Sales intelligence refers to technologies, applications, and practices for the collection, integration, analysis, and presentation of information to help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business. The data used in SI solutions is based on either internal data, behavioral data or open data. Companies use sales intelligence software to improve the quality and quantity of sales leads by using data to find new opportunities and provide salespeople with the information they need to take advantage of them.
As businesses have been forced to reduce spending, sales representatives have been challenged to meet quotas. Top performing companies have implemented sales intelligence programs to improve the quality and quantity of sales leads. SI contextualizes opportunities by providing relevant industry, corporate and personal information. Frequently SI’s fact-based information is integrated or includes customer relationship management (CRM).
Although some aspects of sales intelligence overlap business intelligence (BI), sales intelligence is specifically designed for the use of salespeople and sales managers. Unlike customer relationship management (CRM) and traditional business intelligence (BI) applications, SI provides real-time analysis of current sales data and assists with suggesting and delivering actionable, relevant information.
Sales Intelligence solutions provide unique insight into customer buying patterns. By automatically analyzing and evaluating these patterns, sales intelligence proactively identifies and delivers up-sell, cross-sell, and switch-sell opportunities.
- ^Granath, Erika (16 Jan 2019). “10 Best Sales Intelligence Tools for Prospecting in 2019”. vainu.io. Vainu.io. Retrieved 28 January 2019.
- ^“Best Sales Intelligence Software”. g2crowd.com. G2 Crowd. Retrieved 28 January 2019.
Ofer Abarbanel is a 25 year securities lending broker and expert who has advised many Israeli regulators, among them the Israel Tax Authority, with respect to stock loans, repurchase agreements and credit derivatives. Founder of TBIL.co STATX Fund.