Sales Intelligence Software

Best Sales Intelligence Software include:

InsideView, EverString, LinkedIn Sales Navigator, ZoomInfo, and DiscoverOrg.

Sales Intelligence Software TrustMap

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Sales Intelligence Software Overview

What is Sales Intelligence?

Sales intelligence (SI) is the collection, analysis, and presentation of information that helps salespeople keep up to date with clients and identify new leads to reach out to. SI tools work strategically to build the pipeline and are designed primarily for sales development representatives (SDRs) and business development representatives (BDRs). The use cases for sales intelligence tools include:


  • Prospecting for new contacts

  • Augmenting contact records with missing information

  • Adding company and industry details

  • Qualifying and prioritizing leads

  • Tracking email and website interactions

  • Compiling lead activity in lead records

  • Gathering contextual data from social media or news updates

There is some overlap between sales intelligence software and customer relationship management (CRM) software, sales email tracking tools, and predictive sales analytics tools. Many SI tools are designed to feed new lead records into CRM systems and keep them up to date. Some CRM platforms deliver sales intelligence themselves, such as company context and social information.


Both SI software and predictive analytics focus on generating lead lists and prioritizing which leads to connect with. However, SI tools focus on aggregating data to be used in personal calls and emails. On the other hand, predictive analytics takes a more automated data science approach.

Sales Lead Software

Many SI tools help with sales lead management by generating new lead lists, tracking and qualifying leads, and maintaining customer data within the salesperson’s CRM.

Lead Lists

Some sales intelligence tools can generate lists of new leads with contact information. They do this by searching the Internet, proprietary databases, and/or social networks. Searches are based on criteria such as:


  • Geographic criteria

  • Firmographic criteria

  • Role criteria

This practice is called ‘prospecting.’ Apps and databases that help with this task are often called ‘prospecting tools’ or ‘lead generation software’. The goal is for salespeople to identify outbound leads to contact that fit their target customer profile.


Advanced tools allow conditional logic and negative search terms to target an even more specific customer profile, and can create ‘smart lists’ of prioritized leads. The prioritization is based on ideal customer characteristics and behavioral signals, which are used to predict their likelihood to become customers

Lead Tracking & Qualification Process

Sales intelligence software helps salespeople figure out where to focus their energy. The tools either prioritize lead lists automatically based on pre-set rules, or provide intelligence needed for the sales reps to build lists manually.


For example, leads can be tracked based on:


  • Website traffic analytics (lead activity on a company’s website)

  • Reverse IP lookup for new leads who visit the company website, to get contact info

  • Engagement with sales emails (opens, clicks, etc.)


This data helps with lead scoring, prioritization, and qualification. Qualification reflects whether leads are ready for a true sales conversation (sales qualified lead / SQL), or if they should simply receive marketing nurture campaigns (marketing qualified lead / MQL).


The tracked activity also appears on lead records, so that salespeople can have more informed interactions with leads based on how they’ve engaged with company resources so far.

Data Augmentation & Data Hygiene

Sales intelligence software also works to round out incomplete customer records within the sales rep’s CRM system. Most SI tools help pull in missing email addresses or phone numbers. Some also append company or industry details, org charts, technographic information, etc.


Data augmentation helps sales productivity in two ways:


  1. It provides a specific, reliable basis for qualifying and prioritizing leads.

  2. It provides context for sales pitches, helping reps tailor their messaging.


In addition to adding new information to the database, many sales intelligence tools also make existing information more accessible. For example, they may integrate CRM records with the salesperson’s email inbox, so that lead details can be found and edited more conveniently.

Sales Intelligence Software Features & Capabilities

  • Identification of new leads

  • Sales lead management

  • List quality

  • Email and direct dial contacts

  • Ideal customer targeting

  • Company and industry information

  • Integrations and extensions

  • Company/business profiles

  • Automatic data refresh

  • Filters and segmentation

  • Sales email templates

  • Triggers and red alerts

  • Prospect tracking

  • Alerts and reminders

Pricing Information

Sales intelligence tools are typically priced on a monthly subscription model, per user. Some web prospecting tools offer a freemium version with limited volume and features for free. Paid plans start at $39/mo. per user and increase up to $319/mo. per user depending on the number of leads being considered.


For products that include a proprietary database and more advanced search criteria, pricing starts around $80/mo. per user and can increase up to a couple thousand dollars per year. Enterprise level pricing is typically available by custom quote only, and likely to run higher.

Sales Intelligence Products

(1-25 of 161) Sorted by Most Reviews

ZoomInfo
372 ratings
352 reviews
Top Rated
TRUE
ZoomInfo provides detailed profiles for millions of business professionals and businesses.
LinkedIn Sales Navigator
526 ratings
113 reviews
Top Rated
LinkedIn Sales Navigator is a sales intelligence software solution offered by LinkedIn.
InsideView
41 ratings
104 reviews
Top Rated
InsideView provides CRM Intelligence solutions to Sales and Marketing professionals. They offer three solutions. InsideView for Sales offers sales professionals data, insights, and connections to help understand their customers and accounts better. InsideView for Marketing helps marketers build a…
EverString
75 ratings
103 reviews
Top Rated
EverString offers predictive demand generation and predictive lead scoring.
DiscoverOrg
149 ratings
98 reviews
Top Rated
DiscoverOrg is a sales and marketing intelligence tool used by the top technology vendors, staffing companies and consultants targeting IT, finance, marketing, engineering, technology and product development departments of Fortune-­ranked, mid­-market, and SMB companies in North America and Europe.O…
Oracle CX Sales (formerly Oracle Engagement Cloud and Oracle Sales Cloud)
111 ratings
79 reviews
Oracle CX Sales (formerly the Engagement Cloud, and before that the Oracle Sales Cloud) is a sales automation software accessible through Microsoft Outlook, iOS, and Android, along with territory and quota management and social collaboration. CX Sales includes modules such as the former BigMachines,…
HubSpot Sales Hub
186 ratings
75 reviews
Top Rated
HubSpot Sales Hub is designed to eliminate friction by bringing tools and data together on one platform. The solution boasts email tracking and templates, and call tracking & recording.
LeadFuze
7 ratings
52 reviews
Top Rated
Find any business professional's contact information. Search entire market segments, or for specific individuals or accounts. Used by salespeople, recruiters, and marketers to help them build their ideal list of leads and candidates. LeadFuze aggregates the world’s professional data to continue…
6sense
39 ratings
32 reviews
The 6sense Account Engagement Platform helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team.6sense uncovers anonymous buying behavior, prioritizes accounts for sales and marketing, and enables th…
CIENCE
0 ratings
32 reviews
CIENCE provides managed sales specialization services to businesses looking for fast growth. We combine best-in-class research with personalized messaging delivered through multiple channels to create a predictable stream of qualified appointments for your sales team. To date, we have delivered mor…
Drift
38 ratings
32 reviews
Drift is an AI-driven sales and marketing tool that acts as a virtual assistant, facilitating conversations with leads, qualifying them, enriching CRM data with information gathered, and automatically booking sales meetings.
Data.com
51 ratings
22 reviews
Salesforce launched Data.com in 2011, in partnership with D&B, but has since decided to gradually sunset the platform. Some aspects of the platform will continue to be available until July 2020. Data.com offers a store of company and customer data for use in sales and prospecting. There are 3 compon…
Cirrus Insight
24 ratings
22 reviews
Cirrus Insight integrates Salesforce with Gmail, Google Calendar, and Google Contacts. Instantly View Contextual Salesforce Information in Your Inbox. Save Emails & Attachments to Salesforce with a Click. Sync Your Google & Salesforce Calendars. Create & Edit Salesforce Records on the Fly. Customiz…
Clearbit
30 ratings
21 reviews
Clearbit is a data enrichment product that automatically updates sales records with verified company and contact data, with the goal of providing better insights into prospects. The product integrates with a number of tools including Salesforce, G Suite, Outlook, HubSpot, Marketo, Zapier, Segment, …
Lead411
20 ratings
20 reviews
Lead411 is a sales intelligence solution that provides provides news-driven sales leads, IT intelligence and unlimited company contacts within a simple UI. Key differentiators are unlimited downloads, fresh daily leads based on territory, and a no commitment monthly offer.
Datanyze
30 ratings
19 reviews
Datanyze is a sales intelligence and lead generation solution. Data can be accessed right within Salesforce.
Hunter
31 ratings
19 reviews
Hunter is an online tool for finding and validating work email addresses, based on company domain. Users can search for people by name and domain within the hunter.io web interface, or use a Google Chrome extension to find/validate email addresses associated with the company website they're browsing…
D&B Hoovers (formerly Avention)
21 ratings
19 reviews
Avention delivers sales intelligence data for millions of companies globally.
LinkedIn Sales Navigator for Gmail (formerly Rapportive)
35 ratings
16 reviews
LinkedIn Sales Navigator for Gmail (formerly Rapportive) is a free Chrome Extension that shows an email recipient's LinkedIn details within the user's Gmail inbox, and allows users to jump to the contact's LinkedIn profile. Rapportive was acquired by LinkedIn in 2012. In November 2017, LinkedIn rel…
RainKing (discontinued)
31 ratings
15 reviews
RainKing is a sales intelligence software solution offered by RainKing Software.
eGrabber LeadGrabber Pro
0 ratings
13 reviews
eGrabber's LeadGrabber Pro is a B2B Sales Intelligence tool which can be used to Build a List of prospective clients from professional networking sites. The tool captures new contacts from online directories as well as professional and social networking sites. LeadGrabber extracts contact inform…
Lusha
12 ratings
13 reviews
Lusha, headquartered in New York, supplies sales, marketing, and recruiting professionals with additional profile data for leads and job candidates. The data is available as a browser or Salesforce plugin, via an API, or through Lusha's Zapier integration.
Owler
16 ratings
13 reviews
Owler is a sales intelligence app from the company of the same name San Mateo, providing competitive insights, company information, and other sales relevant information.
Winmo
6 ratings
12 reviews
Winmo is a sales intelligence solution that is a resource for advertiser-agency relationships and marketing decision-maker contact information. This solution includes personalized email alerts, lead recommendations and enhanced integrations to provide an all-in-one prospecting solution. According …
LeadIQ
12 ratings
12 reviews
LeadIQ, headquartered in Redwood City, offers their sales enablement platform supporting sales prospecting with contact info (e.g. email) verification, lead duplication detection, and lead data CRM entry automation.

Frequently Asked Questions

What is sales intelligence software?

Sales intelligence (SI) is the collection, analysis, and presentation of information that helps salespeople keep up to date with clients and identify new leads to reach out to. SI tools work strategically to build pipeline and are designed primarily for sales development representatives (SDRs) and business development representatives (BDRs).


What is lead intelligence?

Lead intelligence refers to the process of gathering data (information) on leads and prospects. This data is then used to help sales teams’ interactions with potential customers by better understanding their needs and close deals. The type of data lead intelligence tools provide typically include contact information, demographic information, and website interaction information.

How much does sales intelligence software cost?

Sales intelligence tools are typically priced on a monthly subscription model, per user. Free versions are rare given the lift associated with this category of software. Paid plans start at $39/mo. per user and increase up to $319/mo. per user depending on the number of leads being considered.

For products that include a proprietary database and more advanced search criteria, pricing starts around $80/mo. per user. Enterprise-level pricing is typically available by custom quote only, and likely to run higher.