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Sales Intelligence Criteria

In identifying leads that are qualified developing connections with buyers who are interested and guiding them through the buying process, and closing sales, every bit of information regarding your potential customers can be helpful. Sales reps do not always have enough time or resources to gather all the information needed.

One method to speed up the process and simpler is to use the aid in the form of sales information. In this blog we’ll discuss the concept of sales intelligence and give examples of the best tools that you can use for help.

What exactly is the term “sales intelligence?

The term “sales intelligence” refers to the method of acquiring and applying deep knowledge and information on your customers and prospects usually using sales intelligence technology to improve conversion rates and make more sales.

The primary objective for sales information is to improve your understanding of your potential customers and prospects.

What source does sales intelligence come from? It is possible that your sales intelligence information could surface after a thorough review…

The reason your current customers have changed.
The purpose of your potential customers and customers throughout the buying process.
The behavior of your customers during the buying process.
The unique challenges and needs your buyer personas as well as customers confront.
The distinctive characteristics in your customer personas as well as the target audience.
The degree of loyalty and satisfaction that your customers have for your company after a contract is signed.

Because sales intelligence is designed to inform you 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 when considering the different aspects of your sales data like objectives, strategies and tactics, tools, data points and the application.

Sales Intelligence Criteria

Make use of multiple sources when collecting sales information data.
Utilize tools for sales intelligence to gather information in various ways.
Organize your sales intelligence data.
Make sure you’re getting insights in real-time.

1. Utilize multiple sources to collect sales intelligence information.

Many sales companies have a good understanding of intentions and engagement data. For example, a sales representative might review the activity logs of leads to determine which pages they have visited on your site or look up the actions they made when they visited your site or after opening your email.

While these sources of sales intelligence can be beneficial to any company seeking to get an understanding of their customers and prospects There’s plenty of other information you can use.

2. Utilize tools for sales intelligence to gather information in a variety of ways.

The software or application you choose to apply to your team (we’ll examine options soon) There are a variety of methods of collecting the data.

Here are some examples of ways that sales intelligence tools can assist you in collecting information in a variety of ways:

Explore social networks and websites to find important events that could indicate purchasing attention from prospective buyers.
Examine the patterns of consumption of content of individuals who visit certain websites.
Use cookie data.
Find out when a potential customer has a higher enthusiasm for a specific subject or product with an algorithm of a sales intelligence tool’s.

When you gather data several waysand use 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.

To take action that is meaningful Sales intelligence must be centralized in your CRM and sales engagement platforms. It’s beneficial to have an integrated sales platform that will help you automate communication to handle contacts, prioritize actions as well as capture and distill data, reveal insights report, create reports and much more.

It will also inform your team’s other strategies and choices by providing more information and context around the current status of your success in sales intelligence.

4. You should ensure that you are gaining insight in real-time.

In order for sales intelligence to be beneficial, the data needs to be accurate. This means that you should be collecting data in real time. In the absence of this, you may not be able to connect with someone you’re interested in, provide them with pertinent information, or even update the strategy that is in need of improvement.

For instance, sales information data gathered through purchasing signals on social media usually require prompt action from reps. Thus, by integrating intention-based data from social networks (and combining them with contacts inside your CRM) reps are able to immediately take action to improve the chances of successfully engaging and converting potential customers..

Sales intelligence is a powerful toolit offers an insight into who your potential customers are to help you more effectively reach them. Decide the method you’ll use to gather your sales intelligence information and then how you can use the information to expand your client base and boost conversions.

Check out the FlashCloud website to learn more…