Best Sales Intelligence Software97Sales intelligence (SI) refers to technologies, applications and practices for the collection, integration, analysis, and presentation of information to help salespeople keep up to date with clients, prospect data and drive business.ZoomInfo1https://media.trustradius.com/product-logos/5g/Dl/9T2PMTNJ53NI.PNGInsideSales.com Predictive Playbooks2https://media.trustradius.com/product-logos/nJ/EH/421X2FTP9MQE.PNGLinkedIn Sales Navigator3https://media.trustradius.com/vendor-logos/IE/1d/R8XOP6NJSUVW-180x180.PNGDiscoverOrg4https://media.trustradius.com/product-logos/nt/Zr/1576VITVF21N.PNGEverString5https://media.trustradius.com/product-logos/Sm/e3/CKNKEIHD1NKL.JPEGInsideView6https://media.trustradius.com/product-logos/jj/V9/9FRANTQ6IHD0.PNGHubSpot Sales7https://media.trustradius.com/vendor-logos/ZJ/Zr/DR3HTSJJBX3N-180x180.PNGConversica8https://media.trustradius.com/product-logos/bo/LN/53ISIZ692PLR.PNGInsideSales.com Predictive PowerDialer9https://media.trustradius.com/product-logos/n3/At/WXC15RVJK91V.JPEGDrift10https://media.trustradius.com/product-logos/FC/E0/5VMS75GACC9U.JPEGOracle Engagement Cloud (formerly Oracle Sales Cloud)11https://media.trustradius.com/vendor-logos/VC/02/T4E108T4IWP2-180x180.PNGData.com12https://media.trustradius.com/product-logos/cr/3H/3SLF3I1CWNA4.PNGCirrus Insight13https://media.trustradius.com/product-logos/4o/uc/ALG0KFXNXSCV.JPEGDatanyze14https://media.trustradius.com/vendor-logos/ow/YP/G3GVWGHLNQB1-180x180.JPEGLead41115https://media.trustradius.com/product-logos/lq/gf/SUJ2BBXVWSCL.JPEGRainKing (acquired by DiscoverOrg)16https://media.trustradius.com/product-logos/hU/n9/JZOPG13GRRH7.JPEGGong.io17https://media.trustradius.com/vendor-logos/ZI/Sr/17GI0D516M49-180x180.JPEGClearbit18https://media.trustradius.com/vendor-logos/u3/Ks/1QLM9OPCKR8F-180x180.JPEGRapportive19https://media.trustradius.com/vendor-logos/IE/1d/R8XOP6NJSUVW-180x180.PNGWinmo20https://media.trustradius.com/product-logos/ou/Bp/WGQPMNXCL4N1.PNGD&B Hoovers (formerly Avention)21https://media.trustradius.com/product-logos/ND/Lg/L9NF1TSI6TPR.JPEGHoover's (Legacy)22https://media.trustradius.com/product-logos/1q/XI/5CQP6RNW1U45.JPEGLeadLander23https://media.trustradius.com/product-logos/SO/FN/KL5GNU9SPHFQ.pngHunter24https://media.trustradius.com/vendor-logos/XZ/I6/UJSCITQNW8NX-180x180.JPEGChorus.ai25https://media.trustradius.com/product-logos/2d/OU/T7F9Q9F43K6Q.PNG

Sales Intelligence Software

Best Sales Intelligence Software

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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

Listings (1-25 of 151)

ZoomInfo

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Top Rated
354 Ratings

ZoomInfo provides detailed profiles for millions of business professionals and businesses.

InsideSales.com Predictive Playbooks

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Top Rated
138 Ratings

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...

DiscoverOrg

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Top Rated
193 Ratings

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 Europ...

EverString

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Top Rated
120 Ratings

EverString offers predictive demand generation and predictive lead scoring.

InsideView

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97 Ratings

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 buil...

HubSpot Sales

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Top Rated
187 Ratings

Sidekick is a sales intelligence solution. Some key features include: Email Profiles and Email Tracking.

Conversica

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Top Rated
71 Ratings

Conversica provides lead management software for marketing, inside sales and sales groups.

Drift

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Top Rated
46 Ratings

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 Engagement Cloud (formerly Oracle Sales Cloud)

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95 Ratings

Oracle Engagement Cloud (formerly Oracle Sales Cloud) is a sales automation software accessible through Microsoft Outlook, iOS, and Android, along with territory and quota management and social collaboration.

68 Ratings

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...

42 Ratings

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 th...

36 Ratings

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.

Gong.io

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27 Ratings

Gong.io is a sales enablement platform for B2B sales teams. The product records, transcribes, and analyzes every sales call in order to gauge the effectiveness of sales interactions.

Clearbit

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Top Rated
37 Ratings

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, Segmen...

26 Ratings

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 Sal...

14 Ratings

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. Accordi...

17 Ratings

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...

22 Ratings

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 brows...

11 Ratings

AffectLayer in San Francisco offers Chorus.ai, a platform for generating actionable call notes and insights into sales conversation for optimization and sales enablement or training purposes harnessing AI.