Features
Top Performing Features
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: 7.9
Load time/data access
Provides fast and consistent access to lists and leads.
Category average: 8.1
Industry information
Information about industries and markets is available and high quality.
Category average: 8
Filters and segmentation
Allows users to filter contacts and segment leads to explore data and create lists.
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
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: 7.9
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: 7.6
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
Data hygiene
Helps users maintain clean lists and records, including duplicate management.
Category average: 7.4
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