How to use sales intelligence to get more deals?

by Rutuja shah Digital Marketing

Due to a lot of information available online, customers are more aware these days. Due to several reports and research topics available online, it becomes difficult for a sales representative to sell a product.

These days, the most difficult job for any sales representative is to pitch cost-conscious consumers a product that they are reluctant to buy. However, salespeople can perform better when they are provided with correct sales intelligence.

Sales intelligence

Sales intelligence is very different from sales data. Sales data is the personal information about the buyer, like his name, number and designation. Whereas, sales intelligence is the complete data which includes details about the organisation, such as News Articles, Technology Products being used by the company, social media alerts, market news and a lot more. These help the sales associate have informed conversations.

Better the sales tools, better the process

Although businesses have a lot of information published online, it isn’t organized in a proper way. It may take a lot of time for salespersons to fish out the information that they need. In a recent report, it has been discovered that instead of selling, sales representatives spend more time searching for sales intelligence.

A lot of their time and efforts can be saved if the companies incorporate sales intelligence into their customer relationship management platforms.

Getting to know your prospective customers

Customers often feel that they have a lot more knowledge in the domain than a sales representative who is trying to sell a product or service to them. Therefore, it is essential to get detailed information about the prospect’s organisation in order to help the sales associates have a better understanding of their needs and wants.

Building rapport with your customers

Buyers never trust a sales representative whose only motive is to get B2B sales leads. It is imperative for a buyer to have an understanding relationship with the salesperson. Sales agents can showcase their skills and build a great relationship with the buyers after including sales intelligence in their business. Data points, insights, etc. from a sales intelligence tool can help the associates have better and more informed conversations with prospects.

A more direct approach

It is essential to create a targeted sales approach. Not all customers are the same and sales representatives need to make sure that the needs and wants of every buyer are being considered. Trying a personal approach towards consumers can prove to be beneficial as this can help in engaging them.

It is imperative for the sales team to have all the data available about a prospect. Sales intelligence, when used appropriately, can help turn prospects into profitable relationships.