The automation of operations combined with in-depth qualification helps to sell more with business intelligence, as it connects salespeople to the right leads and allows them to make better use of their time in action.
The technological apparatus is indispensable in this search for the intelligent use of commercial data. It is only possible to do an effective job with business intelligence if the manager makes the right tools available to the team.
With that in mind, we’ve prepared this content that brings 5 tips on how to sell more with specialized software and make strategic use of commercial data. Continue reading and see what you need to boost your results!
What is business intelligence?
The concept of business intelligence — also known as market intelligence — means the combination of strategic actions based on data analysis. This data can be either information related to the leads themselves, or data generated by commercial operations: conversion rate, negotiation time, among other relevant indicators.
It is also worth remembering that business intelligence encompasses not only the quantitative analysis of information but also the qualitative analysis, so that the manager can identify bottlenecks in his operation beyond what the numbers are saying. After all, selling more with commercial intelligence is not about compiling statistics, but knowing what they mean and using them to guide strategic planning.
Let’s go to the most frequent data on which your B2B business intelligence process can be based. Information about :
Customer buying profile
- Demographic and consumption profile;
- Market pains faced by them;
- Challenges and trends in the segment in which it operates;
- Important aspects of the purchase decision;
- Prospect’s degree of purchase decision.
The sales performance
- The average ticket for the product or service;
- Customer Acquisition Cost (CAC);
- Average trading time;
- Lifetime Value (LTV);
- Conversion rate;
- churn rate;
- Customer satisfaction index.
The company’s solutions
- Performance of each product;
- Characteristics, functionalities, and differentials;
- Added value of the solutions;
- Applicability of the solution in the context of leads.
5 tips to sell more with business intelligence
Let’s now move on to practical tips for using commercial intelligence in day-to-day operations, considering, above all, the automation of tasks and the correct use of key indicators.
1. Automate business operations
Work overload is one of the most frequent problems in companies that need to manage a large lead base. Automating tasks greatly alleviates this problem because it allows teams to better utilize operational time.
Activities such as follow-ups to maintain the cadence flow can be automated, as well as lead qualification itself, to optimize the work routine.
The automatic filtering of leads, for example, is essential to streamline the contact base and allow salespeople to work only with clear business opportunities.
Thus, neither the Pre-Sales nor the Sales department is overloaded with manual activities. In addition, the risk of errors due to human failures or distractions becomes considerably lower.
2. Prioritize in-depth qualification
We know that there are many priorities when it comes to defining a B2B Sales plan. However, before worrying about adjusting the funnel and defining conversion strategies in stages, managers should prioritize the in-depth qualification of leads.
As we saw in the previous topic, this is what allows us to deliver concrete business opportunities to sellers. Thus, when working with mature leads, teams will be able to guide prospects more easily through the funnel, making better use of their time in action and ensuring a satisfactory purchase journey for the customer.
3. Work with rich, centralized data
Reading this far, you already understood that the strategic use of data is the best way to sell more with business intelligence. However, it is practically impossible to be successful in this task if you work with a decentralized base that contains only superficial information.
In this sense, the deeper the data regarding the leads – market pain, main objections, available budget, etc. – the easier for the seller to develop a personalized and consultative script. Thus, the lead will immediately identify with the product or service in question and will have more security to close the deal.
4. Know what the key indicators are
We talked about the importance of unifying the company’s database so that all employees have access to information about the purchase profile of leads and also about the results of the commercial process itself. Within this wide range of indicators, some tend to be more relevant.
These are the so-called key indicators, which are related to the company’s strategic planning. Monitoring them closely is essential to validate your team’s efforts, identifying which strategies need to be improved and which ones are bringing the expected results.
It may be that a high negotiation time, for example, signals bottlenecks in your sales funnel. Likewise, a high CAC indicates that there may be qualification failures. Keeping an eye on these indicators is the best way to correct these failures and improve the end-to-end business process.
5. Count on the right software
All the tips we listed earlier can be easily applied if you have smart tools in your operation. B2B lead qualification software, for example, accelerates sales because it filters opportunities so that the commercial team can reliably identify the right leads.
These tools also act in organizing the flow of tasks, so that employees follow the B2B prospecting step by step, always guided by data and customer history.
The result of this process is more personalized communication that is compatible with the purchase context of each lead that reaches the funnel, which consequently speeds up negotiations.
Why Use Business Intelligence?
Throughout the content, we have already given some clues about the benefits of using business intelligence in favor of the company, such as the use of rich lead data to better understand purchase scenarios and validate conversion strategies.
Working with sales history is also crucial to replicate success patterns based on strategies that are already working for your team.
But, to achieve effective advantages in this process, it is necessary to be well-advised by Business Intelligence tools. As we have seen, only with the help of specialized software, it is possible to work with data intelligence assertively, without employees getting lost in a sea of loose and mismatched information.
The software operates in all these areas so that teams have access to a rich, structured, and centralized database. In this way, the manager can work more rationally and less intuitively, since the reliability of the statistics will support the sales approaches.
The information captured by pre-salespeople, for example, is available to the Sales teams so that arguments are always well constructed. In addition, features such as lead scoring and similarity scores help the team prioritize the customer portfolio. Thus, those with a greater chance of closing will be a priority for the sector.
Advantages of using business intelligence for your business
Below, we point out the main advantages of using specialized software in the Sales operation:
- reliable data support to support strategic decisions;
- reduction of costs related to prospecting and negotiation with customers;
- access to a centralized and complete information base;
- strategic planning guided by key indicators;
- in-depth knowledge of prospects and buying behavior;
- more productive teams and fluidity in the corporate routine;
- careful risk management and identification of bottlenecks in record time;
- identification of the right leads and replication of successful patterns.
With the help of technological solutions, selling more with commercial intelligence becomes a natural path in your sales process. Together with this, teams gain extra motivation, managers can develop more promising goals and customers will acquire solutions that correspond to expectations.
Want to learn more about how B2B lead qualification software can turn your team into a sales machine? Schedule a free diagnosis and be surprised what is capable of doing for your business!