Sales Intelligence

Sales Intelligence or SI is the collection of methods and technologies to collect and analyze information to help a company to increase sales. Data is gathered about competition, sales prospects, and products from across the web, social media & other news sources.

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Sales Intelligence Meaning

Sales intelligence denotes the available resources for research, collection, analysis, and implementation of information and insights, helping the salespeople to build strong rapport with clients. With strong marketing and sales intelligence, you can be successful in the current business environment.

The web has become a huge resource to contact lead data and sales information. However, gathering and using the information is a very difficult task, as it is normally accessible on thousands of sites. Before speaking to the clients, salespeople collect data about market information, contacts, as well as company news.

Selling is a complicated procedure and for controlling as well as driving it for success, you need a smarter approach and that’s where Sales Intelligence has a role to play. It offers predictive analytics and real-time insights to improve total sales performance. Some actionable intelligence will help your sales efforts as well as support your team for taking useful actions. Sales intelligence helps in making smarter decisions as it’s a more thoughtful and intelligent way of organizing your sales procedure.

When the Sales Intelligence Becomes Really Important?

Sales intelligence is an important advantage while selling to new prospects and building rapport with existing customers.

During the primary sales meetings, it’s quite possible that your prospect is simultaneously talking with your competitors. Providing the high-pitched presentation isn’t inevitably enough to win the client; you need to go above & beyond to show that you are the finest partner for their current as well as future requirements and you can do that through social selling.

By collecting insights and information from the internet, you can find opportunities to have personal relationships with the prospects, providing you an edge in the competition.

From industry details to relatively vague company statements, the insights that you get to the initial meetings assist you to actually know your prospects well and that act us a foundation for a healthy and long relationship.

When any business opportunity converts into your client, professional sales intelligence services will provide you with the information to maintain relevant and active engagement with the client, emphasizing that you are actually in close touch with the industry in accordance with their requirements.

Importance of Different Kinds of Data Collection

Data collection is an important aspect of the sales process. Data is gathered from different sources; few of them get acquired naturally as a part of interaction with the sales lead and the rest auxiliary data from the other sources associated with the leads – company, individuals, market, location, etc.

The principal channels for Sales include Inbound Sales Channel, Outbound Sales Channel, and Channel partners – VARs, etc. Ultimately, the data around a prospective customer is stored in a centralized system. The primary challenges are channels having their individual formats, data sources, as well as data quality issues.

Inbound Sales Data

The inbound sales data might be extracted using email, phone, website, fax, social media or postal mail. The data for all channels might come in different formats and every source might not come with a standard format.

Email Data

Email can get used to enhance an organized data store like a database for the inbound leads or enhanced CRM (Customer Relationship Management) system that mainly uses the database in back-end however hides the difficulties through a better user interface.

Fax Data

Fax data can be well-structured if the paper-based forms are utilized and OCR workflow works well to convert them to structured data. However, it has a higher error rate as well as for postal mail, this has a higher latency because of physical transport time.

Phone Data

Except you use a VOIP-based smart technology, the phone data doesn’t actually exist in the majority of companies and certainly not in the well-structured format. What you can expect is the call log and a few metadata regarding the transcripts.

Social Media Data

This data is having the potential to have well-structured however a highly developing data source. Companies try their best to work out how to use this data with their customary channels and use it in the best way beyond getting traffic to the websites as well as product marketing.

Website Data

If sales leads are coming through the website the data can be usually structured with fields for some common elements like Name, Telephone, Email, Company Name, etc. and possibly a catch-all field for details, notes, or comments. Because of the ubiquity of emails as the communication medium as well as failures of many attempts to fall it from the rest, what was organized data from the website could end up in semi-structured data in case your site communicates data in the email.

Outbound Sales Data

The outbound sales data might come with email campaigns or social media or phone. Other channels like marketing drive leads through the site or call center look more like inbound sales data. The data again might come in own format as well as every source might not even have the standard format.

Channel Sales Data

Channel-based data either using channel partners or Value Added Resellers (VARs) have their own problems. This might be hard to get at first place in case it is acquired, might be really dirty, unreliable, and unusable.
If the company has the influence over VARs or partners; that integrate with you following the guidelines, then it is highly beneficial however, still the data can’t get relied on as-is. This still needs to be cleaned, matched, verified and correlated.

Email Data

Email campaigns are the popular way to generate leads and ultimately the positive outcome of such campaigns results back to data collection. Leads can be driven either in by replying to an email or through structured resource of data collection i.e. a website.

Periodic Data Dumps

This kind of data may come over different transport mechanisms like the traditional FTP techniques or using the new cloud-based storage alternatives like Amazon S3.

Phone Data

Outbound phone call data have the same characteristics as inbound phone data using some extra data points.

Real-Time Data

This data type is certainly better however requires technical know-how right through the supply chain. This can be done using Webhooks, API calls, etc. to get the real-time interface.

How iWeb Scraping Can Be Important for Data Collection?

Our professional sales intelligence services help in all characteristics of the sales performance intelligence process in support, augmentation, as well as verification capability.

Data Collection

The Internet is an enormous source of collection of all types of information. That is not available in the structured data format. We convert all the available text over the Internet into structured data format. We can assist in collecting data about companies, markets, individuals, industries, trends, weather, geographies, health, transportation, e-commerce, governments as well as thousands of other data. We collect, match, as well as correlate disparate data resources and provide you cleansed and ready-to-use data.

Data Verification

When the data gathered or collected through us or any other sales intelligence company, the data needs to get verified in terms of accuracy of data. We can assist with the sales business intelligence verification process. This verification process might varies from simple or complex matching procedures through multi-faceted evaluations or incoherent matching. We can use different Machine Learning (ML) methods to create a sustaining and self-learning model for that verification.

Data Integration

Acquired data required to be integrated with systems, procedures, and workflow. We help you standardize data as well as integrate that using automation in the systems to get maximum benefits. We rely on an accurate integration method to satisfy your requirements with ease.

Data Augmentation

Data is generally hard to acquire or incomplete or in the worst case, incorrect; however, using latest augmented data; this data becomes the most valuable and accurate. We can search the Internet to get data that is updated or missing or the real-time data regarding your companies, sales leads, etc. We can revive the CRM systems using updated or real-time data which will increase odds of the success in sales or new client acquisition.

Why Choose Us?

iWeb Scraping offers your sales team, leads and insights they require to drive fruitful sales prospects. We continuously monitor thousands of websites for getting the latest industry and company information, offering a continuous stream of specially targeted contacts and sales intelligence. iWeb Scraping provides the best sales intelligence services in India, USA, & UAE as with iWeb Scraping, you can:

Automatically identify new leads using collecting contacts and other information from online articles, company websites, industry associations, and other resources.

Decrease sales cycles using web monitoring for market-changing trends and events that drive very productive discussions using sales prospects.

Decrease sales time by offering appropriate content updates to sales person rather than allowing them to make the search for content themselves.

Increase your selected database by adding public customer information like educational background, professional associations, as well as career history for fundamental CRM data.

Track essential customer news using routinely monitored news reports, press releases, and regulatory filings.