Best Ways to Increase Sales Intelligence & Productivity
Sales intelligence refers to any insight, data, or automation that improves the sales process. It is the contact record, and the body of contextual information surrounding the contact record, such as the purchase history, current contracts, business objectives, and even the digital body language. Thus, sales intelligence can refer to any insight, data, or automation that improves the sales process. It is the contact record and the body of the contextual information surrounding the contact record, such as purchase history, current objectives etc.
August 31th, 2017
Sales intelligence can also be found in the data surrounding your pipeline stages and follow-up activities. In other words, it’s not just information about your prospects and leads; it’s also about your efficiency and productivity as a sales unit.Many sales intelligence tools help sales reps in tracking leads through the pipeline, and prioritize follow-ups based on sales stages and levels of qualification. Instead of wasting time in blindly calling cold leads, your team can focus on the most valuable, most promising of deals. Certain ways to do this would be by
1) Better follow ups
Sales intelligence provides the contextual and behavioral data that is necessary to speak to each prospect’s unique challenges and objectives, and steer clear of the assembly line approach. This means that the initial follow-ups and subsequent consultations will be more rewarding for both the involved parties.
2) Faster lead-to-close times
The average B2B purchase decisions by themselves take long enough, thus, it doesn’t help at all, when sales people press a hard sell too early in the process, and inadvertently turn buyers away. Thus, if you start by targeting the right buyers in the first place, it will take less time, on average, to close deals.
3) Informed Decision Making
As it provides a high level analysis of revenue, revenue channels, and departmental workflows, sales intelligence can give decision-makers like CFOs, CROs and CEOs receive the insights that are necessary to make informed decisions about their businesses. That starts with basic analytical inferences and moves into forecasting and strategy development, which, in turn, creates additional revenue.
Thus like any other facet of intelligence, Sales intelligence is an aspect that would prove to be extremely productive to a company.