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Sales intelligence tools are the wave of the future in lead generation.\r\nThe global market of sales intelligent tools is worth between $100 and $150 million. Sales intelligence tools offer several advantages to businesses, and their demand is on the increase. They help take away much of the hard work in driving sales by making marketing efforts more efficient.\r\nAttracting new customers to your business is one thing, but closing a sale is something entirely different. One reason is that you may be talking to the wrong clients all along. An important factor in selling a product or service is to identify the right customers.\r\nIt’s easy to think that you’ve identified the personas, but without data and analytics, it’s difficult to tell. One way to know if you’re on track is to use sales intelligence software.\r\nSales intelligence refers to an assortment of practices, technologies, practices, and applications. They make it easy for you to collect, integrate, present, evaluate and analyze customer data.&nbsp; It’s the avenue through which you get pertinent information regarding the impact of your marketing campaigns.\r\nThe tools also help you see the prospects you’re selling to, where they’re from, and create case-specific solutions. The primary challenge with sales intelligence is the type of content from sales organizations. The data is only useful if it’ll help in actual selling.\r\nFor example, if the only data you get is a name and email address, you may be unable to do much with it. Sales intelligence is only useful if it delivers as much information as possible. The more you know about your prospect, the easier it’ll be to sell to them.\r\nThe information your SI tools gather should empower your sales reps to make more conversions. They also should be able to deepen existing relationships through cross-selling and up-selling.\r\nSales intelligence is a concept that businesses should embrace to keep them ahead of the competition. By identifying your prospective leads, you’ll narrow down on the information that can help convert into sales. Using SI the correct way will see your business enjoy the benefits of increased productivity and better lead conversions.\r\nWhen choosing a sales intelligence solution, ensure it’s compatible with your CRM. It also shouldn’t duplicate existing data and will keep information updated. For you to win against your competitors, you must get real-time data from the industry as trends change.","materialsDescription":" <span style=\"font-weight: bold; \">What are the factors to consider when choosing a Sales Intelligence solution?</span>\r\nThe process of acquiring a sales intelligent package is an investment you should approach with caution. Your choice should help you generate more and better leads as well as convert potential clients into long-term ones.\r\nSales intelligence technology develops your sales in a relevant and targeted way. They keep you alert on what is happening in your industry. As such, you can take the suitable actions at the right time.\r\nNot all solutions are the same, and you need to be specific in what you’re looking for. Here are specific considerations for your sales intelligence solution.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">1. How Often Will You Update Your Data?</span></span>\r\nA good portion of data present in a company is obsolete within one year. This is a good reason to ensure the technology you adopt has a regular updating system. You should aim at keeping information up-to-date to remain relevant to sales canvassing.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">2. How Will You Avoid Data Duplication?</span></span>\r\nIf in your database you already have some suggested leads, you don’t want a solution that’ll duplicate the same information. Ask the vendor whether his tool can filter your database to avoid doubling-up. This should well be established before the installation of the software.\r\nYou shouldn’t have to sort data manually afterward.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">3. Is the Solution Compatible With Your CRM?</span></span>\r\nMost businesses have a CRM system they use to canvass for business.&nbsp; The sales intelligence solution you choose should be compatible with your CRM. One way to install the solution is as a stand-alone interface not connected to CRM.\r\nThe other most commonly used way of installing the solution is encapsulating it in your CRM system. This integration benefits you directly from the CRM functions through a shared interface. The approach is more practical as it integrates the data needed by the sales team.\r\nThe team doesn’t have to keep moving from one interface to another in search of the data they need. This eliminates the risk of data loss and time wastage. Having a system that provides information in real time is best in increasing efficiency.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">4. How Does it Collect Data and Information?</span></span>\r\nHow your sales intelligence tool collects information can help your sales team or pollute it with inappropriate information. Ideally, the software should gather information from various sources like social networks, crowdsourcing, and trawling the web. However, too much information can be challenging to sort and use appropriately.\r\nVaried information enriches your company by letting you know what’s happening around you. Afterward, you can evaluate the potential of the information by their context. Eventually, you can determine the list of hot leads ready to be contacted.\r\nNot all solutions you come across have this advanced technology at their disposal. Most of them use basic algorithms that search based on keywords. This leaves you with the task of sorting out the information to pick what’s relevant.\r\nRemember to check the scope of sources your software uses, and the technology it employs in data collection.\r\n<span style=\"font-weight: bold; \">What are the benefits of Sales Intelligence solutions?</span>\r\nSales intelligence solutions are designed to help the sales team perform their job better. The positive impacts of Sales intelligence are felt through:\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">1. Higher Productivity</span></span>\r\nThe intelligence tools can automatically prioritize follow-ups. They can also categorize leads to qualification-based and value-based groups. This helps to lessen the amount of time they spend in manual parsing that sometimes leads to unqualified leads.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">2. Rewarding Conversations</span></span>\r\nAs a retail trader, intelligence tools help you understand your prospects better. From the perspective of a customer, it’s annoying when a salesperson doesn’t understand your needs. The conversation will revolve around the product, instead of the buyer’s preferences and goals.\r\nSales intelligence shows sales reps the areas where most customers will be most responsive. Conversations should be steered towards those areas, mining for value around those points.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">3. Smarter Sales Strategies</span></span>\r\nSales intelligence is vital to decision-makers. It distills detailed insights from databases that characterize their department. From these insights, the sales manager will be in a better position to engage prospects.\r\nThey can come up with strategies to improve lead conversion ratios and consequently increase sales.\r\n<span style=\"font-weight: bold; \">What is Lead Generation?</span>\r\nLead Generation is the initiation of consumer interest or enquiry into products or services of a business. Leads can be created for purposes such as list building, e-newsletter list acquisition or for sales leads. The methods for generating leads typically fall under the umbrella of advertising, but may also include non-paid sources such as organic search engine results or referrals from existing customers.\r\n<span style=\"font-weight: bold; \">Who are the leads?</span>\r\nA lead usually is the contact information and in some cases, demographic information of a customer who is interested in a specific product or service. There are two types of leads in the lead generation market: sales leads and marketing leads.\r\nSales leads are generated on the basis of demographic criteria such as FICO score (United States), income, age, household income, psychographic, etc. These leads are resold to multiple advertisers. Sales leads are typically followed up through phone calls by the sales force. Sales leads are commonly found in the mortgage, insurance and finance industries.\r\nMarketing leads are brand-specific leads generated for a unique advertiser offer. In direct contrast to sales leads, marketing leads are sold only once. Because transparency is a necessary requisite for generating marketing leads, marketing lead campaigns can be optimized by mapping leads to their sources.\r\nAn investor lead is a type of a sales lead. An investor lead is the identity of a person or entity potentially interested in participating in an investment, and represents the first stage of an investment sales process. Investor leads are considered to have some disposable income that they can use to participate in appropriate investment opportunities in exchange for return on investment in the form of interest, dividend, profit sharing or asset appreciation. Investor lead lists are normally generated through investment surveys, investor newsletter subscriptions or through companies raising capital and selling the database of people who expressed an interest in their opportunity. 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