As you plan for fiscal 2017, I’d like to make the case for transforming your sales and marketing processes with sales intelligence tools. These products provide a strategic advantage to your sales and marketing teams which helps them outsell your competition at prospects and expand your footprint at current accounts. So, if you are looking for actionable account intelligence, more effective prospecting and targeting, and more accurate analytics, make sure that there is a sales intelligence line item in your 2017 budget.

Sales intelligence products help sales and marketing teams manage the sales funnel and provide actionable intelligence to sales reps which assists with qualifying and account planning. Sales intelligence services also make sales more efficient and effective at prospecting, messaging, and selling deeper into organizations. Furthermore, there are also significant benefits to marketing via enriching, segmenting, targeting, and analysing the effectiveness of various campaigns and marketing assets.

The challenge of Buyer 2.0

Over the past decade, the work of sales reps has become much more difficult due to informed buyers that quietly research :

  • Their business needs
  • Potential solutions
  • Your company, products, and services
  • Your competitors and their offerings
  • Solution benefits and drawbacks
  • Rough pricing and implementation costs
Michael Levy
About the Author
Michael R. Levy, former Manager of Strategy and Competitive Intelligence of Infogroup, is the principal of GZ Consulting, a US market research and competitive intelligence consulting firm. He focuses on information services including sales intelligence, CRM, data hygiene, and marketing automation. Michael is also the author of "2017 Field Guide to Sales Intelligence Vendors".

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