B2B prospecting has changed a great deal in recent years and, in an economic climate of fierce competition and sometimes long sales cycles, the databases of the 21st century must offer far more than a simple directory of companies.
With Sales Intelligence, you’ll help your sales reps adapt to new selling techniques, find better-qualified leads and improve their B2B prospecting.
Sales Intelligence and the 3.0 Sales Rep
What’s the definition of Sales Intelligence? It’s the full set of tools and techniques used to collect and process relevant information about your customers and prospects, and to support business development for B2B companies.
We’re a long way from selling as it used to be: your sales teams won’t be replaced by robots any time soon, but they will need to adapt to new practices and tools. The 1.0 sales rep who waited for inbound calls or did the rounds of their favourite customers belongs to a bygone era.
Today’s sales rep must adapt to the way their job is changing and use the latest technology to improve how they work. It’s up to you to give them the right tools to boost their motivation.
Sales Intelligence to Identify New Sales Opportunities
Your sales teams are great and already know how to source new prospects. Your inbound marketing strategy is starting to pay off, but the leads don’t always meet your expectations and, above all, there aren’t enough of them.
Refocus your B2B prospecting: with the Mixdata tool, you can easily identify your priority targets and work on all those accounts that never request information through inbound marketing.
* If you’re a delivery service provider, you’ll find companies with shipping needs, or quite simply online sellers.
* If you’re a digital agency, you’ll find companies whose websites have outdated copyright dates, or those with a digital maturity to improve.
* If you’re a software vendor, you’ll find the companies using your competitors’ products.
* If you’re a bank, you’ll find innovative companies, those working internationally, those holding specific accreditations…
But Mixdata’s other real strength is that the tool can detect buying signals and tell you when to contact the right person at the right time… though it’s still up to you to know which product/service to pitch!
* This company is currently hiring a new CFO… My turn to act!
* This company is relocating… My turn to act!
* This company now has 5 sales reps… My turn to act!
* This company now runs an e-commerce site… My turn to act!
* This company is the spitting image of the customer I signed yesterday… My turn to act!
Make Your B2B Prospecting Easier with Sales Intelligence
Because yes, Sales Intelligence is transforming the sales role. Even if you’ve already identified interesting companies for your “cold calls”, even if you’re already generating inbound leads, Mixdata lets you go further in understanding your prospects and the market you’re targeting.
You get a complete view of your target market, its players and their points of contact. You uncover hidden prospects that were previously unknown. You identify a core-target account and get all its “twins” in a few clicks. A new player appears in the market? You’re alerted straight away!
If you too want a well-stocked pipeline, for smoother and more effective prospecting, try our B2B sales acceleration tool now!
