Advertiser Campaign Management, CMO Strategy
Article | June 3, 2024
Netflix Takes an Unexpected Route
Popular streaming giant Netflix’s subscriber count plummeted for the first time in a decade. After it announced the loss of 200K subscribers in Q1 of 2022, its stocks dipped more than 35%. In addition, a shareholder recently sued the platform for violating securities law after its subscriber growth reached an all-time low and the stock value crashed, making the picture bleaker.
It’s not surprising that the platform had a change of heart about bringing advertising to its platform. The decision puts the platform in the same category as its competitors, HBO Max, Amazon’s Freevee, and Disney+, who want to offer cheaper, ad-enabled content to consumers. It also addresses the company’s issue of slow revenue growth.
“Those who have followed Netflix know that I’ve been against the complexity of advertising and a big fan of the simplicity of subscription, But as much as I’m a fan of that, I’m a bigger fan of consumer choice.”
co-CEO Reed Hastings
What Do Advertisers Think?
The advertising community had mixed reactions to the announcement. Long commercials are not an option on streaming platforms like Netflix. The ads run only for a few minutes every hour to retain the viewer experience. Despite this, advertisers are excited to target Netflix’s rich audience of over 200 million.
There is no clarity on who will sell the ads and how the campaigns will be managed. Only time will tell how Netflix’s move will affect its subscribers and the advertising market.
The company will keep ad-free tiers for subscribers who wish to enjoy high-quality ad-free content. It may change its subscription plans to offer low-cost plans with ads and minimize password sharing. There is no set timeline or regions decided for implementing these plans.
The company hopes that this “consumer choice” to choose a cheaper plan will revive its subscriber growth graph.
What Comes Next?
Though Netflix has done the unexpected, it is giving well-established ad-funded broadcasters and streaming platforms a reason to worry. As of now, the potential for a low-cost VOD service equipped with ads is huge for advertisers. Once the plans are introduced, new audience profiles will emerge. Advertisers will want to understand and target them. As an ad platform, Netflix’s performance will only be understood through testing and learning.
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Advertiser Platforms
Article | March 18, 2024
Where’s the nearest click and collect? What time does our local store close in light of the latest COVID-19 restrictions? Where can I order that toy car he/she wanted for Christmas?
Our bet is Google is your first port of call for an answer to any of these questions.
If it is, you’re not alone. In fact, it’s estimated that Google processes 5.8 billion user searches per day. And, even though there are other search engines out there, like Bing and Yahoo, it is by far the most popular.
So, with so many potential customers – because let’s face it, of those 5.8 billion there are bound to be a few thousand searching for your specific products or services - businesses simply cannot overlook advertising on Google. And even more so now thanks to restrictions on physical stores across the world being put back in place to contain the spread of the coronavirus.
Nate Burke, CEO and founder of Diginius, an ecommerce solutions provider that specialises in digital marketing PPC management, explains how you can get the most out of your Google advertising activities.
The first round of lockdowns during the spring and early summer saw many businesses with physical outlets grind to almost a complete halt. Going digital was the only option for many in order to have some chance of survival.
This saw restaurants offering online order services, more retailers moving into ecommerce and professional services conducting remote meetings via video calls.
Despite some easing of restrictions, many have kept digital their focus. For example, video meetings such as Microsoft Teams, which grew by 894% between February to June in 2020, are now prevalent as the office’s new best friend. And restaurants for instance, have advanced their minimal contact table service, allowing customers to order and pay for food on their phones by scanning a QR code or downloading an app.
But now, with lockdown restrictions being re-enforced in Britain and many other parts of the world, businesses looking to maximise their sales and earnings ahead of the Christmas period, and before the New Year begins, can’t ignore the advertising opportunities available on Google.
PPC
PPC advertising is perhaps the most obvious opportunity. It’s the best way to guarantee that your brand is put in front of an audience and can help generate a spike in traffic and leads.
Paid Search identifies “buyers” immediately. People who have typed in and are clicking a specific keyword tends to already be in buying mode, even if only at the research stage of the journey, which is so powerful compared to the rest of the marketing mix
This is because searchers seek convenience. We have come to expect the first listing on a Search Engine Results Page (SERP) to provide an answer to our query. If it doesn’t, we are more likely to change our search than scroll through pages and pages of results.
Therefore, getting your brand on that all-important first page is crucial for success on Google, which is exactly why paid advertising is beneficial. Not only can it promise a guaranteed spot here, if, the price is right for you, but it could also, potentially, provide you with the number one position.
As well as SERPs, ads can be created for the display network, utilising visual aids in the form of graphics and videos to attract leads on the Google Shopping network, which is particularly beneficial for ecommerce businesses looking to increase sales.
However, to ensure your ads are shown to people who will add value to your business, PPC activity must be strategically mapped out and effectively managed. Account set-up, keywords and bidding strategies must be considered, monitored and then adjusted to ensure your activity is effective and a return on your investment is achieved.
This requires dedicated personnel, time and budget – for both ad spend and management practices for either training, wages or outsourcing the task to an agency.
But, despite the capital required to get started, there are a number of ways to ensure you yield results that make it worthwhile. For example, remarketing can help minimise lost leads and maximise budget by targeting potential customers who have already shown an interest in your product or service.
Automation strategies are another. Bidding and ad copy can be altered automatically, depending on factors including the time of day, location and the user’s specific query wording, for instance. This lessens the chance of clicks from users with little intention of purchasing or submitting an enquiry, and, consequently, reduces wasted budget. Another common way to get more out of search advertising is to replicate campaigns across Microsoft Ads, where there is typically less competition, cheaper clicks, and a better return on investment, albeit lower search volumes.
Local strategy
One of the greatest benefits of the internet is its ability to connect businesses and customers no matter the physical distance between them. And, with lockdown enforcements, an online offering presents an opportunity to reach an even wider customer base than a shop or physical facility that is restricted by location.
However, the internet is a big, old place. It houses greater competition than what many businesses are used to in the physical realm and, as result, it’s easy to become lost, especially if you are in the early stages of establishing an online presence.
So, no matter whether you’re a retailer offering click and collect or running business as usual albeit remotely, keeping things local is your best bet for online success.
In fact, Google uses a Relevance, Distance and Prominence model to determine search results. Those most relevant, the closest in distance to the searcher and most prominent or popular are more likely to be ranked higher on results pages.
In order to maximise your chances of ranking highly for those searching for your products and services in your local area, you should make the most of tools, such as Google My Business and reviews.
As well as providing potential customers with vital business information, such as your address, contact details and COVID-adjusted opening hours, you can also instil trust and confidence in them by presenting a business that appears to be well established and organised. This is particularly important as those consumer sentiments have declined due to the pandemic.
So far, businesses have done well in adapting their processes to changing customer needs in such a short amount of time and under incredibly difficult circumstances at that.
With the coronavirus crisis far from over and many facing an online future, the only thing we can be certain of at this point is that businesses and retailers must act now to grasp opportunity. By utilising platforms such as Google and Microsoft, business owners are not simply making the best of a bad situation but are more so positioning their brand at the forefront of their chosen industry, gifting a significant advantage when markets reopen in their newly digital-focused form.
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Advertiser Platforms
Article | March 12, 2024
Embrace the power of data-driven sales and learn how to harness real-time insights, personalize outreach, and optimize sales process for unmatched efficiency through sales intelligence best practices.
Contents
1. Introduction to Sales Intelligence
2. Sales Intelligence is the Future of Sales
3. Best Practices for Efficient Sales Intelligence in Businesses
3.1. Track Buying Signals
3.2. Understand Buyer Motivations
3.3. Personalize Outreach
3.4. Prioritize Leads
3.5. Track Performance Metrics
3.6. Analyze Data Analytics in Forecasting
3.7. Monitor Market Trends
3.8. Integrate with CRM
3.9. Comply with Sales Ethics and Data Privacy
3.10. Power up Social Selling
3.11. Enhance Customer Retention
3.12. Discover Total Addressable Market
3.13. Improve Lead Qualification
3.14. Gain Insights in Real-time
3.15. Lean into Personalization
4. Building a Modern Sales Culture
1. Introduction to Sales Intelligence
Sales intelligence combines internal and external data to provide deep insights into accounts, prospects, and markets. Internal data from CRM provides behavioral insights about leads and customers. Similarly, marketing automation platforms and other systems offer valuable information. External data sources such as business databases and social media provide relevant firmographic, technographic, and buying intent signals. Sales intelligence analyses this data to offer a clear overview. Eventually, it boosts sales targeting, messaging, and forecasting.
2. Sales Intelligence is the Future of Sales
Sales intelligence is like a secret weapon for sales teams. It uses data, analytics to give full picture of customers and prospects. This means sales reps can have more meaningful conversations and close deals faster. Business intelligence strategies include sales intelligence tools to integrate data from multiple sources, like CRM, marketing automation, and social media. This way they can create detailed profiles of prospects and customers.
The capacity to convert raw data into actionable insights differentiates successful sales organizations today. Forward-thinking companies are wisely investing in sales intelligence platforms from providers. Equipped with real-time alerts and predictive analytics, sales reps can engage in smarter conversations to boost pipeline velocity and conversion rates. The competitive advantage provided by sales intelligence solidifies its role in crafting strategies for the future of sales.
For a successful modernization initiative, sales leaders need strategic alignment across the business.
This involves recognizing the role of AI in sales to improve sales efficiency:
Partner with IT- Ensure seamless systems integration and data flows
Collaborate with Marketing- Coordinate campaigns, assets, and messaging
Involve Operations- Optimize processes to maximize sales efficiency
Educate Executives- Demonstrate value and progress through analytics reporting
Empower Sales Managers- Provide enablement resources to improve team adoption
3. Best Practices for Efficient Sales Intelligence in Businesses
Adopting best practices in the sophisticated approach to sales and marketing intelligence arena enables companies to dissect vast amount of data. This effective data utilization propels them to execute informed strategies. This methodology helps to understand the leads and interact with customers efficiently. The approach catalyzes growth and prepares companies to compete by being innovative in the market.
3.1.Track Buying Signals
Understanding and responding to buying signals in real-time can give an edge to the advertising firms. Businesses can identify accounts in the market or do research by tracking actions such as website visits, content downloads, and social media interaction. This allows sales teams to focus on hot leads instead of cold outreach and time their outreach and proposals perfectly.
3.2.Understand Buyer Motivations
Businesses can uncover what motivates buyers to purchase a particular solution through market research, customer interviews and previous deals. This helps create targeted messaging that speaks directly to the buyer's needs and pain points. Grasping why clients invest in advertising services or products allows for more focused and effective sales strategies. This could be the desire for brand visibility, market expansion, or digital transformation. Tailoring your approach based on these motivations increases relevance and impact.
Segmented personalized automated email messages average 46% higher open rates than normal marketing messages.
3.3.Personalize Outreach
With insights into each lead's role, challenges, and interests, sales teams can craft personalized emails, social media messages, and other touchpoints. This tailored approach improves engagement and helps convert leads faster. Personalization is not just beneficial; it is expected. Using gathered intelligence to customize communications ensures that messages resonate with the specific needs and interests prospects through sales intelligence in B2B prospecting in the advertising sector.
Companies that track buying signals see a 70% increase in lead conversion rates.
3.4.Prioritize Leads
Not all leads are equal. By scoring leads based on fit, need, and readiness to buy, sales teams know where to focus their efforts for the best return. Data like firmographics, intent signals, and engagement can help segment and prioritize leads. Utilizing scoring mechanisms to identify and focus efforts on high-potential leads ensures optimal allocation of resources towards engagements that are most likely to convert.
A 2023 LinkedIn study reiterates the importance of detailed prospect profiling, noting that companies with comprehensive lead information recorded 40% higher conversion rates than those with sparse data.
3.5.Track Performance Metrics
One of the best practices of sales intelligence is monitoring key performance indicators (KPIs).
These include conversion rates, average deal size, and sales cycle length. These KPIs provide insights into sales effectiveness and areas for improvement.
Additional key metrics like win rates, deal sizes, sales cycle length, and lead response rates should be diligently tracked. Monitoring this data helps optimize processes and double down on what's working.
3.6.Analyze Data Analytics in Forecasting
Advanced analytics helps create accurate sales forecasts to meet targets and gain visibility into the pipeline. Historical data and predictions provide actionable insights for territory planning. Leveraging data analytics to predict market trends and customer needs allows for proactive pipeline management. This helps in anticipating demand shifts in the advertising industry and aligning offerings accordingly.
3.7.Monitor Market Trends
Staying ahead in the advertising industry requires a keen understanding of evolving market trends. This includes shifts in digital marketing, consumer behavior, and technology adoption. These factors enable your team to adapt and innovate, and is a best practice for sales intelligence. This external data paired with internal intelligence guides sales strategy.
Companies that stay ahead of market trends see a 25% increase in revenue growth.
3.8.Integrate with CRM
A CRM (customer relationship management) system integrated with sales intelligence solutions provides a single source of truth. This enables seamless data sharing across sales, marketing, and customer success for complete visibility. A robust CRM system is foundational for managing and analyzing customer interactions. Integration with sales intelligence tools enhances data accuracy and accessibility. The process fosters data-driven decision making and provides a 360-degree view of the customer.
78% of sales pros say their CRM is effective at improving sales and marketing alignment.
3.9.Comply with Sales Ethics and Data Privacy
While leveraging sales intelligence, businesses must ensure ethical data collection and usage practices. Protecting customer privacy enhances long-term loyalty. In an era where data is a critical asset, adhering to ethical sales practices and data privacy laws is paramount to building trust with clients. Additionally, it ensures compliance with regulations such as GDPR and CCPA.
42% helps influence customer buying decisions based on trust in organisation’s data security & privacy practices.
3.10.Power up Social Selling
Social platforms like LinkedIn provide a goldmine of sales intelligence. Following target accounts, engaging with connections, and monitoring content shares provide valuable insights. This utilization of social media platforms connects with prospects and clients, adding a powerful tool to the sales arsenal. It allows for the sharing of relevant content, engaging with brand conversations, and building relationships.
78% of salespeople who use social selling generate more leads than those who don't.
3.11.Enhance Customer Retention
Analyzing customer churn, satisfaction, and upsell opportunities helps retain and grow accounts. Sales intelligence plays a key role in understanding customers better. Beyond acquisition, the focus should also be on retaining advertising clients. This can be achieved through exceptional service, regular check-ins, and understanding evolving needs to foster long-term relationships.
67% of churn is preventable if the customer's problem is resolved during their first interaction.
3.12.Discover Total Addressable Market
Market research and data analysis helps assess the total addressable market (TAM) for products and services. This guides sales goals, resource allocation, and growth strategies. Identifying the TAM enables advertising firms to understand their potential market size and segment focus. This strategic insight guides marketing efforts and resource allocation.
3.13.Improve Lead Qualification
Solid lead qualification is as essential for an efficient sales process as building trust and rapport. Sales intelligence enables businesses to define ideal customer profiles and accurately identify qualified leads. Lead qualification processes can be improved by cultivating leads. Eventually, this maximizes sales efficiency on prospects with the highest likelihood of conversion.
Companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost.
3.14.Gain Insights in Real-time
With real-time alerts and dashboards, best practice in sales intelligence includes sales teams acting on critical events as they occur. This level of agility and visibility drives faster deal progression. Real-time sales intelligence provides immediate insights into customer behavior and market changes. This paves the way for agile responses and strategic adjustments.
3.15.Lean into Personalization
Businesses segment audiences and customize messaging for relevancy using sales intelligence for business growth. Personalized communication converts leads into customers more effectively. Personalization across advanced sales practices can significantly differentiate an advertising firm in a competitive era. Tailor experiences, solutions, and communications to meet the unique needs and preferences of each client.
According to McKinsey, personalization marketing can increase revenue by 5–15% and marketing ROI by 10–30%. It can also reduce customer acquisition costs by up to 50%.
4.Building a Modern Sales Culture
Looking ahead, AI in sales intelligence will become even smarter leveraging to surface patterns, recommend next steps, and even orchestrate actions across sales and marketing stacks. Perhaps most importantly, leading sales teams will increasingly view intelligence not as a utility but as an integral part of their workflow. They will use it to guide everything from targeting to messaging to forecasting. For executives, prioritizing sales intelligence today lays the foundation for data-driven selling and a formidable competitive edge.
Leveraging sales intelligence and marketing automation insights is pivotal for businesses aiming to refine their strategic positioning and enhance operational efficacy. Utilizing cutting-edge sales intelligence, organizations pinpoint lucrative prospects with unparalleled accuracy. They craft sales strategies that resonate on a deeper level with their target demographics. Future trends in sales technology will include strategic deployment of marketing analytics driving the creation of highly targeted campaigns, optimizing channel performance and ensuring elevated ROI.
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Advertiser Platforms
Article | January 9, 2024
Explore the expanding digital marketplace and how it's opening new opportunities for modern sales strategies. Find out how digital tools are fostering collaboration between sales and marketing.
Contents
1. Embracing Modern Sales Practices in Current Market
1.1 The Case for Modernizing Sales Approaches
2. Conceptual Framework of Digital Intelligence in Saless
2.1. Reinventing Sales Approaches in Omnichannel Methods
2.2. Implementing Data Analytics into Sales for Boosted ROI
3. How Digital Transformation Elevates Business Sales
4. Top 10 Innovators in Driving Sales through Digital Intelligence
4.1. Salesken
4.2. BoostUp
4.3. Revenue Grid
4.4. Aviso AI
4.5. Scratchpad
4.6. Seamless.AI
4.7. Lusha
4.8. Spotler UK
4.9. Pipeliner CRM
4.10. Dealfront
5. Wrap-up
1. Embracing Modern Sales Practices in Current Market
The business landscape is constantly evolving. Sales teams must embrace modern practices and strategies to stay competitive and drive revenue in this market. However, shifting long-standing sales processes can be daunting for any organization.
Studies show organizations that have adopted modern sales strategies and techniques experience increased win rates, shorter sales cycles, and expanded deal sizes. However, simply adopting new technology is not enough. Sales leaders must focus on aligning people, processes, and platforms to drive success.
The Case for Modernizing Sales Approaches
Buyer behavior has changed:
- The rise of digital sales intelligence has dramatically shifted purchase preferences.
- Sales reps can no longer be the sole source of information.
The emergence of new technologies:
- AI, predictive analytics, and sales engagement platforms open up more efficient workflows.
- Tech-forward teams see major lifts in productivity.
Increased competition:
- With globalization and more competition, sales cycles have lengthened.
- To win deals, sales teams need an edge with modern tools.
More data availability:
- Advanced analytics provide unprecedented insights into customers and every stage of the sales process.
- Data is the key to optimization.
The remote workforce:
- Location is no longer a limitation.
- Distributed teams are now the norm.
- Sales leaders must enable collaboration through digital channels.
These factors make modernization non-negotiable.
According to Gartner, 75% of B2B sales organizations will add artificial intelligence-guided selling solutions to their traditional sales playbooks by 2025. Thus, leadership must take action to embrace change.
2. Conceptual Framework of Digital Intelligence in Sales
2.1. Reinventing Sales Approaches in Omnichannel Methods
Against traditional methods, customers now engage across digital sales intelligence through countless channels, from social media to mobile apps. Omnichannel and modern sales strategies integrate these experiences into a seamless brand journey.
For instance, a customer can:
- Research products on a brand's website
- Chat with an online rep
- Complete the purchase on a mobile app
Companies with extremely strong omnichannel customer engagement retain, on average, 89% of their customers, compared to 33% for companies with weak omnichannel customer engagement.
Artificial intelligence allows brands to take omnichannel personalization to new heights. With mountains of customer data, AI systems can deliver hyper-relevant recommendations, predictive lead scoring, and tailored content. AI tools analyze customer conversations across channels to gauge sentiment. This reveals pain points, trends, and opportunities. AI can grade leads based on their potential purchase intent by analyzing a wide range of signals (demographics, behaviors, and so on). AI systems can also use client preferences and purchase histories to provide personalized product recommendations. This type of tailored content keeps customers engaged.
For example, Amazon uses AI to generate 35% of its revenue through recommended purchases.
2.2. Implementing Data Analytics into Sales for Boosted ROI
Data analytics has become an invaluable tool for sales teams seeking to boost their ROI. Implementing data analytics for sales growth can help identify the most promising leads. Salespeople can qualify and prioritize leads by analyzing lead attributes such as industry, company size, job title, and engagement metrics.
By 2026, 65% of B2B sales organizations will transition from intuition-based to data-driven.
Enhancement in current sales techniques like sales forecasting is possible due to data-driven sales providing visibility into future revenue streams. Analyzing historical performance, pipeline trends, and customer behaviors helps create accurate forecasts. Data analytics enhances businesses using predictive sales analytics capabilities for more precise forecasting.
Designing territories is a strategic exercise that determines how accounts get distributed across the sales team. By leveraging account, opportunity, and sales rep performance data, organizations can map out territories to balance workload and growth potential.
Around 70%-80% of decision-makers prefer remote human interactions or self-digital service instead of in-person interactions, citing safety, ease of scheduling, and a faster buying experience as their top three reasons.
Data assists in identifying problems such as extended sales cycles and indicates where the procedure fails. By analyzing data, organizations can tailor outreach and messaging to each customer’s needs. This process leads to more meaningful interactions and fosters stronger connections. The approach is rooted in fact-based decision-making, where data democratization across the sales organization empowers decisions backed by analytical insights. Relying on data-backed insights paves the way for continuous optimization and improvement.
3. How Digital Transformation Elevates Business Sales
Digital transformation is a top priority for businesses of all sizes to boost efficiency and drive sales growth. As consumer behavior progresses toward digital intelligence, companies must adapt their processes, technologies, and strategies to meet driving sales through digitalization.
Boosting ROI with AI, ML, and other digital advancements in sales strategies and maintaining the efficiency of businesses is achieved by innovation in business sales through digital transformation in the following five ways:
Streamlining Sales Processes
Transitioning sales processes to digital platforms provides greater workflow efficiency. This digital shift allows sales representatives to gain mobile access to customer data like purchase history and preferences. Lead management and opportunity tracking are automated through CRM systems. The digital tools also facilitate collaboration between sales and marketing teams. As a result of these integrations, streamlined workflows enable salespeople to focus on revenue-generating activities rather than manual administrative tasks.
According to McKinsey, 90 percent of companies that successfully scale automation invest more than half of their budgets in change management and capability building.
Enhancing the Customer Experience
Today's buyers expect seamless omnichannel experiences. Some digital channels like mobile apps, social media, and live chat allow businesses to engage prospects anytime, anywhere. Virtual tools also facilitate remote consultations and demos. Brands can create personalized interactions that drive satisfaction and loyalty by meeting customers through their preferred mediums.
Research by the Aberdeen group shows that companies with omnichannel customer engagement retain 89% more customers than those with weak omnichannel experiences.
Leveraging Data and Analytics
Digital technology grants access to an abundance of customer, product, and market data. Sales teams can derive actionable insights from analytics on lead behavior, win/loss rates, customer lifetime value, and more. Data-driven decision-making helps sales organizations optimize everything from targeting and messaging to resource allocation and forecasting. All these factors contribute to an accelerated sales process.
According to PwC, data-driven companies are 3 times more likely to report significant revenue growth year-over-year.
Expanding Addressable Market
Digital channels allow businesses to reach prospects beyond geographic limitations. Mobile, social media and other digital mediums provide access to a global marketplace. By establishing an online sales presence, brands can target relevant buyers across countries and regions.
Supporting multilingual websites and campaigns also enables companies to serve international audiences. Thus, qualifying expanded reach as an important aspect to achieve a larger universe of qualified leads.
According to Gartner, by 2025, 80% of B2B sales interactions between suppliers and buyers will occur through digital channels.
Automating Sales Tasks
Sales automation powered by AI and machine learning helps teams work smarter. Moreover, chatbots qualify leads through conversational interfaces. As account scoring and lead routing are handled automatically, outreach activities like email and social media engagement are also programmed and optimized over time. This leads to salespeople being freed from repetitive tasks to focus on complex deal-closing activities.
Sales Teams using marketing automation to nurture prospects experience a 451% increase in qualified leads.
4. Top 10 Innovators in Driving Sales through Digital Intelligence
Here are the best tools in digital sales intelligence that support efficient and streamlined business processes.
4.1. Salesken
Salesken gives insights into the last mile of customer-salesperson interactions. Its conversation intelligence software records, transcribes,and evaluates consumer conversations. These records provide actionable insights and enhance visibility into those conversations. Its real-time alerts on prospect activities help sales teams connect with leads at the right time.
Key Features
- Real-time prospect activity tracking
- Conversation intelligence like talk tracks and email templates
-Lead enrichment with firmographic and technographic data
A sales team improved their productivity using Salesken by over 200% in the first quarter and around 25% over the period of last 2 years.
4.2. BoostUp
BoostUp is one of the companies using data analytics for sales. It offers an all-in-one sales acceleration platform with sales intelligence, engagement, and coaching tools. It focuses on actionable insights for human sellers. BoostUp's pipeline management easily dissects data and identifies the root causes of issues affecting your pipeline.
Key Features
- Prospecting tools to identify net new accounts
- Conversation intelligence with talking points
- Develop rollups and views showing changes in rep forecasting calls
BoostUp customers have accelerated speed to insights by 4x, showcasing improved forecasting accuracy by over 25%.
4.3. Revenue Grid
Revenue Grid combines big data, AI, and sales experience to fuel its sales intelligence engine. It aims to help companies find their total addressable market (TAM). This business sales through AI helps collect real-time data from all points of consumer interaction to facilitate collaborative efforts aimed at preventing revenue losses and enhancing sales performance.
Key Features
- Identification of net new prospects with pinpoint accuracy
- Insights into prospect tech stacks
- TAM analysis to unlock a company's total revenue potential
The company has achieved a 24%higher engagement response rate.
4.4. Aviso AI
Aviso leverages AI to predict revenue outcomes and guide sales teams toward their quotas. It is one of the leading organizations using AI for sales forecasting. Its intelligent forecasting models provide unparalleled revenue predictability. It delivers AI Guided selling to enterprises and high-growth revenue teams.
Key Features
- AI-driven revenue forecasting and predictions
- Prescriptive guidance for optimal resource allocation
- Just-in-time notifications for sales plays
Aviso AI demonstrates a 40% increase in deal win rates.
4.5. Scratchpad
Scratchpad provides an intelligent assistant for sales teams to capture notes, retrieve information, and automatically log activities. It helps monitorthe evolution of commits compared to the Best Case scenario throughout the quarter and gain immediate insight into why thepipeline increased or decreased overnight.
Key Features
- Voice-powered note-taking during calls
- Contextual information retrieval
- Activity syncing with CRM and calendars
Scratchpad helped a company increase pipeline generation by 25%.
4.6. Seamless.AI
Used by leading companies, Seamless.AI offers an enterprise-grade sales intelligence platform. It is powered by over 100 million verified B2B contacts and 50 million companies. Seamless.AI is a sales assistant that qualifies leads, books meetings, and automates admin tasks. Their conversational AI engages prospects over email and SMS to personalize engagement efficiently.
Key Features
- List builder to quickly create targeted prospect lists
- Email finder to build contact lists and engage the right decision-makers
- Email automation with tracking and reminders
-Chrome extension for finding contact information across the internet
With Seamless.AI, companies frequently see ROI improvements ranging from fivefold to tenfold.
4.7. Lusha
Lusha is a leading sales intelligence and engagement platform that uses data and technology to help sales teams drive more personal and effective interactions. Lusha provides actionable intelligence to sales teams and a Chrome extension that integrates seamlessly into existing workflows. The company enriches prospect data automatically to give sales professionals the insight they need to close deals.
Key Features
- Email verification and deliverability to maximize campaign performance
- Contact insights like seniority, social profiles, and connections
- Lead scoring and activity tracking
- Instant data prompts to minimize research time
Lusha closed 25% more deals for a company through 280M+ contacts.
4.8. Spotler UK
Spotler is an AI-powered sales intelligence platform that delivers actionable insights on prospects and customers. With Spotler's intuitive interface and wealth of insights, sales teams can quickly identify high-potential accounts, uncover customer trigger events, and personalize outreach for greater sales productivity. It provides lead generation and automation to improve the sales pipeline.
Key Features
- Comprehensive intent data and ABM based on web activity
- Seamless integration with popular CRMs and sales tools
- Automated workflow tool for lead nurturing
- Utilise advanced personalization techniques to track and retarget abandoned carts.
Spotler UK helped a company achieve an 11X return on investment through personalization.
4.9. Pipeliner CRM
Pipeliner CRM aims to empower sales teams with actionable intelligence throughout the sales cycle. Pipeliner centralizes contacts, accounts, and deals while providing actionable suggestions based on signals in the data. Sales reps gain an accurate forecast while managers have transparency into team performance.
Key Features
- Interactive sales pipeline with AI-powered insights on win probability
- Sales productivity analytics to identify areas for improvement
- Automated data enrichment and scoring to focus on hot leads
- Interactive sales pipeline with AI-powered insights
4.10. Dealfront
Dealfront helps sales teams move swiftly on the best opportunities by aggregating buyer and account data. Its real-time alerts notify users of any account changes. Dealfront equips salespeople with a complete view of target buyers and accounts. By centralizing data points from the web and aggregator sites, reps can focus on selling with a competitive edge.
Key Features
- Fast prospecting with company and contact search
- Market research reports to understand accounts
- Powerful intent data and lead scoring to identify high-propensity targets
- Contact information and org charts for personalized outreach
Connect with the right decision makers from over 180M+ contacts to turn them into B2B leads.
5. Wrap-up
The transition to digital platforms in sales processes marks a significant evolution in how businesses operate. This digital transformation improves workflow efficiency and provides more access to crucial customer data. It also streamlines collaboration between the sales and marketing teams.
This trend of sales intelligence is bound to continue, with digital tools becoming even more sophisticated. Developments in artificial intelligence and machine learning are likely to offer even deeper insights into customer behavior. This will further personalize the sales experience. Additionally, integrating virtual and augmented reality technologies has the potential to revolutionize how products and services are demonstrated and sold.
The future of sales is also set to become more predictive and proactive. With the vast amount of data collected, modern B2B sales strategies can be increasingly driven by predictive analytics. This enables sales teams to anticipate customer needs and preferences before they are even expressed. Businesses might offer tailored solutions to customers at the right time, leading to a more intuitive sales process.
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