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Our Blog February 16, 2024

The Top 17 Sales Intelligence Tools to Boost Revenue in 2024

Writen by octaadsmedia

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As a salesman, having access to the appropriate data at the right moment is frequently critical to success. Today, software with advanced analytics, machine learning features, and AI capabilities will generate data faster than before. These sales solutions give sales information, which enables firms to make data-driven choices, find prospective prospects, and complete agreements more effectively.

What are sales intelligence tools?

Sales intelligence solutions are digital platforms that give firms with useful insights and data to help them improve their sales efforts. These solutions frequently use machine learning or artificial intelligence to collect and analyse data from many sources such as websites, social media, and news channels. This enables sales professionals to personalise their approach, better their engagement techniques, and, eventually, generate money.

With that in mind, let’s look at some of the greatest sales intelligence tools for achieving your sales goals.

Sales intelligence tools have become indispensable for sales teams and professionals looking to generate and close more deals. With access to quality leads and prospect data, sales reps can focus their efforts on high-value accounts, navigate sales processes more efficiently, and understand customer needs better. As competition increases across all industries, leveraging sales intelligence is no longer optional – it’s a requirement to gain a competitive edge.

Sales intelligence encompasses both sales enablement and sales analytics functionalities. It equips sales teams with deep insights into prospects, accounts, and markets to identify ideal customers and penetrate new opportunities. Whether it’s alerting reps when trigger events occur or providing detailed firmographic data, sales intelligence gives sales organizations an information advantage to drive revenue growth.

With many options now available, selecting the right sales intelligence solution for your team is crucial. The major tools provide varying capabilities around contact data, intent signals, technographics, and more. This guide will highlight the top 17 sales intelligence tools for 2024 to consider based on features, accuracy, ease of use, and overall value. With the insights from leading options, sales reps can spend less time researching and more time selling.

What is Sales Intelligence?

Sales intelligence refers to the process of gathering information and insights about prospects, customers, and the overall market landscape to better inform sales strategies and processes. The goal is to equip sales teams with the right data and knowledge to optimize everything from lead generation to closing deals.

Sales intelligence typically involves collecting both internal data from your company’s CRM as well as external data from various sources. This allows you to build comprehensive profiles of leads and accounts that include firmographic details, technologies used, trigger events, contact information, conversations happening online and off, and more.

Armed with sales intelligence, teams can identify ideal prospects earlier in the pipeline, personalize outreach, strengthen relationships, close deals faster, and exceed revenue goals. It enables more strategic, targeted, and effective selling.

Key elements of sales intelligence include:

  • Firmographic data such as company size, location, industry, revenue, number of employees
  • Organizational charts and decision maker contact info
  • Technologies used by the prospect
  • Recent trigger events like new funding, leadership changes, mergers & acquisitions
  • Social media conversations and engagement
  • News, press releases, case studies, and other developments

By leveraging both internal and external intelligence, sales teams gain a 360-degree view of accounts to best prioritize efforts and strengthen relationships.

Benefits of Sales Intelligence

Sales intelligence tools provide numerous benefits that can significantly boost sales productivity and performance. Here are some of the key benefits of using sales intelligence tools:

  • Identify New Prospects: Sales intelligence tools help uncover new potential prospects that salespeople can connect with. They provide extensive company and contact databases that sales teams can tap into to expand their prospect lists.
  • Get Insights on Prospects: These tools deliver valuable information on prospects such as organizational charts, technologies used, trigger events, news mentions, leadership changes, and much more. This intel helps sales reps better understand prospects and tailor their outreach accordingly.
  • Optimize Sales Pitches: By analyzing prospect companies, sales intelligence tools help identify the pain points prospects are facing. This allows salespeople to craft targeted pitches that present the solution to the prospect’s challenges.
  • Connect with the Right Stakeholders: Sales intelligence provides details on key decision makers within prospect organizations that sales teams need to connect with. This ensures that outreach is directed to the right people.
  • Prioritize Outreach: With sales intelligence, reps can discern which prospects should be prioritized based on parameters like company size, industry, job titles, and technologies used. This optimizes prospecting efforts.
  • Shorten the Sales Cycle: By enabling more relevant and personalized outreach to prospects, sales intelligence tools help establish connections quicker and reduce the time taken to convert prospects to customers.
  • Keep Data Updated: Sales intelligence continuously monitors companies and contacts, and updates relevant information. This ensures that sales teams always have updated intel on their prospects.

Key Features of Sales Intelligence Tools

Sales intelligence tools provide a wealth of data and insights to support sales prospecting, enablement, and acceleration. Here are some of the key features and capabilities to look for in top sales intelligence solutions:

Data Enrichment

A robust sales intelligence tool will enrich your CRM and marketing database with detailed firmographic and technographic data. This includes enriching company profiles with employee size, revenue, industry, technologies used and more. Contact records can be enhanced with direct dials, email addresses and verified contact data.

Contact Insights

Leading sales intelligence platforms provide valuable insights into prospect contacts, including career changes, work anniversaries, recent news mentions and triggers to reach out. These insights help sales teams connect with prospects at the right time and in a relevant, personalized way.

Lead Recommendations

Sales intelligence tools analyze your database and activities to provide recommended leads that match your ideal customer profile. This allows sales teams to identify net-new prospects that are more likely to convert to opportunities.

Org Chart Analysis

Visual org charts and management hierarchy data help sales teams understand prospect organizational structures. This enables more effective navigation to key decision makers.

Technographic Profiles

Understanding prospect tech stacks, software solutions and IT infrastructure provides context to tailor messaging and conversations. Sales intelligence gives technology profiles for accounts to support tech selling.

Predictive Scoring

Scoring models and prospect ratings based on firmographic, technographic and buying signals allow sales teams to prioritize best-fit accounts. This makes prospecting more efficient and improves conversion rates.

Browser Intelligence

See real-time website visitors from target accounts, along with what pages they viewed and content downloaded. This powers smarter sales follow-up and outreach.

News Alerts and Social Monitoring

Timely alerts on funding events, executive moves, mergers & acquisitions, and other news relevant to accounts enables sales teams to reach out at opportune moments. Social media monitoring provides added context.

Capacity Analysis

Assess prospect budget capacity, growth trends and spending signals to align sales messaging and avoid wasting cycles on under-resourced accounts.

Integrations

Leading sales intelligence platforms integrate with popular CRM, marketing automation and sales engagement tools for efficient data syncing and workflows.

Top 17 Sales Intelligence Tools for 2024

Sales intelligence tools provide sales teams with data and insights on prospects, customers, and competitors to help drive more informed sales strategies and increase revenue. Here are 17 of the top sales intelligence tools to consider for 2024:

1. DiscoverOrg

DiscoverOrg offers an AI-powered sales intelligence platform to find and qualify prospects. Key features include contact data, org charts, technographics, buying signals, and more.

2. ZoomInfo

ZoomInfo delivers accurate and up-to-date business contact data to fuel sales, marketing and recruiting. Key features include contact profiles, company profiles, advanced search and alerts.

3. Lead411

Lead411 provides sales professionals access to over 19 million business profiles to support prospecting. Key features include real-time database updates, email tools, and sales acceleration software.

4. Clearbit

Clearbit Sales Intelligence enriches company and contact data with real-time information from over 100 sources. Features include lead enrichment, relationship mapping, and more.

5. D&B Hoovers

D&B Hoovers delivers insights on companies, industries, executives, and sales triggers. Key features include company profiles, org charts, advanced search, and sales acceleration tools.

6. DataFox

DataFox provides AI-driven company insights for sales, marketing and business development. Key features include company profiles, contact discovery, custom alerts, and more.

7. Crunchbase

Crunchbase features over 700,000 company profiles to support business intelligence and prospecting. Key features include funding details, news alerts, org charts, and more.

8. LinkedIn Sales Navigator

LinkedIn Sales Navigator leverages the LinkedIn network for sales prospecting. Features include lead recommendations, TeamLink collaboration tools, and more.

9. RainKing

RainKing taps into 20,000 global data sources to identify new prospects and provide sales intelligence. Key features include AI-assisted search and profile enrichment.

10. InsideView

InsideViewSales Intelligence Platform delivers data-driven insights on companies, contacts, and industries. Features include advanced search, alerting, CRM integrations, and more.

11. Seamless.AI

Seamless.AI provides AI-powered lead intelligence and management for sales teams. Key features include lead enrichment, nurturing tools, and Salesforce integration.

12. Technographics

Technographics offers B2B tech installation data to enable more targeted sales and marketing. Features include tech stacks, analytics, and integrations with Salesforce and Marketo.

13. procurifi

procurifi leverages artificial intelligence and big data to identify prospects and accounts. Key features include fit scoring, ideal customer profiling, and more.

14. Chartio

Chartio provides a business intelligence platform with data analytics capabilities. Features include data connectors, dashboards, and visualization tools.

15. Clearbit X

Clearbit X offers an AI-powered suite of sales intelligence APIs and data-as-a-service to fuel prospecting. Features include company enrichment, lead enrichment, and more.

16. Demandbase

Demandbase offers an AI-driven Account Intelligence Platform combining technographics, intent data, and account data. Features include account profiling and AI-based recommendations.

17. Owler

Owler provides crowdsourced competitive intelligence on companies. Features include competitive insights, leadership changes alerts, and more.

Tool 1: DiscoverOrg

DiscoverOrg is one of the leading sales intelligence platforms, offering comprehensive company and contact data to drive sales prospecting. Here is an overview of DiscoverOrg’s key features and pricing:

Overview

DiscoverOrg touts having data on over 14 million companies and over 200 million professionals. It combines artificial intelligence, machine learning algorithms, and human researchers to aggregate and verify data from a variety of public and proprietary sources.

The platform provides in-depth information on target companies to help users identify key decision makers, infer organizational hierarchies, and uncover sales opportunities. Users can search and filter data by parameters like company, title, location, revenue, and more.

Key Features

  • Contact data: Access contact details like direct dials, email addresses, and verified job titles for over 200 million professionals.
  • Account profiles: Get employee counts, revenue, funding details, technologies used, and other information on 14 million companies.
  • Email tracking: See real-time email engagement like opens, clicks, and replies from email campaigns.
  • Prioritized leads: DiscoverOrg automatically scores and ranks leads based on parameters like seniority, likelihood to buy, and influence.
  • List building: Build targeted contact lists and save them for future use.
  • Chrome extension: Enhance LinkedIn with more data from DiscoverOrg directly on profile pages.

Pricing

DiscoverOrg offers four pricing tiers:

  • Starter: $99/month per user
  • Basic: $249/month per user
  • Pro: $499/month per user
  • Ultimate: Custom pricing

The tiers differ in the number of contacts and accounts accessible, as well as features like email tracking, list exports, and analytics. Enterprise packages are also available with volume discounts.

Tool 2: ZoomInfo

ZoomInfo is a leading sales intelligence platform used by over 20,000 companies worldwide. It combines powerful data enrichment tools with an intuitive interface to help sales and marketing teams identify, qualify, and engage with target buyers.

Overview

ZoomInfo leverages data from millions of sources across the web to deliver actionable insights on over 120 million business people and 14 million companies. Its database is updated over 200 times per day to provide users with the most up-to-date prospect intelligence.

Key features offered by ZoomInfo include:

  • Company and contact data enrichment: Instantly enrich your CRM and marketing database with accurate firmographic and demographic data on companies and contacts.
  • Email finding: Discover direct email addresses of hard-to-reach prospects. ZoomInfo uses predictive email algorithms to identify email patterns.
  • Real-time alerts: Get notifications when your prospects experience trigger events like promotions, new board memberships, etc.

-Technographic insights: Understand your prospect’s tech stack to identify cross-sell/up-sell opportunities.

  • Lead and account scoring: Score and prioritize outbound targets based on fit, intent, and influence.

Pricing

ZoomInfo offers several pricing tiers to meet the needs of different customers:

  • Basic: $59/user per month with standard company and contact data enrichment.
  • Advanced: $119/user per month with advanced features like email finding, real-time alerts, etc.
  • Corporate: Custom pricing for enterprise-level deployments with additional features like technographic insights, predictive lead scoring, etc.

Volume discounts are available on annual contracts. ZoomInfo also offers a free trial to experience the platform firsthand.

Overall, ZoomInfo provides robust sales intelligence capabilities to optimize prospecting and outreach campaigns. Its rich data and actionable insights make it a valuable addition for any sales technology stack.

Tool 3: Lead411

Lead411 is a popular sales intelligence and prospecting platform designed to help sales teams identify, qualify, and connect with prospective buyers.

Overview

Founded in 2007, Lead411 provides comprehensive information on over 14 million companies and over 4 million business professionals across the United States and Canada. The data comes from various public sources as well as opt-in email appending.

With Lead411, sales teams can quickly look up company and contact profiles to get key firmographic and technographic details. The advanced search filters make it easy to segment prospects and identify decision makers.

Users can access Lead411 via the web platform or integrate it with popular CRM and sales engagement platforms like Salesforce, HubSpot, Outreach, and others.

Key Features

  • Company and contact data: Access key details on companies and contacts, including full contact info, role, location, company info, tech stack, keywords, and more.
  • Email appending: Grow your database by appending up to 100 new email addresses per month.
  • Advanced search filters: Segment prospects by industry, revenue, # of employees, technologies used, and other attributes.
  • Chrome extension: Enables lead enrichment as you browse LinkedIn and other sites.
  • Alerts: Get notifications when key prospects move to new roles or companies.
  • CRM integration: Integrate with Salesforce, HubSpot, Microsoft Dynamics, and more.
  • Outreach integration: Access Lead411 data directly within Outreach for streamlined workflows.

Pricing

Lead411 offers individual user subscriptions starting at $44.99 per month when billed annually. Team and enterprise packages are also available with volume discounts.

The tool offers a free 7-day trial to test out the features and data.

How to Choose the Right Sales Intelligence Tool

When selecting a sales intelligence tool, there are several key factors to consider to ensure you choose the solution that best fits your needs and budget:

Data Quality and Accuracy

The foundation of any sales intelligence tool is its data. Make sure to evaluate the accuracy, depth, and comprehensiveness of the contact and company data. More robust tools have more extensive data profiles, including things like social profiles, technologies used, intent data, news mentions, and more.

Data Sources and Enrichment

Look at where the raw data comes from and how it gets enriched. The best tools combine both public and proprietary sources, then enhance the data with AI and machine learning techniques. More diverse data from direct research and contributions tends to be higher quality.

Search and Filters

Evaluate how easy it is to search for and filter contacts and accounts. Things like predictive search, custom filters, and saved searches can make it much more efficient to find your target prospects.

Mobile Access and Integration

Sales reps need access on the go, so look for mobile optimization and integration with CRM and sales tools like Salesforce or HubSpot. APIs can also allow for more seamless usage and syncing of data.

Audience Targeting

Some tools are better for targeting specific roles, technologies, company attributes, and more. Make sure the tool allows you to precisely define your target accounts and contacts. Look for segmentation by industry, technologies, intent data, and other attributes.

Pricing and Scalability

Pricing can range from monthly subscription plans to customized enterprise packages. Consider the size of your sales team and how many users need access. Also evaluate if API costs are included and how pricing scales with usage.

Ease of Use

Evaluate the UI and make sure the tool doesn’t have a steep learning curve. Look for self-service options versus high-touch consulting packages. Prioritize tools that provide value out of the box with minimal training required.

Customer Support

Look at options for customer support and training. Can you easily get questions answered? Is online training available? Strong customer service can improve adoption and maximize the value you get from the tool.

By evaluating sales intelligence tools across these key criteria, you can determine the best solution to meet your unique needs and boost sales productivity. Prioritize must-have features, scalability, and ease of use to choose a tool your team will embrace and use daily.

Conclusion

Sales intelligence continues to gain momentum for driving revenue growth. With access to quality prospect data and insights, sales teams can focus their efforts on qualified accounts, engage decision-makers, and close more deals. The sales tech landscape offers countless tools, but the ones featured in this article have risen to the top for enabling sales in 2024 through AI, big data, and actionable intelligence.

As we look ahead at the future of sales intelligence, expect continual improvements in data accuracy, integration capabilities, and predictive recommendations. Sales leaders who leverage the latest sales intelligence tools and data strategies will gain a competitive edge for hitting their number each quarter. Though the specific tools may change over time, having a sales intelligence foundation gives reps the context to start relevant conversations and build effective relationships.

Rather than simply copying contact data, modern sales intelligence serves as an engine to fuel entire sales processes. Sales teams who embrace this shift will see improved productivity, reduced churn, and ultimately higher revenue. With so much riding on sales results, organizations should seriously consider how sales intelligence can move metrics in the right direction during 2024 and beyond.

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