Identifying the right prospect is one of the key elements in selling a product or service, and it is also one of the most overlooked elements. As a sales & marketing professional, you may have knowledge about the critical role that contact data plays in your outreach and prospecting efforts. What you may not understand is the total number of opportunities your sales and marketing team is passing out to your competitors by relying on the raw contact data alone.
In order to fully leverage the power of sales and marketing intelligence data, you need to understand it first.
What is Sales and Marketing Intelligence?
It is a business tool which significantly increases the total impact of the rest of your sales and marketing technology stack. Increasing the speed of your pipeline and business growth, not only by the virtue of data it provides but since it makes all of your other tools and process substantially more impactful.
It enables sales and marketing teams to focus and target the most valued accounts, market to each target accounts based on their specific requirements and preferences, ultimately producing more number of qualified leads.
Why is Sales and Marketing Intelligence Important?
Sales and marketing intelligence helps to skip the middle-man go directly to the decision maker, successfully shortening the sales cycle. It also helps a great deal to identify your prospects specific pain point so you can customize your messages specifically to them. When you can identify the right prospect with just one click, you can invest more resources and time to optimize your sales and marketing team’s efforts for a greater impact.
To fully grasp the true effect of sales and marketing intelligence, it is vital to grasp your requirements and goals. What are you trying to achieve, and what kind of role do you want data to play in your company.
For most of the organizations, the following are the challenges that keep their leadership up at night.
Client success and retention
Sales and marketing alignment
Data quality and management sales intelligence e-book
Account-based marketing and sales
Sound familiar? If yes, then sales and marketing intelligence may be the solution to your problems.
In case you are thinking to start an account-based marketing (ABM) program, aligning multiple departments, or growing inside a company account, you need to fully understand how account-based marketing strategy affects each of these issues.