Sales Intelligence software helps reps to find and understand details about prospects and customers. These tools collect data from all public sources and collate them into easily usable format making it readily available for reps. Reps can slice and dice the data to understand the market, accounts, buyer intent and changes in the organizations without spending too much time on it. Sales Intelligence platforms are primarily used for lead generation, lead nurturing, upselling and cross selling activities.
Learn what is Sales Intelligence, why it is important for business and how to choose the right Sales Intelligence software.
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Read more about how companies in different industries are using Sales Intelligence software to drive results.
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Updated By Cuspera
Last updated: Aug 16, 2023
B2B Contact Database | Company Information Database
Zoominfo is a B2B business solutions software for enterprises, enabling sales, marketing and account management teams with business leads and contacts, and marketing automation solutions that enable faster conversion of prospects to customer.
Zoominfo provides the most accurate contact data that can be directly used for prospecting for customers, and uses AI to analyze previous searches to propose similar contacts for the next outreach. Zoominfo also provides market intelligence on accounts, and automated workflows that push intelligence data into the CRM solution in use.
Zoominfo provides complete details on website visitors including a detailed company profile enabling up-to-date contact information for running campaigns and other marketing activities. Zoominfo integrates with CRM/ERP solutions such as Salesforce, Microsoft Dynamics, Hubspot, Marketo to name a few. Zoominfo data is secured with authentication and encryption.
(Zoominfo has acquired Everstring)
We have very aggressive revenue growth targets. And so far, we have absolutely needed ZoomInfo in order to meet and exceed those goals.Rich Adams
Sales Tools Strategy
Zoom
Vendor: ZoomInfo Technologies LLC
Founded: 2000
Company Size: 1001-5000
HQ Location: Vancouver, WA
Financials: PRIVATE
Competitive intelligence software to see and seize opportunities
Crayon is a business intelligence software platform that helps companies identify opportunities and take advantage of them to be successful. It helps the users can find out about their competitors' revenue and funding, their traffic rankings and social statistics, their state of competitive intelligence, and modify their battle card templates. This helps the sales team to gain deals against the competition and drives up the competitive win rate.
Crayon’s collaboration and analytics tools facilitate data sharing within teams and between different stakeholders based on the analytics and trend reports, allowing for quicker data-based decision-making. It also provides automated and actionable market intelligence analytics for businesses.
The platform features Competitive insights, curated analytics on market intelligence and tools for organization and prioritization of data.
It’s coffee and Crayon. I love sitting down every morning and go through my Insights feed - tagging relevant news so that my reports are already organized. It's like a daily ritual.Casey Ward
Product Marketing Manager
MURAL
Vendor: CRAYON, INC
Company Size: 101-250
HQ Location: 268 Summer Street, 5th Floor Boston, MA 02210
Financials: SERIES B
Crunchbase.com | Supercharge Your Pipeline‚
Crunchbase Enterprise is a software providing company details that could assist Market Research, Business intelligence, or data for making strategic decisions.
The software provides all the details related to a company such as funding details, investors, company data, employees and more. It provides information across a large number of industries that can be useful for prospecting, using its filter and search features.
Crunchbase integration with Salesforce enables company information to flow through the Salesforce instance. The Crunchbase API access enables company information to flow into the CRM system of the business. It also enables export of the data into excel files for analysis.
Vendor: Crunchbase Inc
Founded: 2007
Company Size: 101-250
HQ Location: 564 Market Street, Suite 700, San Francisco, CA 94104
Financials: SERIES D
B2B contact information at your fingertips
Lusha is a Sales Intelligence Software. Lusha helps business professionals establish a fast and true connection with their leads, contacts, and candidates. B2B engagement is based on trust. Lusha helps you build that trust using simple tools which allow to enrich and verify business profiles.
Lusha is designed to help sales, recruitment and marketing professionals establish a fast and true connection with their leads, prospects and candidates. With just one click, Lusha helps to retrieve emails and phone numbers of prospective clients as well as potential candidates and employees.
Lusha's simple tools enrich business profiles on social networks, Gmail, and Salesforce, and provide easy access to contact information. The vendor states their customers range from small and medium businesses to enterprises including Google, Amazon, Salesforce and Apple.
Out of my 30 SQL’s per quarter, each and every single one of them relied on Lusha to make contact with these prospects.Lance Burnstein
Head of Sales
Explorium
Vendor: Lusha Systems Inc
Founded: 2016
Company Size: 51-100
HQ Location: 1177 Avenue of the Americas, 5th Floor New York, NY 10036
Financials: PRIVATE
Find Business Contact Info for B2B Sales Prospects
Datanyze is a technographics provider helping sales, marketing and business intelligence teams to grow business, assessing technologies used by companies.
It is primarily used to identify and target leads on the basis of technology choices made by the prospects across various channels.
Datanyze monitors 11,000+ technologies available in its database, with reliable data being refreshed everyday. Historical data of 5+ years is available, and a dedicated team of analysts work to track new technology trends etc. 20 + Data Science methodologies are used to identify technology usage.
Vendor: Datanyze
Founded: 2012
Company Size: 51-100
HQ Location: 2530 Meridian Pkwy, 300, Durham, North Carolina 27713, US
Financials: M&A
Win more brand and agency sales – with less friction
Winmo is a Sales intelligence platform supporting Agencies, Media Sales, Marketing Tech, and Sponsorship sales teams across various industries with sales prospecting information and new leads.
Winmo’s advertising database provides information on key decision makers including contact information, projected opportunity time-lines and other data that has been verified by researchers. Winmo’s filters enable filtering leads based on territory, title, revenue, industry and more.
Winmo is equipped with a Sales predictor - Winmo Edge which provides a list of lead opportunities, including new funding, product launches, new markets and more, enabling quick action and deal closures. Winmo Alerts allow setting up of custom alerts to get information on changes in the prospects in the selected areas. The software integrates with all the sales systems in the business.
Before Winmo at the Raceway, a clear pain point for me was when I had a great idea for a company and couldn’t find any way to contact them other than a general contact form or a customer service line, Just being able to reach someone directly, whether they are the person you need or if they need to... pass you along within the company.
Eric Flood
Business Development Manager
Pocono Raceway
Vendor: List Partners, LLC.
HQ Location: 3098 Piedmont Road, suite 200, Atlanta, GA 30305, US
Web Data Extraction and Aggregation Services
Xtract.io is a next-gen data analytics and solutions platform that helps brands to unlock new opportunities and grow their businesses. Xtract.io helps devise data-driven strategies and builds roadmaps for organizations to drive their business transformation.
Xtract.io provides a suite of solutions that enables discovery, extraction, pre-process, management and integration of data. It includes tools for identification and ranking of the ideal data source, AI techniques to identify the best way to extract the data, processes the raw data into usable information by cleaning, classifying, normalizing and enriching the data using the appropriate tools and technologies.
Xtract.io.io enables seamless integration with the other systems in the business. It enables insights at any time by importing business ready data on-premise or in the cloud.
Vendor: Mobius Knowledge Services
Company Size: 1001-5000
HQ Location: 48 Wall Street, 11th floor, NY 10005
Financials: PRIVATE
Sales enablement platforms customized for media & ad tech companies to help you close more deals
MediaRadar is a Sales enablement platform customized for media & ad tech companies to help close more deals. It helps to acquire customers and enhance customer relationships.
MediaRadar offers comprehensive advertising analysis across multiple media platforms. It helps the clients to identify sales opportunities, create bulletproof pitches, and get the most from every sale. It also offers custom solutions and data licensing for use in market research, sales intelligence, ad compliance, and equity markets.
It helps to find perfect prospects, and get the data and insights to win more business. It shows which of the prospects participate and how much they invest in major conferences and events and also customizes advertising insights to be accessed directly through CRM to save time.
Vendor: MediaRadar, Inc
Company Size: 501-1000
HQ Location: 252 West 37th Street New York, NY 10018
Financials: PRIVATE
Introhive - Unlock Business Growth with Relationship Intelligence and CRM Data Automation
Introhive is a relationship intelligence platform that is proven to drive user adoption of CRM and increase sales and business development efficiency. Introhive is used by the legal, professional services, financial services, and high technology industries to map more relationships across colleagues, clients, and prospects, accelerating business development and marketing impact. it is helpful for business development, sales and marketing teams to focus more energy on closing deals and connecting with customers.
Introhive leverages artificial intelligence (AI), machine learning, and data automation to improve team productivity, data accuracy, and completeness of information in CRM. Its end to end platform works seamlessly to boost sales productivity, revenue, technology adoption and marketing data quality.
Introhive Automate eliminates administrative CRM busywork to help save employees time, boost productivity and drive greater adoption of CRM. Introhive Insights helps management, sales, marketing, and customer success teams create a relationship map across existing business contacts, natively in CRM to accelerate new business development, cross selling and upselling revenue. Introhive Cleanse fixes CRM data quality with AI powered data enrichment. It analyzes all the relationships inside an organisation and maps them together. This leads to internal collaboration on key accounts insights and warm introductions to accelerate the sales process.
We want to provide our clients with the best possible experience, and that requires a deep understanding, across the firm, of every touchpoint we have with them. We chose Introhive’s platform because it will not only give us valuable insights into those client relationships, it will do so securely ...and instantly, across the entire firm.
Barry Devereux
Managing Partner
McCann FitzGerald
Vendor: Introhive Services, Inc
Company Size: 51-100
HQ Location: 364 Argyle Street, Third Floor Fredericton, New Brunswick, E3B1T9, Canada
Financials: PRIVATE
Find email addresses in seconds and connect with the people that matter for your business
Hunter is the leading solution to find and verify professional email addresses. It helps sales, recruiters and marketers connect with the relevant people with simple and powerful tools. Hunter is suitable for any individual or business looking to build a database of email contacts. Sales and marketing teams in particular can benefit from this tool which speeds up the process of hunting down contacts.
The primary features include Domain Search, Email Finder, Email Verifier, Bulk tasks, Leads, Outreach. The Domain Search lists all the people working in a company with their name and email address found on the web. Email Finder allows users to find email addresses of individuals and businesses. It does this by searching the website address entered for any email addresses associated with it.
The Email Verifier does a complete check of the email address allowing the user to send your emails with complete confidence. Bulk Task gives you the power to search and verify whole lists of domains and addresses quickly and easily. The lead management feature allows you to import leads or add them manually.
Vendor: Hunter
Company Size: 1-10
HQ Location: 2810 N Church St #50754, Wilmington, Delaware, 19802-4447, USA
Financials: PRIVATE
Sales reps today are expected to deliver an extremely personalized experience during every interaction potential customers have with the company. To personalize these interactions, reps need to know a lot of details about the customer, his company and the industry which can give him an advantage over his competition and increase odds of closing the deal. Sales intelligence is the process of collecting this information about the customer and market to make the customer experience more relevant and personal.
Sales intelligence software helps reps to find and understand details about prospects and customers. These tools collect data from all public sources and collate them into easily usable format making it readily available for reps. Reps can slice and dice the data to understand the market, accounts, buyer intent and changes in the organizations without spending too much time on it.
These tools give you information about
Sales reps have to maximize time selling and reducing time hunting data and doing research. Intelligence tools can help them do in-depth prospect research, enrich CRM data, avoid junk leads, etc in less time. They use them to understand the organization charts, key decision-makers, latest projects, and intent signals so that they can pitch at the right time increasing chances of making a sale.
Marketing teams use intelligence tools primarily for data enrichment of their leads and segmentation/targeting helping them improve their conversion rates. For example - Marketers can design smaller forms and with just email have all the other data auto-populated or they can show certain content to a portion of the traffic they want to target by knowing their IP address etc.
Intelligence tools are mainly designed for salespeople, but they can also be used by recruiters for identifying new employees and filtering them based on criteria they deem fit.
The biggest advantage of using sales intelligence tools is that they give back time to your sales reps. They cut down time spent on researching and prospecting the potential customer by giving all necessary information in a matter of a few clicks. More time for reps means more selling time, which leads to increased sales.
Today's buyers are very well researched before making a purchase. So the sales rep is also expected to do his homework when engaging a buyer throughout his buying journey especially during the initial stages when the rep is trying to get new leads. Knowing the details such as the customer's intent, authority, and designation, existing tech stack, etc can help the sales rep make a good first impression and personalize every communication. This improves the customer experience, improves the response rates, shortens the sales cycle and likelihood of conversion.
Sales intelligence tools help reps generate contact lists of people similar to your existing customers. It helps reps to prioritize the right companies and accounts and give them appropriate time and an opportune moment to reach out.
Intelligence tools can help improve the quality of customer data by enriching it with all the information reps don’t have. Just from the email address of the user, you can know his name, designation, company, tech stack, department, etc.
Today the sales reps spend a lot of time trying to refine the best customers to go after. Having key insights about the users before the first contact is made is a huge win for the sales rep. Reps can define the parameters such as industry, revenue, technology, etc. and shortlist the companies of interest to them. They can also set up alerts for the changes in these accounts or when anyone in these accounts does a particular action signaling buyer intent. Approaching the potential customers, when the intent and other relevant context is established, improves the chances of conversion much higher.
The above process can also be smoothed out by some of these tools. Reps can enter the list of best current customers and tools can do the heavy lifting to identify the ideal customer profiles, generate the target list of companies and accounts to go after, thus making generating new leads much easier.
Alerts help rep be on top of the changes in terms of technology, org charts, projects, etc.
Buying signal alerts helps reps be in front of the buyers at the right time with the right pitch. Reps can create a sense of urgency and right fit by knowing the intent and tech details about the account and that is a huge value add as it saves a lot of time for both the parties.
Relationships are key to closing deals and growing accounts. Hence knowing the decision-makers and influencers in the organization, helps sales reps formulate strategies to push new sales.
Reps can get the following type of data from sales intelligence tools
These tools also help reps study their competitors with regards to their tech stacks,
ZoomInfo is a great data platform that allows me to find out the contact information (emails, phone numbers, and location) of prospects and customers for the accounts that I work with. It has highly accurate data and integrates into our CRM with extreme ease. I think that it should be a basic necessity for most sales organizations that focus on outbound to generate pipeline and close revenue
Prospects are always on the move from one role to another, from one company to another, from one country to another, etc. It is hard for the individual sales rep to be on top of this. This is where sales intelligence tools come into play and keep track of the changes happening in the B2B universe and updating daily. Data enrichment is another big proposition of intelligence tools. Most of the time sales reps have just the email or contact number of the person. These tools help enrich the information on different dimensions and give a holistic picture to the rep for further action. Beyond enrichment, data cleaning helps reps to get rid of duplicate contacts, cleanse records, ensuring clean information for rep usage.
This software primarily differentiates themselves based on the total number of data points they have about the users or accounts or industry. The more data points usually mean wider coverage of accounts, individuals, etc helping the reps reach out to a larger group.
Having incorrect data, having redundant duplicate data, having stale data, etc are common complaints of users of intelligence software. To solve these issues, some tools even have human teams verifying the data to push the accuracy of the data collected by technology means.
That said, the amount of accurate information I receive for contacts is extraordinary. What surprised me was how accurate the results were. Companies with a myriad of contacts are listed as a result and, when you select one, you're given a list of all contacts within that company. This simplifies my efforts immeasurably.
Intelligence tools expand their offerings from just being a data provider. Some tools have built-in email outreach capabilities along with the B2B database. Or they have a direct integration with your sales engagement / CRM platform to reach out to these prospects at scale.
List builders along with deep filters help you narrow down the targets from a huge list of data to the most relevant ones.
Since the tools have detailed information about the clients / prospects, it can easily score the leads based on ICP or rep defined parameters to prioritize the leads which helps reps go after the most important accounts first and maximize the odds of closing.
This involves identifying data inaccuracies, correcting them, normalizing data, de-duping it and keeping the data fresh
Probably one of the most useful features of the intelligence tools. It comes in handy when someone is beginning his buying journey and rep gets an alert so that you catch the user early on. Or if some user stopped using a tool and the rep is alerted right then. You can define alerts for any action the buyer takes, or important events happen or market trends change, etc so that sales reps are ready to leverage the new change.
AI is applied by companies very differently. Different tools use AI to answer questions
AI is also used in identifying ICP based on best customers and automating alerts based on past behavior.
Sales intelligence tools are mainly used for B2B companies from small ones to enterprises. Some tools do specialize for verticals like Winmo specializes for the media and marketing industry so the depth of contact and company data is higher for that vertical. If you need industry-specific data, you should look for a tool that specializes in that vertical. If not you should go after a tool that has more depth and accuracy.
These are the two biggest strengths and challenges for an intelligence tool. What is the breadth and depth of the database and what is the accuracy and freshness of their data? This can single-handedly tilt the buying decision in favor of the vendor. This is a big problem because ~30% of data goes stale every year. Hence the rate at which a company updates its data becomes really critical.
Most data is collected by tech scrapping and needs to be human-verified. But humans can verify millions of data points. Hence what % of data is human-verified is a key metric to look at when evaluating these tools.
Account-level relationship structures are extremely critical to decide the GTM for that account. Hence having org charts and key decision-makers and influencers mapped is a huge plus.
Intelligence tools have to integrate with your CRM to update and enrich the lead information. Also, they have to power email engagement campaigns for your prospects. Hence it becomes extremely critical to look for solutions that have good integrations with both CRM and engagement platforms.
If you are a small company, some tools have an engagement module built for your needs, so that you can avoid buying an intelligence and engagement tool separately. Apollo.io, Growbots, Autoklose, etc work perfectly well for intelligence and engagement needs of small to medium companies.
Some companies exclusively focus on using AI to identify growth companies i.e. mining early signals if a company is planning to expand into new businesses or new projects in the near future. Companies such as Gazelle.ai, Cognism do a good job of answering the growth question.
Since users have highlighted ROI concerns with intelligence tools it makes sense for you to do an ROI discussion with the vendor before buying an intelligence tool.
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One Platform to Accelerate Revenue
FlashInfo is a global sales intelligence engine that endows companies a powerful B2B intelligence database, and helps discover customers in chosen TAM. FlashInfo provides access to enriched data for over 200 million companies and over 600 million people profiles worldwide, available via Web, Android, iOS, API and 3rd party integrations (like CRM). With the complete enterprise-level data labels and business insights, FlashInfo helps organizations identify customers, but also detect and classify customer's intent. Also, provides proprietary graph database engine, search and querying of high-quality prospects that's 10 times faster and processed in real-time.
Vendor: FlashIntel
Company Size: 11-50
HQ Location: 602 Rockwood Road, Wilmington DE 19802, United States, Wilmington, DE 19802, US
Financials: PRIVATE
Autobound Sales Intelligence | Persona Based Sales
Vendor: Autobound
Company Size: 1-10
HQ Location: San Francisco, CA 94109, US
Financials: PRIVATE
AI-Powered B2B Prospecting Tools for Sales Teams
Vendor: CoPilot AI
Company Size: 11-50
HQ Location: 609 W Hastings St, Suite 888, Vancouver, British Columbia V6B 4W4, CA
Financials: PRIVATE
Intelligent CRM to manage your sales calls and WhatsApp messages in one place
Vendor: Salesmax
Find ideal customers, improve conversations and win business
Zint is a lead management and scoring solution. It fills in the gaps with real-time insight, enabling sales teams to identify the best sales opportunities at any given time and collaborate seamlessly around one single source of truth. It increases qualified leads they have generated and referrals.
Vendor: Zint, Inc.
Company Size: 2-10
HQ Location: 32 Schützenstraße, Neu-Ulm, Bavaria 89231, DE
Financials: NA
Powering end-to-end GTM productivity
TechTarget Priority Engine is a SaaS-based platform designed to give sales and marketing professionals access to the most active accounts and prospects researching technologies in their market. It is useful to improve marketing and sales by providing direct access to real buyers at priority-ranked accounts.
Vendor: Informa TechTarge, Inc.
Company Size: 501-1000
HQ Location: 275 Grove Street, Newton, MA 02466, US
Financials: IPO
PredictLeads - Sales Intelligence Solutions
PredictLeads is an AI platform that helps corporate development and sales teams spend less time researching their prospective customers or partners. It helps sales teams find and prioritize the best prospects.
Vendor: PredictLeads, Inc.
Company Size: 1-10
Financials: SEED
The smart decision platform for Sales
Acuity3d is a smart decision platform for Sales. It helps to sell more using AI to guide the team to take the right actions, at the right time. It helps to increase sales and revenue and acquire customers. It is used by Sales Managers, Inside Reps and Sales Operations team.
Vendor: Acuity Spatial Design Solutions, Inc.
Company Size: 11-50
HQ Location: 625 Massachusetts Ave, Cambridge, Massachusetts 02139, US
Financials: PRIVATE
The Ultimate OrgChart for B2B teams to win Large Accounts
Effortless Mapping is the first step into the world of insights within your business relationships thereby helping you analyze better, strategize your next steps and execute & track against them.
Vendor: DemandFarm Inc
Company Size: 51-100
HQ Location: 10 Rockefeller Plaza, Suite 810, New York, NY 10020 USA
Financials: PRIVATE
Enterprise crowdsourced forecasting using prediction markets
Vendor: Cultivate Labs
Company Size: 11-50
HQ Location: 415 N LaSalle St, Chicago, Illinois 60654, US
Financials: PRIVATE
ReadyContacts creates the best-in-class marketing datasets
ReadyContacts a sales intelligence platform is a provider of relevant, accurate and fresh contact databases for a wide range of marketing and demand generation campaigns. It helps to increase sales and revenue.
Vendor: Readycontacts
Company Size: 11-50
HQ Location: 1600 Duane Avenue, Santa Clara, CA 95054
Financials: PRIVATE
Vendor: Cloud Software Group, Inc.
Founded: 1985
Company Size: 1001-5000
HQ Location: 3307 Hillview Avenue Palo Alto, CA 94304 USA
Financials: M&A
B2B Database Provider to connect with your customers and help grow your business.
Vendor: InfoGlobalData
Founded: 2008
Company Size: 251-500
HQ Location: 1752 NW Market St #4523, Seattle, WA 98107 USA
Financials: PRIVATE
Site Search Solutions | Travel Time Calculator API
Vendor: TravelTime platform
Company Size: 11-50
HQ Location: 320 City Road, London, EC1V 2NZ, GB
Financials: PRIVATE
RampedUp | Sales Intelligence Software
RampedUp.io is a contact data solution for global marketers. It helps customers keep their database current, complete, and compliant with over 350 million social-sourced contacts.
Vendor: RampedUp.io
Company Size: 11-50
Financials: PRIVATE
Accelerate Your Pipeline with High-Quality Leads and Confirmed Projects
Vendor: Informa TechTarge, Inc.
Company Size: 501-1000
HQ Location: 275 Grove Street, Newton, MA 02466, US
Financials: IPO
Quality unlimited marketing data for every small business
Salesfully is a subscription lead generation platform that generates unlimited B2B or consumer sales leads enabling sales and marketing teams with a comprehensive list of qualified prospects.
Vendor: salesfully Co
Founded: 2014
Company Size: 1-10
HQ Location: 6000 Monroe Rd. Charlotte, NC 28212
Financials: PRIVATE
Start, Build and Grow the business - do everything right the first time
Vendor: Quick Sprout
Company Size: LinkedIn
HQ Location: Cerritos, California, United States
Financials: CRUNCHBA
Performance Marketing & Technology Agency
OneMagnify is a global marketing company that combines compelling brand communications with technology solutions and actionable analytics to deliver measurable results. OneMagnify seamlessly connects marketing, technology and analytics to draw more meaningful insights and provide greater impact to business performance.
Vendor: OneMagnify
Company Size: 51-100
HQ Location: 777 Woodward Ave, Suite 500, Detroit, MI 48226, US
Financials: PRIVATE
AI-driven relationship mapping and sales prospecting
Vendor: Aidentified, LLC
Founded: 2017
Company Size: 11-50
HQ Location: 33 Bradford Street, Concord, Massachusetts 01742, US
Financials: SERIES A
Tohoom – Stakeholder Lifecycle Management
Vendor: Tohoom
HQ Location: 1523 Maryland Blvd, Birmingham, Michigan 48009, US
Scotts Directories - Powerful database management tool
Vendor: Scotts Directories
HQ Location: 565 Orwell St Unit A, Mississauga, ON, Mississauga, Ontario L5A 2W4, CA
Actionable company intelligence with GDPR/CCPA
Vendor: Lightcast
Company Size: 501-1000
HQ Location: Moscow, Idaho
Financials: PRIVATE
FunnelBeam - AI Driven Account Based Sales
Vendor: FunnelBeam
Company Size: 11-50
HQ Location: US
Financials: SEED
