The sales intelligence market involves more than just gathering client contact information. That includes emails and phone numbers. The sales intelligence market includes all the data that sales teams rely on to make informed decisions across the sales cycle. Vendors aggregate this data from multiple sources. They will then process and deliver actionable insights.
The data merges timely contextual insights with current contact information. It helps revenue and sales teams identify potential leads. They can also find growth opportunities along with advance deals more quickly. With the sales data, you can see when a major account is exploring solutions that match your offering. This enables your sales team to locate the decision-makers within the company and start engaging with them effectively to drive the deal forward.
You can obtain the intelligence from a range of external and internal sources. Prospects may reveal valuable details about competitors in sales meetings. Interactions with customers also documented in your CRM contribute to the internal intelligence which can guide your sales approach.
Sales intelligence tools improve the internal data automatically and on a scale by accessing millions of private and public sources. They clean and process this external data before making it available to various businesses. Reliable intelligence databases maintain current information, comply with privacy laws, while enabling smooth synchronization with your current tools and processes.
The Key Data Points
The sales intelligence market size expansion is growing rapidly as it offers several important data points for effective business.
- Precise contact data
To effectively keeping up with prospects amid the dynamic nature of business, you require precise contact data. A sales database offering real-time updates allows you to maintain communication with prospects as they advance in their careers or switch positions.
- Account data
Using firmographics intelligence helps in researching businesses and evaluating the overall addressable market. High-performing sales teams leverage insights on factors like industry and employee numbers to strategically distribute their resources.
When sales leaders combine contact and account intelligence, they gain the capability to forecast with higher accuracy, create more impactful strategies, and foster increased growth.
- Intent data
Intent data transforms sales intelligence by indicating if an account is searching for solutions based on the content they engage with. It helps sales teams determine when prospects are most open to pitches. This gives them a head start over rivals.
- Technographic intelligence
Technographic intelligence provides details on the technologies a prospective company uses along with insights into their existing workflows. This information may help you demonstrate how the solution can optimize their processes. It is particularly if it solves problems that your competitors’ solutions do not.
- Sales triggers
Another data point in the sales intelligence market is sales triggers. It serves to provide alerts about changes affecting your target accounts and prospects. These B2B triggers which include indicators of buying intent deliver contextual data by pointing out events. That includes new executive hires, company acquisitions, or initial public offerings that might lead to sales opportunities. Merging multiple sales insights allows teams to secure a competitive advantage. Teams that possess the highest quality data can enjoy a notable edge over their competitors.