In recent years, sales intelligence has become an essential term for B2B sales representatives. But what are we really talking about when we refer to sales intelligence? How can it be adopted? What is it used for?
What is sales intelligence?
Sales intelligence is using all the data from digital media, or “big data” (press, social media, blogs, etc.), to pick up on cues that will help you contact the right target at the right time. Sales laws have been heavily modified in recent years due to the omnipresence of the web.
Prospective customers now want to maintain control over their purchasing journey and are more difficult to contact without context.
Only 1 in 100 phone calls leads to an appointment.
Fact: Your customers and prospective customers do not want to be contacted unless they have requested to be. Since traditional sales strategy methods are now outdated, you must rely on tools capable of improving the sales process.
Sales intelligence is GPS for sales, telling you the shortest route to meet your sales goals. With sales intelligence tools, you will be able to anticipate these demands by picking up all the business cues available on the web, even the weak ones.
You will optimize your marketing and sales actions and be able to focus your prospecting efforts on the right targets.
Prospective customers now want to maintain control over their purchasing journey and are more difficult to contact without context.
Sales intelligence, the perfect addition to CRM
Sales intelligence gives you the ability to not only use your company’s internal data but also, and most importantly, enhance it with external sources so that it is more relevant to your actions. This is why sales intelligence is the perfect addition to CRM tools.
By connecting sales intelligence tools to your CRM tools, you can share the data between them and improve your understanding of your customers and prospective customers.
With sales intelligence, you go from big data to smart data.
This will significantly increase your chances of turning your prospective customers into customers. You will help your marketing and sales teams define the best strategy to apply to each of your prospective customers.
Sales intelligence humanizes the sale and engages in personal relationships with your prospective customers to increase sales efficiency.
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