Features
Top Performing Features
List upload/download
Lists can be easily and quickly uploaded or downloaded from the platform.
Category average: 7.9
Advanced search
Users can search for prospects using advanced search logic and multiple criteria, across multiple platforms/databases.
Category average: 8.4
Identification of new leads
Helps source leads at an acceptable rate, volume, and quality.
Category average: 8.1
Load time/data access
Provides fast and consistent access to lists and leads.
Category average: 8.1
Prospecting
Features related to generating leads and finding new contacts.
Advanced search
Users can search for prospects using advanced search logic and multiple criteria, across multiple platforms/databases.
Category average: 8.4
Identification of new leads
Helps source leads at an acceptable rate, volume, and quality.
Category average: 8.1
List quality
Lists generated by the tool are typically high quality.
Category average: 7.5
List upload/download
Lists can be easily and quickly uploaded or downloaded from the platform.
Category average: 7.9
Ideal customer targeting
Includes capabilities for determining ideal customer characteristics and targeting new prospects that match the ideal customer profile; this capability is automatic or semi-automatic.
Category average: 7.8
Load time/data access
Provides fast and consistent access to lists and leads.
Category average: 8.1
Sales Intelligence Data Standards
How well does the contact, company, and industry information provided by the SI tool meet the user’s needs? Is the availability and quality of data satisfactory?
Contact information
Information about individual contacts is available and high quality.
Category average: 8
Company information
Information about companies/accounts is available and high quality.
Category average: 8.4
Industry information
Information about industries and markets is available and high quality.
Category average: 8
Data Augmentation & Lead Qualification
Features around contact data management and lead intelligence.
Lead qualification process
Helps sales reps focus on the most promising leads (likely to convert) by ranking leads according to various rules and criteria. SI tools may take a semi-automatic, automatic, or self-scoring approach.
Category average: 7.7
Smart lists and recommendations
Automatically segments and qualifies leads into dynamic smart lists; more advanced tools can make recommendations not only about which leads to follow up on, but when to follow up or with what material. Actionable intelligence.
Category average: 7.4
Salesforce integration
Integrates with the Salesforce.com CRM platform.
Category average: 8.4
Company/business profiles
Provides account-level information, including firmographics, business objectives, industry information, similar companies, and contact information for key decision-makers and influencers at a company. Gives sales reps context so they can deliver tailored sales pitches.
Category average: 8.1
Alerts and reminders
Sends sales teams alerts/reminders about key happenings, opportunities, and recommended actions to take with leads.
Category average: 7.4
Data hygiene
Helps users maintain clean lists and records, including duplicate management.
Category average: 7.3
Automatic data refresh
Contact and company data are automatically kept up to date.
Category average: 7.7
Tags
Organizational structure allows users to tag certain records in order to create groups, flag materials that need additional attention, etc.
Category average: 7.6
Filters and segmentation
Allows users to filter contacts and segment leads to explore data and create lists.
Category average: 8.1
Sales Intelligence Email Features
Features that support sending emails to leads, especially initial emails to a list of prospects. May gather additional sales intelligence based on email engagement, adding additional info to the contact record and/or contributing to lead prioritization.
Sales email templates
Users can create and share templates for emailing leads. May also include template testing capabilities, or other analytics that will recommend a template for a particular lead.
Category average: 7
Append emails to records
Allows users to selectively or automatically append email threads and attachments to leads/contact records.
Category average: 7.2