TruCadence is a sales engagement software that aims to help connect you with the best leads first, promising a productivity increase by up to 800%. The vendor says that with TruCadence, sales reps can engage with their leads systematically across various communication modes like emails and phone ...
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.
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:
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:
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.
Sales Intelligence Software Features & Capabilities
Identification of new leads
Sales lead management
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 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 (126-150 of 153)
Veeva Systems headquartered in Pleasanton offers Veeva OpenData, a customer reference data platform built around the needs of life sciences, featuring specialty verification, license verification, sampling protocol and other features supporting pharma and medical sales teams.
Management Finder is a list building automation software built for B2B businesses. If you have a list of Companies to target, Management Finder tool helps you find key company executives and helps Sales, Marketing and Lead Generation teams build customized decision maker lists with up-to-date and...
FunnelBeam promises a customizable AI enabled Sales Intelligence tool.The vendor aims to transform the status quo of Account Based Sales & Marketing: facilitate end to end data discovery, enrichment, & seamless flows between all major Sales & Marketing CRMs.The vendor says it ingests ...
Swiss company Evalueserve offers Insightsfirst Sales Intelligence, featuring account discovery and development planning tools, sales battlecards, account tracking and bid support, and decision-maker location and profiling.
Gazelle.ai from the company of the same name headquartered in Montreal is a market intelligence service which also provides business development analytics for devising a targeting strategy.
PriceComparator offers the ability to analyze your competitors' marketing campaigns. It comes with friendly dashboards that include the ability to model micro-segments of products, channels, geographies, promotions and so on. The vendor says it combines a complete pricing database with advanced p...
Adapt.io is a unified sales acceleration platform whose creators promise that it helps companies across the globe take control of their marketing and sales campaigns/strategies with industry-leading products—Lead Builder, Prospector, and Engage. The vendor states that Adapt.io brings data and t...
Find the best fit with Prospect Fit! Prospect fit score is the soul of Ampliz SalesBuddy. With the help of cutting edge technologies, the vendor promises that SalesBuddy helps to evaluate your prospect in a click of a button. SalesBuddy understands your customers based on certain parameters you s...
Global Database is a B2B data provider that offers a large directory, holding over 80 million contacts' information (CEOs, directors, managers, heads of departments and other) and more than 60 million company profiles, which cover 195 countries and 34 industries. The platform is automatically upd...
Clodura.Ai is an Intelligent Personal Assistant for Sales. Clodura is an Automated LeadGen platform that uses machine learning to find high-value prospects that are more likely to close. Clodura collects data from over 80 paid and unpaid sources and analyzes them to understand the strategic dir...
Carevoyance delivers a consolidated suite of tools and healthcare data so there is no need to purchase healthcare lists, or pay for data integration. The vendor offers fresh healthcare data as part of the package, and included in every engagement. Carevoyance continuously aggregate hundreds of ...
From TechTarget, Oceanos is a contact database design to help sales teams prioritize leads and engage in account based marketing.
The vendor states that Enlyft helps B2B companies generate better leads, close more deals, and acquire more customers—faster. Enlyft’s AI-driven customer intelligence platform leverages machine learning to profile and predict the buying behavior of millions of companies worldwide, based on techno...
With SalesIntel, sales and marketing teams can find new contact data for prospects to start closing more deals and updating current contacts with accurate data. By testing and re-verifying direct dials and email every 90 days with real human beings, the vendor promises to improve connection rates...
The Insightpool Social Selling Platform is designed to help sales reps identify, score and nurture leads and get detailed insights into social selling campaigns in order to measure the success. This solution enables sales teams to engage with prospects and connect all the data acquired back to a ...
The insight3 platform from agent3 is an account-focused tool that delivers automated customer insights to create commercial advantage for both marketing and sales teams. According to the vendor, insight3 provides the following: Real-time insight on target customer contacts – supports new and exi...
Artesian is designed to help B2B sales teams leverage Internet-based insights (from web and social media) about prospects in order to decrease sales lead time. Customers are typically B2B enterprises.
HG Focus provides insight into what technologies are installed at companies the is visiting on the web. According to the vendor, this solution allows users to see through a firewall and into their prospects tech stack. All technologies are date stamped so users can clearly see the last time HG D...
Definitive Healthcare in Framingham offers a healthcare provider database providing contact data for key stakeholders across as well as data pertinent for population health studies.
Leadiro is a database of business contacts.
Mint Global is a sales intelligence software solution offered by Bureau van Dijk.
SAP Digital CRM is designed to bring together sales, service, and marketing to give teams a complete customer engagement solution. According to the vendor, users can get up and running in minutes, and start making every sales and service engagement a personal connection.
Pardot LeadDeck is a sales intelligence software solution offered by Salesforce.
BuzzBoard aims to uncover data-driven insights about SMBs that drive more meaningful conversations for marketers and sellers, resulting in increased sales across the customer lifecycle. The vendor says by applying data science and digital signals to the world’s most extensive collection of busine...