In today’s business world, it’s not enough to simply know how to make a great product or service. You also have to know how to sell it—understanding your customers and their needs. That’s where sales intelligence comes in.
Sales intelligence is the process of gathering information about your prospects and customers so that you can improve the way you sell. By understanding what drives their purchasing decisions and keeps them from buying, you can tailor your marketing materials and sales pitches to appeal more effectively.
Sales intelligence is vital for businesses looking to grow because it helps them understand who their customers are and what makes them tick. It allows companies to develop strategies that resonate with their target audience and encourage them to buy—and buy more often!
How Sales Intelligence Can Benefit Your Marketing Strategy
#1: Content Strategy
You know your business is best-in-class, but you’re unsure how to get the word out.
You want to reach more people, but your content strategy doesn’t seem to be working. You’ve set up your website, brochures, and social media accounts, but they’re not getting the traction you need.
The best way to get more eyes on your products and services is by creating a content mix that includes interactive content (like quizzes and polls) and video. If you’ve already got that part down pat, try personalizing some of your sales content with an AI-powered recommendation engine that suggests top-performing content that’s worked for others in similar situations.
Customers want personalized experiences, so it’s essential to give them what they want by providing the correct type of content at the right time in the purchase process. An excellent example of this is a shopper who’s considering buying shoes from a shoe store. If they’ve already purchased shoes from you in the past, you might send them an email with recommendations for other similar products or services that might interest them based on their purchase history.
#2: Product Marketing and Sales
You’ve got a great product, but your customers aren’t buying.
The best way to learn about customer needs is by talking to them directly, so consider having a conversation with your top sellers about which customers they worked with in the past that were most successful, what made them successful, and how they would approach future customers.
When you’re looking back at wins and losses, you’ll notice a few layers of actionable information.
The quantitative data on customer targeting and sales effectiveness may shed light on areas to dive into through conversations with sellers.
It’s pretty hard to tell what the problem is regarding sales, but here are a few things that might help you figure it out.
- Is your product’s value proposition clear? If not, then customers probably aren’t sure what they’re buying. So make sure your messaging is focused on showing prospects how they will benefit from using your product.
- Do you have a clear call-to-action (CTA)? Your CTA should be easy for customers to understand and simple for them to follow through on. If people don’t know what they should do next after reading or viewing your content, they probably won’t do it!
- Are you keeping in touch with prospects in a way that feels natural for them? If a prospect isn’t interested in receiving emails from you, don’t email them! It’s as simple as that.
#3: Campaign Strategies
Spray and pray marketing is when a company uses the same generic ad for every product. Consumers are savvy and can tell you when you’re trying to sell something. They also have more information than ever, so if your message is just a bunch of buzzwords thrown together, they’ll see it.
That’s where sales intelligence comes in. It allows marketers to give each product its unique ad campaign based on what its target market wants and needs—not just their assumptions about those things. This means that instead of using one generic ad for all your products, you can create specific ads for each one based on its target audience.
If you’re in the business of selling products, it can be hard to know what to focus on. Should you build a new product? Should you market your existing products more? How do you choose which marketing techniques will yield the best results?
One source of information that can help inform these decisions is sales intelligence. This insight is crucial for making intelligent decisions about your business strategy, so don’t neglect it!
Sales intelligence is information about past sales that can help you understand what’s working (and what’s not) in your industry. It can help you identify new opportunities, make informed decisions about budgets, and plan for the future.
The best part? Sales intelligence is also helpful for product marketing and content strategy. If specific industries are giving you better numbers and closed or won deals, you might want to focus more of your efforts on those – because they are working!