It is rightly said that “Thinking about a prospect does not qualify as prospecting.” Why is it right? Well, just picture this:
You are equipped with ready lists of your target companies and are planning to move with your sales strategies. Would it aid your sales team to make a relevant approach to the right decision-maker at the right time? Obviously, not as per your expectation. Again, your marketing team is focussing on building relationships with your network. Would it help you to fulfill your sales prospecting goals? You know the answer, right?
In the first instance, you might think of obtaining a few contact details of your target decision-makers and then decide on a concrete approach strategy with your offerings. Would it be of any help to generate leads or to decide on your ideal customer profile? Chances are - it would not meet your assumption. As for the second, all that could be said is, “Networking is not prospecting.”
At this point, the significance of sales intelligence data shows up. Other than keeping your sales and marketing teams aligned, these actionable and customizable data would also empower you to experience: better prospecting, generate good leads, increase conversions, ensure more deal closures, and others. Consequently, you should also ensure that:
Your teams are utilizing quality data, every time.Today, the struggle is not about obtaining contact details, location, job roles, etc., of your target company. It's more about utilizing the 100% quality guaranteed data that is continuously updated, validated, verified, actionable, and most importantly – being created by sales intelligence experts.
Your teams have properly utilized sales intelligence data for creating an Ideal Customer Profile ( ICP ). Prior analysis and realization of the value that your target profile would deliver to your offerings, can undoubtedly make your sales cycle successful. Sales intelligence data would definitely help you to achieve this and would also enable you to hit the point where you can win. After all, such intelligent data is not limited to contact details but also covers your prospect company’s business units, pain points, future goals, budgetary matters, and others.
From identifying why, where, when, what, and how your prospects want to buy to executing the most effective account-based marketing and others, these sales intelligence data can enhance your sales/marketing team’s efficacy metrics in several ways.
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