Learn about the new field of sales intelligence and what it means for the future of sales.
Being in sales at any company can either be a very natural or a very difficult thing to do. A lot of salespeople in the B2B space have to get business by cold calling or cold emailing. The success rate associated with this process usually is very low and it can be very frustrating. Luckily, there are now companies that were created to make the sales process for B2B companies a lot easier and a lot more efficient. This article will describe what these companies do and how they make life easier for salespeople. If used properly, these new tools can help revolutionize any sales process and make it a lot more efficient and effective.
There are a batch of new companies that have gotten started recently that have obtained massive amounts of HR information for major companies across the United States and the world. They have leveraged the Internet and very large and thorough research teams to obtain detailed HR records on thousands of companies. These companies then take this data and create a massive database that they seek to refresh every few months (as HR data obviously can become obsolete very quickly). These companies also have compiled a mass of information about the companies themselves, including spending initiatives, budgets within various departments, etc. This information will help you tailor your sales pitch to the specific company you are talking to. If you know, for example, that the company hasn’t purchased a specific IT solution in a few years, you can use that knowledge in your sales pitch to perhaps suggest one of your products.
If you are a salesperson at a B2B company, you can use these new companies’ databases to extract very detailed information about your potential clients. You can search through the databases at certain companies and learn who the decision makers are, who they report to, what kind of budget they have, how frequently they buy products like the one you are selling, etc. This kind of knowledge is tremendously helpful if you are cold calling or cold emailing people as part of the sales process. If you are going to be cold calling, you want to make sure you are talking to the right person and you have the most up-to-date contact information. Using the databases at companies like iProfile or DiscoverOrg will allow you to do this. In a sales world of cold calling and cold emailing, you can convert many more leads and decrease your stress by using the very helpful databases that these companies provide. While these tools won’t be able to guarantee you any additional sales, you will become a more highly efficient salesperson and will find that your job just became that much easier. To learn more about iProfile, you can check out https://twitter.com/#!/iprofilellc or https://www.facebook.com/iprofileLLC.
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