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 inf...
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 (26-50 of 153)
People.ai calls itself a revenue intelligence platform for go-to-market teams. The platform promises to help sales, marketing and customer success teams uncover every revenue opportunity from every customer. Customers include: Lyft, Gainsight, Tanium and Palo Alto Networks. People.ai helps them...
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...
AeroLeads is a prospect generation software that finds relevant prospects with email and phone numbers of businesses and decisions makers of those businesses. The data can be exported to Salesforce, MailChimp and HubSpot as well as downloaded into CSV files.
Crunchbase is an online a database of information about public and private companies, including news and investment data. Users can view company profiles and contribute data for free, or pay to use advanced search and monitoring features (Crunchbase Pro) and/or data enrichment capabilities (Crunc...
Capital IQ is a market intelligence software solution offered by S&P Global Market Intelligence, which is the result of McGraw Hill Financial's acquisition of SNL Financial.
Lattice Engines' Predictive Lead Scoring blends the contact profile and behavioral information from your Marketing Automation system with thousands of additional attributes that could contain hidden buying signals. Whether it’s the Web, internal data, or third party sources, Predictive Lead Scori...
CamCard is a sales intelligence software solution offered by INTSIG Information Co.
6sense is a predictive intelligence solution for sales and marketing. This tool is designed to uncover prospects at every stage of the sales funnel. It also determines which current prospects are ready to buy a company’s product.
Media Radar is a sales intelligence software solution offered by Media Radar.
SALESmanago is a Polish cloud based marketing automation platform specializing in B2C and e-Commerce. The vendor says that over 2000 companies in 30 countries use the platform. The vendor says they’ve experienced 100% growth for three years in a row with revenue of $2M and net profit of $0.5M....
SalesforceIQ Inbox is a set of apps that add "relationship intelligence" to the Salesforce Sales Cloud. SalesforceIQ Inbox connects customer data from the Sales Cloud to users' email inboxes, surfacing contextual information that can be used to write relevant messages. It also allows users to cre...
The List is a sales intelligence software solution offered by List Partners.
KickFire’sB2B solutions provide account-level information such as industry, revenue, employee count, and more based on an IP address. KickFire’s proprietary TWIN Caching® technology and robust firmographic database deliver business intelligence for first-party intent, content personalization, acc...
Salestools.io is a SaaS based prospecting platform that uses social networks and complex algorithms behind the scenes to gather data. The vendor says their solution provides a full overview of prospects by including email addresses, phone numbers and social profiles. According to the vendor, the...
Leadfeeder is a B2B sales tool that shows organizations which companies are visiting their website. It integrates into the user’s CRM and shows information on leads’ visit data straight in Salesforce, Pipedrive or any other supported CRM. Leadfeeder uses Google Analytics and needs no news scripts...
Salesgenie is a sales intelligence software solution offered by Infogroup.
MixRank is a sales intelligence software solution offered by MixRank.
NetProspex is a sales intelligence software solution offered by Dun & Bradstreet.
Node, headquartered in San Francisco, offers their market intelligence platform, providing access to correlative insights and "cloned" ideal customers built upon Node's database of companies and individuals, acted upon by AI.
eGrabber's eMail-Prospector is a desktop tool built for sales teams who do their own prospecting. The vendor says that eMail-Prospector finds anybody's business email address. Users just type in a name and company. The software then searches the Internet to find the person's work email address an...
SalesforceIQ CRM is a sales management tool is no longer supported by Salesforce. It was designed to integrate with a sales team's email inboxes, automatically capture cross-platform interactions with customers, and analyze collected data to improve customer relationships. According to the vendo...
Intricately provides sales intelligence for people that sell and market technology products. The vendor aims to help companies find the right accounts and seize every opportunity to connect in a value-driven way.Additionally, the vendor says their software offers a 360-degree view of each company...
Bombora provides Intent data for B2B marketers. Bombora’s data promises to align marketing and sales teams and enable them to base their actions on the knowledge of which companies are in market for products and services. Bombora’s Company Surge™ data reports on changes in consumption of specific...