Glossary
Sales intelligence
Sales intelligence is the data and tools sales teams use to find and understand prospects: company and contact details, firmographics, technographics, org charts and buying signals such as funding, hiring or intent, usually delivered through a searchable database.
What Is Sales Intelligence?
In short A sales intelligence platform combines a database of companies and people with search, filters and enrichment.
You search by industry, size, location, job title and technology, export or sync the results to your CRM, and get alerts when an account shows a signal. Salesforce groups the data into five types: firmographic, contact, technographic, sales event triggers (buyer signals or intent) and deal data.
It answers three questions for a seller: who to contact, how to reach them and why now. Without it, reps spend hours of manual research per account and build lists on stale or guessed data. Salesforce draws the line with a CRM this way: sales intelligence finds new opportunities, while the CRM manages the customers and deals you already have.
Sales Intelligence Example
For example, an SDR targets VPs of Sales at US software companies with 50 to 500 employees that are hiring SDRs. A sales intelligence search returns 2,300 companies, 640 with open SDR roles, and 580 VPs with verified emails: a list that took a week to build by hand before.
Sales Intelligence in Practice
Outbound teams judge sales intelligence on coverage of their market, accuracy (especially valid emails and current job titles) and freshness. Test any source on a sample before committing a campaign to it: pull 200 contacts in your ICP, verify the emails and spot-check titles.
FAQ
What is the difference between sales intelligence and a CRM?
A CRM manages information about the accounts and deals you already work. Sales intelligence finds new opportunities and adds outside data, such as contacts, firmographics and signals.
What types of data does sales intelligence include?
Company firmographics, contact details, technographics, buying signals or intent, and deal data. IBM also lists competitive and historical sales data.
What is the difference between sales intelligence and conversation intelligence?
Sales intelligence is outside data about prospects and their companies. Conversation intelligence is analysis of your own calls and meetings with prospects and customers.
Is intent data part of sales intelligence?
Yes. Intent data is one input: behavioral signals, such as research activity, that suggest an account is in market. Sales intelligence also covers who to contact and how to reach them.
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Related
- GTM Glossary
Every GTM term, grouped by topic.
- Data enrichment
- Intent data
- Firmographics
- Technographics
- Signal-based selling
- Prospecting
- Ken features
Sources
| Source | Checked |
|---|---|
| HubSpot Glossary: Sales intelligence | |
| IBM: What is sales intelligence? | |
| Salesforce: What is sales intelligence? |
Changelog
- Page published.