Sales intelligence is most important for making prospecting and selling efficient. Prospects respond better when your message is personalized, which can be achieved with relevant and accurate data.

With sales intelligence you have the information about who the decision maker is and how you can reach them. It helps you understand who the customers are and what they need.

That's where B2B sales intelligence tools come into play. Sales intelligence tools empower sales professionals with valuable insights, enabling them to identify and engage with the right prospects, personalize their sales strategies, and ultimately drive revenue growth.

What is a Sales Intelligence Tool?

Sales intelligence tools are software applications or platforms which help sales people gather, analyze, and use data to improve their sales efforts. These tools provide valuable insights and information about potential customers, prospects, and the market. Companies use sales intelligence software to improve the quality contact data to find new opportunities and provide salespeople with the information like mobile numbers, business emails, technographics, job change updates, sales triggers, and firmographics. Here are some key features of sales intelligence tools:

  1. Lead Generation: Sales intelligence tools can identify and generate leads by collecting data from various sources such as websites, social media, and public databases. They help sales teams discover potential customers who are likely interested in their products or services.
  2. Contact Information: These tools often provide contact details, including email addresses and phone numbers, for leads and prospects, making it easier for     salespeople to reach out and initiate contact.
  3. Company Information: Sales intelligence tools gather data about companies, including their size, industry, location, financial health, and recent news. This     information helps sales professionals tailor their pitches and understand a prospect's needs.
  4. Sales Triggers: Many sales intelligence tools provide real-time alerts and notifications about events or activities related to leads or prospects. For example, if a company announces a new project or expansion, the tool can alert the sales team, allowing them to capitalize on the prospects job change updates.
  5. Market Insights: These tools offer market research and analysis capabilities, allowing businesses to understand market trends, competitive landscapes, and customer behavior.
  6. Integration: Sales intelligence tools often integrate with customer relationship management (CRM) systems, email marketing platforms, and other sales and marketing software, streamlining data management and communication.
  7. Analytics and Reporting: Sales intelligence tools typically offer reporting features that allow businesses to track the effectiveness of their sales and marketing campaigns, measure ROI, and identify areas for improvement.
  8. Predictive Analytics: Somesales intelligence tools use machine learning and predictive analytics to forecast sales trends, identify high-value leads, and     recommend sales strategies.
  9. Sales Workflow Automation: Automation features help sales teams streamline repetitive tasks, such as lead scoring, email outreach, and follow-ups, improving productivity.
  10. Data Enrichment: Sales intelligence tools can enhance existing customer and prospect data by adding missing information or updating outdated records.

In this comprehensive guide, we will explore the best B2B sales intelligence tools available in 2023. We will dive deep into the features and benefits of each tool, helping you make an informed decision that aligns with your specific sales needs.

1. SMARTe

SMARTe is one of the best sales intelligence tools when it comes to global coverage and accuracy. SMARTe has a total database of 226M+ contacts from 20M companies to enables sales people reach out to their your ideal customers through highly accurate mobile numbers, direct dials, and business emails.

Key Features:

  • Calculate your TAM with advanced search filters based on firmographics and technographics.
  • Get technographics, and job change updates
  • Global database with a mobile a mobile number coverage of 70% in NA and 45-50% in EMEA, APAC & LATAM
  • Integrations with leading CRM and Sales Engagement tools
  • Chrome Extension to prospect on company website & LinkedIn
  • GDPR and CCPA compliant data, SOC2 verifed
  • A customer success team of data enthusiasts

Pricing:

You get 10 free reveal credits every month, book a demo here. Check out our pricing page to learn more.

2. ZoomInfo

ZoomInfo, is a well known and trusted name in the industry, and a go-to all-in-one sales intelligence tool. It has a vast and continuously updated database, ZoomInfo empowers sales teams to discover, connect with, and engage their ideal prospects effortlessly.

Key Features:

1. Comprehensive Business Data: Extensive database with detailed information on companies and contacts which you can filter to search based on various criteria such as job titles, industries, company sizes, and locations.

2. Direct Outreach: With ZoomInfo, you get access to a verified contact information, including business emails and phone numbers so that you can reach out to potential customers directly, bypassing gatekeepers and increasing your chances of a successful connection.

3. Real-time Alerts: Stay in the know about your prospects' activities and company updates with ZoomInfo's real-time alerts like job change alerts, new product launch, or merger.

4. Integration and Customization: ZoomInfo integrates with your existing CRM and workflow to ensure a smooth and efficient sales process.

3. LinkedIn Sales Navigator

LinkedIn Sales Navigator is an all-in-one sales intelligence tool that uses LinkedIn's vast network to help salespeople find, connect with, and engage their ideal prospects. With advanced search features and recommendations based on your activity, Sales Navigator makes it easy to identify and target the right leads.

Key Features:

  • Advanced lead search: With Sales Navigator, you can search for potential customers based on various criteria such as job title, industry, company size, and     location. This allows you to zero in on your target audience and increase     the effectiveness of your outreach.
  • InMail messaging: Sales Navigator provides you with InMail credits, allowing you to send personalized messages to prospects even if you're not connected     with them.
  • Real-time sales updates: Stay informed about your prospects' activities, job changes, and company updates with real-time alerts. This enables you to     engage with them at the right time and with relevant information.

4. Clearbit

Clearbit is a leading provider of data intelligence solutions that help sales teams find, enrich, and engage with their ideal customers. With Clearbit's Prospector and Enrichment products, you can discover new accounts, access full contact information for outreach, and gain valuable insights to tailor your sales strategies effectively.

Key Features:

  • Prospector: Clearbit's Prospector allows you to build databases of B2B businesses based on your ideal customer profiles. It provides you with comprehensive     contact information, including email addresses and phone numbers, so you can directly reach out to decision-makers and shorten the sales cycle.
  • Enrichment: Clearbit's Enrichment product enhances your customer profiles by providing additional data points, such as company details, industry information, and firmographics. This enriched data helps you personalize your sales approach and improve customer interactions.

5. HubSpot Sales Hub

HubSpot Sales Hub is a sales intelligence tool designed to improve and scale your entire sales process. From email templates and automation to automated data entry, Sales Hub empowers sales teams to do more outreach in less time. The tool provides insights into prospect interactions, engagement tracking, and notifications, allowing you to track where prospects are in the buyer's journey and follow up with the right messaging at the right time.

Key Features:

  • Email templates and automation: Sales Hub offers a library of email templates that can be customized and automated, saving you time and ensuring     consistent messaging. You can schedule follow-up emails, set reminders, and track email opens and clicks.
  • Interaction and engagement tracking: Gain visibility into how prospects are engaging with your content, including email opens, link clicks, and website visits.     This information helps you prioritize leads and tailor your follow-up accordingly.
  • Seamless CRM integration: Sales Hub integrates seamlessly with HubSpot's CRM, allowing you to manage your contacts, deals, and sales activities in one     centralized platform. This streamlines your sales process and enables better collaboration between sales and marketing teams.

6. Prospect.io

Prospect.io is a powerful sales intelligence software that seamlessly integrates into your existing sales process. With its Google Chrome extension, Prospect.io makes it easy to find email information for potential leads and launch email campaigns directly from your browser. The tool also offers integration with various other sales tools, ensuring a smooth workflow without complicating your life.

Key Features:

  • Email finder: The Google Chrome extension allows you to quickly find email information for potential leads while browsing LinkedIn or other websites. This saves you time and eliminates the need for manual research.
  • Email campaigns: Prospect.io enables you to launch email campaigns with just a few clicks. You can create personalized email sequences, set up automated follow-ups, and track the performance of your campaigns.
  • CRM integration: Prospect.io integrates with popular CRM systems, including Salesforce, Pipedrive, and HubSpot. This seamless integration ensures that     your prospect data and email activities are synchronized across platforms.

7. Salesforce Sales Cloud

Salesforce Sales Cloud is a comprehensive sales intelligence tool that optimizes sales performance from planning to closed deals. With its advanced features and artificial intelligence capabilities, Sales Cloud helps sales teams connect with leads at scale, forecast performance, and ensure a seamless sales process.

Key Features:

  • AI-powered forecasting: Sales Cloud uses artificial intelligence to analyze data and provide accurate sales forecasts. This helps sales managers make informed decisions and effectively allocate resources.
  • Sales performance monitoring: Gain real-time insights into your team's sales activities, pipeline, and performance. Sales Cloud provides customizable     dashboards and reports, allowing you to track progress and identify areas for improvement.
  • Integration with other Salesforce products: Salesforce Sales Cloud integrates seamlessly with other Salesforce products, such as Pardot for marketing     automation and Service Cloud for customer support. This integration provides a unified view of customer interactions and enables cross-functional collaboration.

8. InsideView

InsideView offers a comprehensive sales intelligence solution that helps sales teams accelerate the sales cycle and improve their overall performance. With features for territory planning, account-based selling, and sales cycle acceleration, InsideView provides valuable insights to support your sales strategies.

Key Features:

  • Territory planning: InsideView allows you to define and manage territories effectively, ensuring that each sales rep is targeting the right accounts. This helps optimize resource allocation and maximize sales opportunities.
  • Account-based selling: With InsideView, you can gain a deep understanding of your target accounts and key decision-makers. The platform provides valuable insights on company news, leadership changes, and market trends, enabling you to tailor your sales approach accordingly.
  • Social media selling: InsideView's private network shows how you and your colleagues are connected with prospects across the web. This social selling feature helps you leverage your existing network to establish meaningful connections and build trust with potential customers.

9. Nektar

Nektar is a sales efficiency platform that automates all customer information and contact management, revealing insights not usually visible in traditional CRM systems. It enables sales teams to track and identify their best buyers and act on those insights.

Key Features

  • Contact Automation: Nektar automates the process of bringing all the customer contacts into your CRM.
  • Pipeline Progression: Identify pipeline risks before they become a problem.
  • Rep Productivity: Scale revenue-winning patterns across teams.
  • Pipeline Creation: Gain complete visibility into all prospect stages to understand which deals are expected to close.
  • Relationship Intelligence: Understand key stakeholders involved and get insights on the fastest journey among stakeholders to close deals.

10. Traq.ai

Traq.ai is a sales intelligence platform that uses end-to-end automation to track and identify your best buyers and then helps you act on those insights. With Traq.ai, your sales team can identify and prioritize key decision-makers in your target companies automatically.

Key Features

  • Sales Engagement: Track and manage your sales activities, including calls, emails, and meetings, within the Traq.ai platform.
  • Email Automation: Automate and personalize your email outreach with Traq.ai's email automation capabilities.
  • Contact Database: Access Traq.ai's extensive contact database with millions of verified B2B contacts for targeted prospecting.

11. Winmo

Winmo is a sales intelligence tool that provides data on key contacts in your target accounts and helps you understand their pain points, budget, and buying behavior. It also offers forecasting capabilities to help sales teams save time on research.

Key Features

  • Contact Database: Winmo offers an extensive database of advertising and brand contacts, providing information such as contact details, job titles, and social media profiles.
  • Media Spend Insights: Winmo provides insightful data on media spend, showing which brands are advertising where and how much they invest.

12. Datanyze

Datanyze is a sales intelligence tool that provides prospects' contact information, including their email addresses and mobile numbers, which it pulls from their LinkedIn profiles and company websites. The tool also offers a Google Chrome extension, enabling you to get sales intelligence data within your browser.

Key Features

  • Contact Information: Datanyze provides email addresses and mobile numbers of prospects, pulled from LinkedIn profiles and company websites.
  • Google Chrome Extension: The Datanyze Google Chrome extension allows you to get sales intelligence data within your browser, enabling you to filter new leads.

13. Apollo

Apollo is a sales intelligence tool that offers a database of over 250 million contacts from more than 60 million companies. It not only helps you discover more solution-aware prospects but also assists you in connecting with these prospects and personalizing your sales strategy to win more deals.

Key Features

  • Contact Database: Apollo offers a vast database of over 250 million contacts from more than 60 million companies.
  • Sales Engagement: Track and manage your sales activities, including calls, emails, and meetings, within the Apollo platform.

Conclusion

Choosing the right B2B sales intelligence tool is crucial for sales teams looking to drive revenue growth and enhance their sales strategies. The tools mentioned in this guide offer a range of features and functionalities designed to empower sales professionals and improve their overall performance. Whether you're looking for advanced lead search capabilities, personalized outreach, or comprehensive sales reporting, there's a sales intelligence tool out there to meet your specific needs.

Remember, when selecting a sales intelligence tool, consider factors such as your budget, integration capabilities, and the specific features that align with your sales process. By leveraging the power of these tools, you can gain a competitive edge, increase your sales productivity, and achieve your business goals. So, take the time to explore the options, request demos, and make an informed decision that will set your sales team up for success.

Robin Ittycheria

Robin is SMARTe's Head of Products. He is passionate about translating data insights into actionable contact data.

Prospect on any site or LinkedIn using SMARTe

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