personas along with their information like business emails, mobile numbers, company data, company size, company revenue, org structures, and more. In just a few clicks you can filter out your prospects as per your desired personas, locations, spending capacity, and get hot leads delivered to your sales reps. You can also find look-a-likes. Look-a-likes are prospects that resemble your top customers. It shows you what accounts or contacts to target that exactly match your search profiles and offerings.
Sales Intelligence tools let you know whether a prospect fits your ideal customer profile (ICP). It tells you whether this account or contact has a high chance of becoming a customer, and more importantly has a high chance of being a long-term customer. They offer data and insights which tell you which leads to prioritize.
Incorrect and incomplete data is the root cause of dirty data problems. Data enrichment tools help you complete your customer records and enrich your database. They cross-reference publicly available data to “enrich” your customer databases and better understand your customers. They also offer data cleansing solutions that help remove inaccurate, outdated, and corrupt entries from customer data sets.
These tools allow you to promote your content in front of those B2B buyers who are actively in-market and researching for their next purchase. These leads are then further nurtured to warm them up before passing them on to sales.
Can these tools be integrated with my existing systems?
Most Sales Intelligence tools can be integrated into CRMs, browsers, mailboxes, and so on. This facilitates the automatic generation, export, and enrichment of your top leads in real-time. This will most certainly go a long way in significantly boosting your overall sales performance.
As a true agile Data-as-a-Service partner, we at SMARTe provide high-quality global contact data fueled by data science and supported by 200+ data experts who build taxonomies and algorithms. To know how we can contribute to every sales and go-to-market strategy and help you achieve a sustainable revenue stream contact us today!