Learn how to use Sales Intelligence Tools to collect B2B data and fuel your Sales reps and Marketing teams
Let's start with the beginning, what is a Sales Intelligence tool? It’s an automation tool that will collect B2B data and feed your Sales teams and Marketing teams in real-time with it. This B2B data can take many forms and be used in many different ways. But the final goal is always the same: to increase your sales and revenues.
By feeding your Marketing and Sales teams with relevant B2B data, they can focus on their priorities and hit the company's business goals. A Sales Intelligence tool gives them the keys to reach those goals and make the best choices about prospects in the sales cycle.
A good Sales Intelligence tool will help you know which leads to prioritize and improve your sales process. Which lead is a hot lead and when they are ready to buy your product or service? It will give you contact information and company information to personalize your approach and follow-up.
A Sales Intelligence software will scrape the web to feed you with company and contact information. The goal is to make automation: link this tool with your CRM (like Salesforce or Hubspot) to feed your Marketing & Sales teams continuously. In this way, your teams will save themselves to search for the information, a very time-consuming task.
The type of data provided will depend on the sales intelligence solution you choose. For example:
With LoneScale you can make an enrichment of your contact. For example, track and enrich a list of customers in your CRM. Thanks to the CRM integration this customer data will be automatically updated in your CRM. This a good point for your Marketing and Sales Teams and also for your Customer Relationship Management.
LoneScale can also feed your teams with new leads. Each lead can have a decision-maker and all the contact information needed:
Good to know: to be GDPR compliant, LoneScale doesn’t give phone numbers.
LoneScale runs with workflows that will search for leads according to your criteria. We also make an enrichment of the companies. Thanks to CRM integration, you can retrieve high-quality company data in real-time in your CRM. For example:
You can use LoneScale as a prospecting tool to find qualified leads and improve your sales prospecting!
With a Lead Generation workflow, LoneScale will fetch sales opportunities from job offers according to your ideal customer profile. You have high-quality company data (like tech stack and tools) and decision-makers for each new lead and target account.
Thanks to the B2B data provided, you can make a lead scoring for your Sales Reps according to your priorities.
Sales intelligence tools like LoneScale will help you change your sales process. To close deals, rather than doing mass, the goal is to address a prospect when he is most likely to buy your product or service. So: have new opportunities via events.
If you have a batch of leads matching your criteria, you will be tented to contact them immediately. You’ll prepare your outbound campaign, and set up your cold e-mail or cold-calling pitch… everything will be smartly planned but you will miss the one thing that changes it all: You want to reach out to your qualified leads when they are the most likely to buy your product. It’s possible thanks to intent data!
Once your Sales Leaders will start using intent data to address prospects at the most favorable time, your numbers will blow up!
Actually, a lot of events can show you that a company is in a favorable momentum to buy your product or services. A Sales Intelligence Platform can provide you with these data points in real-time in your CRM. Some examples below.
Job opportunities are a wonderful source of information for your Sales Team about your target accounts.
A job offer from a company equals an existing problem, that they can not solve with their internal resources. So maybe you can directly help them or support their future employee.
On top of that, a job listing size can undercover an event happening. For instance: More than 15 open positions almost always correspond to fundraising.
Champions are the people who use your product for its original purpose, love it, and represent low maintenance in Customer Relationship Management. If they change jobs, you should be aware. They represent easy re-sell and evangelization in their future positions.
To do this you can track job changes because it’s not easy to spot them just with Linkedin.
Fundraising is a massive sign of a sales trigger event for a company.
Within time, your will be able to recognize the events that reveal intent signals for your business. It can be a company closing a new partnership, integrating a new tool, a prospect posting about a challenge, etc.
A Sales Intelligence Tool will tell you when this event is happening. Thanks to a CRM integration, your Sales teams will receive the information directly in their work environment and can trigger actions in real-time. Your revenue team should be interested in this sales strategy.
Go from static databases to dynamic, real-time buying signals that convert.