What is Sales Intelligence Software?
Sales intelligence software helps businesses improve their sales processes by giving them access to internal and external data. This allows them to improve both the quality and quantity of sales. Crucially, it allows them to identify new opportunities and equips sales people with information that can help them close valuable leads. In addition, it can help marketing teams strategise and communicate with the correct target market.
What Defines Sales Intelligence?
In order to be classified as Sales Intelligence, a solution needs to meet the following criteria:
- Provide information and insights about prospects – these, in turn, can be combined with business data
- Include functions which help companies identify potential customers based on certain criteria
- Integration with sales and marketing software as well as with business intelligence, data management or analytics solutions
Best Sales Intelligence Solutions
HubSpot Sales Hub is known as one of the most user-friendly sales intelligence software programs. Not only does it include advanced insights and sales analytics, it also includes sales engagement tools and configure-price-quote functionality. This in turn leads to richer insights and more valuable leads to maximise sales potentials.
Some of the key features of HubSpot include:
- Opportunity & Pipeline Mgmt.
- Lead Management
- Task / Activity Management
ZoomInfo is known in the world of sales intelligence as having some of the most sophisticated technology combined with one of the most comprehensive business databases. The result is a full picture of customers, prospects and opportunities for sales allowing for sales and marketing teams access to more prospective clients and the opportunity to close more leads. ZoomInfo aims to increase sales productivity and cover lead scoring, sales prospecting, territory planning, and targeted outreach.
Some of ZoomInfo’s key features include:
- Data Segmentation / Filtering
- Advanced Search
- Lead Builder
- Integration to CRM / Marketing Automation
InsideView offers insights into new markets, target audiences and prospective buyers, all in a mission to drive businesses and maximise sales potential. A B2B platform, the technology relies on artificial intelligence in order to provide the most reliable and up-to-date or data. With this, it offers sales teams the most relevant and accurate buyer signals.
Main features of InsideView include:
- Inbound Revenue Acceleration
- Tools to find accounts and strategies to intelligently engage
- Diagnosis of data health
- Tech Profiler
- Highly customised prospect lists
- Outbound Revenue Acceleration
- Sales Effectiveness
Groove is one of the leading sales engagement platforms, especially for those integrating with Salesforce. Designed for all stages of the sales lifecycle, Groove automates non-sales activities in order for sales teams to focus on valuable leads and generative revenue. Fully customisable, Groove can be set up to harness the most accurate sales reporting and forecasting. Additionally, the software is known as one of the leading companies for highest customer satisfaction.
- Email Platform Integration & Categorisation
- Task Management
- CRM Integration
This feature of LinkedIn is specifically designed for salespeople, allowing them to easily access relevant contacts. Providing access to the largest network of professionals (more than 500 million members), there is a wealth of information that this tool is able to provide. The LinkedIn Sales Navigator allows you to hone in on relevant individuals and companies and connect you with new prospects.
LinkedIn Sales Navigator enables sales professionals to:
- Send 30 InMails monthly
- Save up to 5,000 prospects
- Reach a large audience of connections
- Integrate with Salesforce or Dynamic account
- Access regular reports in order to assess sales performance
What Does Sales Intelligence Software Include?
CRM Integration and Overlap
A lot of sales intelligence programs will include data cleansing features. These help eliminate the time-consuming process of eliminating or consolidating contact records. Rather than manually having to delete duplicated records, update poorly formatted data or correcting inaccurate records, sales intelligence software can help do this automatically so that data remains up to date and accurate.
Social Media Integration
With certain plugins or browser extensions, many sales intelligence tools are able to import social media data and integrate this information either as a completely new list of sales leads or onto existing prospect records. This can help sales professionals gain access to tailored lists and target particular segments of the market.
Do I Need Sales Intelligence Software?
There are many benefits of sales intelligence software that could help your company to maximise sales and generate leads.
- Identify contacts quickly and accurately
- Maximise cold-calling approach by automising data
- Increase sales by increasing automation and data accuracy
- Gain specific insights about competitors including behaviour of prospective clients
- Improve sales prospects by targeting prospective clients when there is more purchasing potential
How Much Does Sales Intelligence Software Cost?
The cost of sales intelligence software will depend on the platform and which plan or package you choose. For example, more professional plans with more complex features will be more expensive. For more basic or limited plans, pricing is far lower.
More well known names such as ZoomInfo can cost around $10,000 annually. Other companies, such as UpLead have plans starting at around $99 monthly, for the most basic plan. InsideView Enterprise also has plans starting at around $99 per month, per user. This type of software is usually based on a subscription plan model.
Who is Sales Intelligence Software For?
Sales intelligence software can benefit companies across departments helping the company as a whole to boost sales.
The part of the company who can best put this type of software to good use is the sales team. With these tools, sales professionals are able to create lists of prospective clients and gain the most accurate prospect information in order to tailor their sales approach and maximise success.
Marketing teams typically work alongside sales teams and can use sales intelligence in order to identify target audience and strategise communication materials. Key data such as demographics, industry and location can help marketers personalise their approach and time it correctly.
Although not specifically designed for them, recruiters can use the wealth of information provided by sales intelligence tools in order to identify potential employees and grow their team with the right candidate.
Features of Sales Intelligence Software
This type of software allows companies to put together a list of prospective clients as well as offering the option to organise and filter these prospects.
Through this feature, users are able to “score” leads at different stages of the sales funnel based on how likely they are to end in a purchase.
Lead management features are multi-faceted allowing not only tools to manage existing leads, but strategies to gain new leads. Sales intelligence software can help streamline these processes.
Data enrichment tools are part of the sales intelligence software which can ensure that data is up-to-date and error-free.
Contact Data Availability
Sales intelligence software allows access to open-sourced company and prospect data. Continuously updating, this data is as current and accurate as possible, helping teams to use up-to-date contact information and insights to generate and close leads.
Sales intelligence products offer a wealth of information. In order to manage this, advanced filtering tools can be used which help view only the most relevant information.
Many sales intelligence products offer specific alert features which can be personalised based on what you want to be notified about be it sector-related information or news about competitors, all of which could ultimately help you boost sales.