The customer’s journey is evolving at a lightning pace. Prospects anticipate personalization at every stage of the sales process, yet customization is impossible without accurate and relevant data. This is where sales intelligence enters the picture. In order to stay afloat and ensure the customer makes the right decision, businesses need to jump on the bandwagon to keep up.
According to research, companies that used a B2B sales intelligence solution reported having 35% more leads and an astounding 45% higher-quality leads.
Sales intelligence software can assist sales teams in automating research and customizing outreach to schedule more meetings with qualified leads. Not only this, but it can also provide consolidated prospect data, all under one roof.
So, how do we use the information offered by sales intelligence to help sales executives close more deals? Read on to find out.
Choosing the Right Sales Intelligence Solution
When it comes to choosing a sales intelligence platform, you should first determine your objectives. Doing a little homework will take you a long way.
What do you hope to accomplish? Because these programs all work differently and have distinct foci, it's crucial to understand which features are important to you and which sales intelligence solution will give you the best possible outcome.
Lead qualification, lead generation, data enrichment, and trigger data are some of the main characteristics supplied by sales intelligence companies.
Create Your Ideal Client Profile
One of the most critical and early steps in lead generation, qualifying, and nurturing is the creation of your Ideal Customer Profile (ICP).
You're putting yourself up for success with this information. However, due to the fast-paced nature of the business, the old ideal customer profile would not suffice.
This is exactly where Sales intelligence comes to the forefront.
By understanding more about your customers, sales intelligence data has the potential to increase the overall accuracy of your ICP.
Intent drivers, content consumed, purchase triggers, region of operations, company size, and other information can be obtained.
Essentially, this data allows your sales team to more easily discover and focus on quality leads, as well as begin targeting them with the most appropriate messaging that is tailored to them individually.
One such versatile sales intelligence platform is Clodura.ai. It provides you with the most accurate data and sales insights needed to identify the low-hanging sales opportunities and engage with potential buyers within your Total Addressable Market. With the help of actionable intelligence on opportunities that are more likely to close, you have the context to craft the perfect sales pitch to the ‘right’ prospect.
Improve Your Sales Prospecting
Once your ICP is set up, it’s all about how to prospect. Getting straight into the minds of your buyers and knowing what drives their buying decisions is one of the most important sales intelligence strategies.
You can utilize the most effective strategy to approach them after identifying their objective and being sure of your facts.
When intent data is integrated into sales intelligence software, you will start receiving notifications with specific buying signals when a prospect is on the verge of becoming a customer.
These are hot leads that your sales team can focus on exclusively and offer gentle nudges to get these prospects to convert.
Identify Opportunities for Cross-Selling and Up-Selling
Conversion is not the be-all and end-all for businesses to thrive. Cross-selling and up-selling are key factors that can help businesses climb up the ladder of success.
Cross-sells can improve overall sales by roughly 20%, resulting in a 30% rise in profitability. Up-sells are expected to be similar.
Taking advantage of both of these with your present customers will help you establish a loyal customer base and keep your bottom line healthy.
Data from sales intelligence software allows you to focus on your existing customers while also generating leads.
Customers send out significant buying signals, which are almost certainly already there in your platform – all you have to do now is leverage them to improve the user experience every time.
No more spending time researching your accounts and leads before reaching out to your prospect. Because Clodura’s sales opportunity tracker will notify you about potential leads within your area of expertise so that you are always ahead of the curve. This AI-powered platform is designed to deliver over 25 customizable buying signal alerts on a real-time basis to keep your business running like a well-oiled machine, always.
Obtain Key Competitor Information
While one of your business goals may be to sell a significant quantity of products or meet particular revenue targets, the fact remains that success is determined by a variety of criteria other than how much you sell and how much revenue you generate. To stay ahead of the game, you must keep an eye on your competitors.
Your competitive intelligence program can provide you with critical information. The expiration date of contracts with your competition and customers is one important piece of intel you can collect.
This type of data is valuable because it allows you to build a good strategy to entice them away from your competitor and towards your brand.
Clodura’s indispensable sales intelligence triggers propel you miles ahead of your competitors. Never worry about missing out on important news and updates that are important to your business. Armed with this and more, you can stay ahead of the game and take your prospecting journey to new heights!