Sales Intelligence

You should be doing it

What is sales intelligence?

• Technologies and practices that collect, analyze, and present information to help sales teams perform better.

What do sales intelligence analysts do?

• They decipher information on:• Sales demographics–where customers are

located

• Lifetime value of customers–how often customers repeat purchases or other behaviors relating to the company

• Personas of sales transactions–information about each customer that may affect sales

Sales intelligence is marketing intelligence?

• Sales intelligence is part of marketing intelligence.

• Sales intelligence helps determine the best ways to gain and retain leads.

• Also plays a part in determining the best marketing strategies for your company by showing where most sales come from.

Parts of Sales Intelligence Systems

• Lead Sources–shows which channels pick up leads and which ones struggle.

• SALs–Watches how Sales Accepted Leads are accepted by a sales team and monitors the steps of the process to find ways to improve.

• SQLs–Analyzes the steps and factors leading SALs to Sales Qualified Leads, helping to manages sales more efficiently.

• Actual Sales–Shows how often SALs become actual sales and identifies ways to increase the percentage.

Sales Intelligence Tools

• Popular online tools for sales intelligence are:• Demand Metric

• Kred

• Inside View

• Sales-I

• Radius Intelligence

Other Sales Intelligence Options

• Many marketing companies or agencies offer sales intelligence.

• Do some digging on your own.

• Make surveys to gain information from your customers voluntarily.

More Information

• For more information on sales intelligence, see these awesome articles:

• http://www.sprintmarketing.com/sales-intelligence/

• http://blog.hubspot.com/blog/tabid/6307/bid/33711/The-Steps-You-Need-to-Define-the-Stages-of-Your-Sales-Marketing-Funnel.aspx

• http://blog.hubspot.com/sales/using-buyers-context-to-turn-leads-into-sales

• http://www.slideshare.net/insideview/data-v-intelligence