Sales Intelligence
Quick definition
Data and insights about prospects and accounts that help you better target, personalize, and sell.
Detailed explanation
Sales Intelligence platforms collect and enrich data about companies and people to make your sales process more effective. This includes firmographic data (company size, revenue, industry), technographic data (which tech stack do they use), intent signals (are they showing buying interest), organizational charts (who reports to whom), funding events, job changes, and news items. Tools like ZoomInfo, Cognism, Apollo, and LinkedIn Sales Navigator provide real-time insights that help with targeting (find companies matching your ICP), timing (approach them when they're in-market), and personalization (use specific data in your outreach). Sales Intelligence can increase your outbound conversion by 2-3x through better targeting and relevance.
Synonyms
Examples
An SDR uses Sales Intelligence to see that a prospect recently implemented HubSpot, hired 3 sales reps, and is searching for "sales automation". This provides perfect context for a relevant outreach message.
Through intent data you see that 50 companies in your ICP are actively searching for your category solution. You prioritize these accounts in your outbound, leading to 3x higher response rate vs cold prospecting.
When to use this?
Implement Sales Intelligence when you're doing outbound and want to target better than just based on LinkedIn filters. It works best when you have a clear ICP and want to scale personalized outreach.
Match-day approach
Match-day integrates Sales Intelligence tools into your sales process. We help you choose the right tool for your budget and use case, build workflows that automatically enrich accounts in your CRM, and train your SDRs in using intelligence for research and personalization. You also get templates that convert intelligence data into relevant conversation openers.
Related terms
Intent Data
Signals indicating that a company or person is actively looking for a solution in your category.
Predictive Analytics
AI-driven analyses that predict which leads, deals, or actions have the highest chance of success.
Customer Relationship Management (CRM)(CRM)
Software for managing all interactions with prospects and customers throughout the entire customer lifecycle.
Learn more
Wil je weten hoe je sales intelligence effectief inzet in jouw organisatie? Neem contact op met Match-day.
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