Sales Intelligence Software
A salesperson without sales intelligence is like an eagle without eyes.
Sale is a long hard process that tends to take everything out of the salesperson. But it does not need to be this way. The main problem faced by a salesperson is the lack of information. This not only slows down your sales team but also, hinders your sales process. Just providing your salesperson with useful bits of information could help him choose whom to pursue and how to pursue.
This information is known as Sales Intelligence.
What is Sales intelligence software?
A sales intelligence software is a lot of things. But essentially it is any tool that provides information to the salesperson that might help him win more quality sales opportunities. Not only does sales intelligence software help in closing more prospects but also refines the sales process for an organization.
For instance, if a sales intelligence software provides information about a prospect’s social profiles, the salesperson can better predict the prospect’s personality and hence make a better sale. The sales team can utilize this tool to increase their productivity while simultaneously decreasing the sales cycle.
Now that I’ve explained the importance of sales intelligence software, let’s talk about some sales intelligence software that can change your sales cycle.
Types of Sales Intelligence Softwares
We have divided all the sales intelligence software into various types.
- Key Account Management Software
- Data Enrichment
- Sales Forecasting
Key Account Management Software
A Key Account Management software helps an organization better manage and grow its Key Accounts. Key Accounts are accounts that are responsible for the majority of the revenue for an organization. Hence, they should be given special care.
DemandFarm is a Key Account Management software that can help your sales team in their cross-selling and up-selling efforts. It does this by giving you Key Account Management tools like relationship mapping and account tracking. Relationship mapping helps you to know every internal and external shareholder via the organization chart software. This helps the salesperson find and build a relationship with the right person in the organization.
Data Enrichment Tools
These tools make the process of prospecting easy for your sales team. When the sales teams have limited information about the prospects, data enrichment tools step in and make it easier for them to make informed decisions about their prospects.
Datanyze is a sales intelligence software that provides excellent data enrichment. It provides accurate information by referring to its database comprising 40+ million companies. It also works along with popular CRMs like HubSpot and Salesforce. Along with this, it provides technographic information which helps you understand the prospect’s current technology profile (tools used by your prospect currently). This makes it a highly effective tool for SaaS prospecting.
Leadspace is a data enrichment and audience management platform. It crawls various online platforms to collect data about your prospects. It later applies predictive analytics to this data to help you understand who would be your ideal customer. This helps your sales team better segment prospects and focus on the ones that matter.
LeadGenius is a data enrichment tool that helps you maintain and enrich your lead database. It not only fetches relevant information related to your prospects but also cleans your existing lead database. It also finds new prospects in your current accounts.
Sales forecasting is the process of estimation of future sales. With an accurate sales forecast, companies can make better plans and allocate resources wisely.
Tableau is a sales intelligence software that helps you pull data from various systems in an organization to provide you with essential insights. Further, it uses data visualization to help you understand these insights in a better way. Due to this, you get an accurate picture of existing sales and future forecasts.
Aviso gives you the power to “own the target” by providing you with accurate sales forecasting. It applies predictive analytics to the data it collects. It integrates with all major CRM systems, including Salesforce, Microsoft Dynamics, Netsuite CRM, Oracle Sales Cloud, and others.
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About the Author
CEO & Co-Founder, DemandFarm
Milind is CEO & Co-Founder of DemandFarm. Having practiced and evolved the ‘account farming’ principle for over a decade he established DemandFarm and is passionate about delivering the best B2B key account management tool to serve the needs of key account managers. Milind also serves on the Board of LeadEnrich & is a Strategic Adviser.