Sales Intelligence: Your Guide To Closing More Deals With Data



The buyer’s journey is changing faster than ever. Prospects expect customization at every stage of the sales cycle but, as every salesperson knows, customization is impossible without accurate and relevant data. That’s where sales intelligence comes in. 

Sales intelligence can help sales teams automate research and customize outreach to book more meetings with qualified prospects. 

In this article, you’ll find answers to all of your questions about sales intelligence, including:

 

What is sales intelligence?

Sales intelligence is the collection of prospect data from a variety of sources (often aided by sales software), that enables sales teams to better understand their prospects and track critical buying signals.

 

Where does sales intelligence come from?

Sales intelligence data is compiled from many different sources (often by software), but not all software works to compile data in the same way. Here are just a few of the many ways this software collects data:

  • Crawling websites and social media for publicly available information
  • Analyzing website usage data
  • Using cookies to track web activity

Here are a few examples of sales intelligence data collected through these processes: