If you are a business owner or work in one, you have probably heard of the term sales intelligence. But knowing the word is not enough if you are a sales manager or sales representative. You need to ask yourself where you can use it and how it can support you and your sales team. Fortunately for you, this article will help you understand the essential things of Sales Intelligence and how AI has helped it.
Table of Contents
What is Sales Intelligence?
Sales intelligence typically refers to various technologies that help marketing and sales to find, collect and analyze the data of a business’s potential customers. It also supports lead generation, providing you with the latest information about your potential customer. It does this by using the available information on the internet (social media, websites, etc.)
Sales intelligence can help you create an effective selling strategy because it can give you all the information you need to win your target audience, desired customer, and maybe even the whole market. It does not just scratch the surface. It will often provide company history, financial figures, and employee contact data. That is why the B2B sectors are often the ones that use this technology to save time on research.
How Can AI help?
As was said, Sales Intelligence will try to collect and analyze useful information about potential customers. Unfortunately, that is easier said than done. With 2.5 billion gigabytes of data generated every day, 90% of sales leaders will miss their quota because of information overload.
Besides that, sales representatives need to handle administrative duties, too. So they won’t have enough time to collect and analyze data.
That is why companies and organizations are turning to AI for help. And some of the things it can do are:
Address Data Overload
With so much information on the internet, it would take considerable time for the sales team to collect and analyze what they’ve gathered. But if you have AI on your side, it will help teams continuously groom leads, strengthen client relationships, and confidently set future targets.
Today, there are now digital platforms developed by vendors similar to customer relationship management solutions. In other cases, tools like Marketo can provide you with the contact details of potential prospects. Overall, AI-driven tools can help you sift through the numerous pieces of information and collect only those that are useful for your sales strategy.
Extended Memory
People can take notes of important things that happen during work. But it can be a hassle to find those notes, especially when you need them. But with AI, you can create an extended memory in your company where your sales team can share notes.
Your team can predict future scenarios if they can remember past events with similar conditions and circumstances. AI can help you remember these past scenarios. So rather than taking multiple days to develop a communication strategy, it can now take a few seconds. If your sales team has an AI-based platform, it will help them remember useful scenarios to stay prepared and identify potential opportunities.
Memory-Driven Sales
Human memory is finite and short-lived. But if you have an AI-based platform, you can store as much as you want. Such a solution means your sales team will not have to spend countless hours conducting web searches. But instead, use the relevant internal and external inputs in your AI-based platform.
Input from sales helps business processes to become objective, effective, and customer-focused better than spending countless hours web researching.
Conclusion
Sales intelligence is one of the best tools you can use to improve the overall sales of your business. And with the help of AI, you’ll be outcompeting your competitors in no time. So if you know any struggling with their sales, share this article to help.
