Sales Intelligence Software
Best Sales Intelligence Software
- Top Rated Sales Intelligence Software include: DocSend, Rapportive, ZoomInfo, LinkedIn Sales Navigator, Datanyze, DiscoverOrg, and Lead411.
- Other Sales Intelligence Software on the TrustMap include: Winmo, InsideView, Owler, Clearbit, and Data.com.
- A complete list of Sales Intelligence Software is available here.
TrustMaps are two-dimensional charts that compare products based on satisfaction ratings and research frequency by prospective buyers. Products must have 10 or more ratings to appear on this TrustMap, and those above the median line are considered Top Rated.
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. It is a form of business intelligence that is primarily relevant to B2B sales cycles. It also helps companies prospect for new clients and drives business deals.
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
The goal of sales intelligence is to improve both the quality and efficiency of sales interactions. SI tools achieve this by providing accessible lead information to sales reps. When implemented correctly, sales intelligence can lead to better customer relationship management and more sales.
Sales Intelligence Features and Capabilities
Identification of new leads
Email and direct dial contacts
Ideal customer targeting
Company and industry information
Integrations and extensions
Automatic data refresh
Filters and segmentation
Sales email templates
Triggers and red alerts
Alerts and reminders
Sales Leads 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:
The goal is for salespeople to find new leads that fit their target customer profile. Advanced tools allow conditional logic and negative search terms to target an even more specific customer profile.
The practice is called ‘prospecting.’ Apps and databases that help with this task are often called prospecting tools or lead generation software. They help users identify outbound leads to contact. Some sales intelligence tools also allow users to ‘capture’ prospective leads they find while browsing the web and add them to their CRM.
Advanced sales intelligence tools 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 buy.
Data Augmentation & Data Hygiene
Data augmentation and hygiene are major functions of sales intelligence software. The idea is to round out incomplete records within the user’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:
It provides a specific, reliable basis for qualifying and prioritizing leads.
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.
Lead Tracking and the Lead 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 they need to do so 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 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.
Sales Intelligence vs. Software and Tools
SI vs. Marketing Automation
SI tools different from marketing automation and lead management tools. They focus on salespeople’s need to find and connect with specific leads, rather than marketers’ needs to handle leads at scale.
SI tools are primarily for sales development representatives (SDRs), working strategically to build the pipeline. Also, sales intelligence is more concerned with short-term indicators and phone/email contact details for specific sales-ready accounts. In contrast, marketing automation engages with a wider group of leads at an earlier stage of the funnel, on various channels.
SI vs. CRM
There is some overlap between sales intelligence and CRM. In fact, some CRM platforms deliver sales intelligence, such as company context and social information. Most SI point solutions integrate with CRM systems. Many sales and marketing intelligence tools are designed to feed new lead records into CRM systems. They also keep existing CRM records up to date.
SI vs. Sales Enablement
Sales enablement is more about the content a salesperson shares than making a specific connection. Sales intelligence tools focus on providing contact information and contextual details for sales records. Sales enablement tools focus on sharing presentations, videos, case studies, whitepapers, etc.
SI vs. Predictive Analytics
SI tools share some common functionality with predictive sales analytics. Both focus on generating and prioritizing leads. Both help users create target account lists and profile their ideal customers so that they can find more people like them to sell to. The difference is the approach. Predictive analytics takes a very automated data science approach, while SI tools use a simpler method of aggregating data to be used in personal calls and emails.
Sales intelligence tools are typically priced on a subscription model, per user. Some web prospecting tools, like Hunter, offer a freemium version with limited volume and features for free. Paid plans start at $39/mo. per user on up to $319/mo. per user depending on the number of leads you’re looking up.
For products that include a proprietary database and more advanced search criteria, pricing starts around $80/mo. per user (with LinkedIn Sales Navigator) on up to a couple thousand dollars each year. Enterprise level pricing is typically available by custom quote only, and likely to run higher.
Sales Intelligence Products
Outreach is a customer engagement platform that promises to help optimize every interaction throughout the customer lifecycle. The platform manages all customer interactions across email, voice and social, and leverages machine learning to guide reps to take the right actions. Outreach has...
ZoomInfo provides detailed profiles for millions of business professionals and businesses.
LinkedIn Sales Navigator is a sales intelligence software solution offered by LinkedIn.
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...
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...
SalesLoft provides sales people with data sourced from the web to help prioritize leads and inform sales people so that they can have more productive sales conversations. SalesLoft competes directly with InsideView and LeadLander.
InsideSales.com Predictive Playbooks aims to help SDRs and AEs quickly build closeable pipeline, by helping salespeople get a hold of more of the right people. InsideSales.com uses their A.I.-platform called Neuralytics to target likely buyers combined with their cadence engine to help sales reps...
Conversica provides lead management software for marketing, inside sales and sales groups.
Sidekick is a sales intelligence solution. Some key features include: Email Profiles and Email Tracking.
InsideSales.com provides a sales acceleration platform that is built on Neuralytics, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both the salesperson and buyer.
Yesware is a service for salespeople that helps them close deals faster. An email service tracks email, templates responses and syncs to CRM.
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...
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...
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.
RainKing is a sales intelligence software solution offered by RainKing Software.
Datanyze is a sales intelligence and lead generation solution. Data can be accessed right within Salesforce.
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.
Oracle Sales Cloud is a sales automation software accessible through Microsoft Outlook, iOS, and Android, along with territory and quota management and social collaboration.
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...
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 released a new version of Rapportive called Sales...
PersistIQ is a sales intelligence solution. The solution integrates with Salesforce as well as marketing automation platforms.
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 information from...
LeadLander is essentially an IP reverse look-up tool. It does a reverse look-up of the IP address to distinguish between corporate visitors and “home/ISP” users. Although having somewhat similar functionality as web analytics products like Google Analytics and WebTrends, it is actually designed...