Revenue Intelligence Solutions for Sales
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Real-time awareness through active data monitoring, notifications, and custom goal tracking.
Streamline your forecasting process while monitoring and measuring variance to drive constant improvement.
Drive productivity and results through individual assessments, improvement tracking, and notes.
Answer key questions around trends, risks, and past performance through snapshot reporting for any period and any subset of data.
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Revenue Intelligence Solutions for Sales
To thrive in today’s market, you often need to juggle countless data simultaneously and then keep track of that data. In the past, if you lost just one vital file, that could spell disaster. Fortunately, we are seeing remarkable transformations in the ways data is stored and utilized.
Early data software programs used by businesses were primarily a means of data storage and certain primitive types of profit forecasting. Data entry was often manual and required the expenditure of time and personnel.
Today, data technology has come a long way, and a new class of data intelligence solutions for sales has emerged. These new programs can handle larger bundles of data, acquire that data without manual input, learn and adapt as they run, and work far quicker than anything that came before.
The artificial intelligence and machine learning technology built into this software means that its predictive capabilities are absolutely revolutionary. For revenue modeling, intelligent prospecting, pipeline optimization, competition monitoring, and opex calculations, there is no other solution so capable and efficient. For businesses of any size, any market, and any structure, these new intelligence tools offer unheard-of opportunities for growth and efficiency.
Because of the incredible versatility and efficacy of this software, it is already being leveraged by companies around the globe. This sets new standards for sales excellence and competitive tactics. As such, it’s vital that all businesses are aware of and know the potential benefits of these tools. In this article, we’ll quickly answer the question “what is sales intelligence?” and why it’s important; we’ll outline some of the major components of and tools for sales intelligence; we’ll look at the kinds of data these programs work with and can synthesize; we’ll examine the demand side of things including customer and prospect intelligence solutions and, finally, look at how new sales productivity apps take advantage of this new autonomous software to make possible new ways of doing business.
Sales Management Tools
Sales management tools will include both intelligence programs and databases. A sales manager’s job is to help the sales team drive sales, and the most important pieces of software for achieving this are the sales template and the CRM.
A sales template is a basic database holding information about sales currently in progress. Among the most basic things a sales manager needs to know is which sales rep or team is working on which deals. The template will indicate prospect/sales pairings, where prospects are in the pipeline, and give a progress timeline for each open deal.
Templates can easily be made in Google Sheets or Excel, and in some cases can also be made within a CRM. A CRM is another database containing all information regarding present and past clients and prospects. It compiles data on sales cycle lengths, prospect preferences, contact information, and other valuable details. This allows sales managers to place the right salesperson with the right prospect to maximize the likelihood of a sale.
These tools are of the utmost importance for the sales manager and the sales intelligence manager. The latter, however, is less interested in knowing data than in using it.
Sales Intelligence Tools
In addition to the databases used by the sales manager, there are a number of other sales and marketing tools of special interest to the intelligence manager. Generally speaking, sales intelligence is any data which can be utilized to improve sales figures. It can also be used to refer to the sales intelligence tools and methods used to leverage that data.
Forecasting tools are the core of sales intelligence. These programs use available data and prediction algorithms to generate probable trajectories and trends for those data. Being able to predict the behavior of prospects and competitors and accurately model revenue and opex for future sales periods is a huge advantage for any business. Newer kinds of forecasting software, like those offered by Canopy, incorporate machine learning technology which enables them to independently adjust parameters and assumptions to more accurately conform to new data. This results in unprecedented levels of accuracy in modeling.
An accounting tool is also an important part of a sales intelligence platform because it contains fiscal data. Making a sale demands resources, and so it is important to know where a company stands and will stand monetarily in order to determine the most effective and profitable future strategies. Canopy’s augmented revenue analysis software is an industry leader and can provide unprecedented insight into all types of financial decision-making.
Finally, visualizers and dashboards are of use to both sales and intelligence managers. Both work with considerable amounts of volatile data, and being able to consolidate and read them allows for quicker and smarter decision-making.
Sales Intelligence Data
Sales Intelligence data can take almost any form. Different tools will deal with different types of information and do different things with them but all tend to focus primarily on the sales pipeline. Implementing intelligence software can make a huge difference in the efficiency and profitability of a company, so let’s look at some of the things intelligence software can do.
- Analyze the data contained in a CRM and use it to probe for leaks or deficiencies in different stages of the pipeline.
- Track how long different types of prospects take to convert and use that information to rank and prioritize deals and help with future budgeting.
- Track the performance of individual sales reps to help streamline and personalize training for those who are struggling, and reward those who are doing well.
- Monitor engagement with web content and advertising campaigns to understand what resonates with prospects and whether individual sales initiatives are succeeding.
- Analyze competitor behaviors and product offerings to detect any issues with product differentiation and watch for any missed sales opportunities.
All this generated information enables a sales intelligence analyst or manager to determine what parts of the pipeline and what sales techniques are working and which can be improved upon. Any operational deficiencies can then be quickly corrected through training, restructuring, or switching tactics.
Customer Intelligence and Analytics
Intelligence software is also extremely useful when applied to data about customers.
Conversations between a prospect or client and a sales representative can have a significant effect on the chances of a deal closing. One of the things sales intelligence programs, especially those built on AI and machine learning tech, are best at is conversation analysis. Software can record every conversation between a sales rep and a potential buyer and analyze them all to identify key speech patterns and cues which either helped a deal go through, or caused it to collapse. Managers can use this data to better train their sales teams and improve efficiency.
Intelligence software can also be applied to clients who have already converted in the past. Data can be kept which lets sales reps know how a client prefers to be reached out to, how long they’re likely to take in each stage of the pipeline, and which features of your product they’re most interested in. The software can also use AI to predict when the best time to reach out a second time would be. Adhering to clients’ preferences is a good way to build loyalty to the point that they might even reach out first in the future.
Customer intelligence and analytics are at least as important as those for sales, and customer intelligence platforms should be part of every business’s software toolkit.
Buyer Intelligence Platform
Data software can also be used as part of a buyer intelligence platform to model the behavior of present and future prospects. This is essentially what demand forecasting is.
Demand forecasting allows a business to predict the future character of the market and adjust its sales model and product offerings accordingly. These programs can analyze market trends to determine the kinds of products prospects are going to need and be interested in the future, which groups are going to be interested in the kinds of products and services you offer, what buyers will expect to pay for them, and whether your base of prospects is likely to grow or shrink as time advances. With this info, your company can advertise to the right groups with the right products at the right price and work to draw in and keep as many potential clients as possible.
Growth is perhaps the most difficult task of any business. Luckily, smart prospecting software makes finding new buyers considerably easier. It can analyze dozens of online databases, market trends, and client info from competitors to create a comprehensive list of all segments and demographics that might be interested in your product offerings. Attracting prospects and understanding your base is just as important as pipeline maintenance, and is another major way of leveraging data intelligence.
Sales Productivity Apps
The automated nature of many modern data intelligence programs means they can run constantly without user input. This has opened up new possibilities for mobile business strategies.
Sales software companies have now begun offering sales productivity apps which can run on any mobile device or tablet. Now sales reps and managers can keep track of sales cycles and monitor pipeline activity from anywhere. For sales reps and teams, these apps can also store all correspondence and contact info with potential clients in one place so you’re able to easily keep on top of multiple open deals at once. Managers also have access to sales cadence software which enables them to see all sales activities from 20,000 feet and keep their eyes on the big picture.
Most importantly, these apps allow for data monitoring without having to be at the office or needing to log into a secure company workspace. This has become especially relevant during the past year but also allows for higher productivity outside the office generally.
Sales intelligence data is rapidly becoming a cornerstone of modern business. With machine learning capabilities now built into many software offerings, the benefits of using these tools and the risks and difficulties incurred by ignoring them are both greatly increased. Visit our website and sign up for a demo to see what Canopy can do to revolutionize the ways you think about selling and sales.