Market Research & Surveys
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Explore this serviceSales intelligence · U.S.-based callers
Sales Intelligence
Know your market before your competitors do.
Our agents find out which competitors' products your targets use, how satisfied they are, when contracts end and who decides, so your reps call with something to say.
Discuss your campaignBuilt around your sales team
- Intelligence from real conversations
- Paid for their time, not per meeting
- A test campaign before any commitment
- Full visibility, every day
Talk to a B2B sales specialist
Tell us about your goals. We’ll help you plan the right campaign.
U.S.-based callers · 20+ years in B2B sales
20+years putting U.S.-based B2B callers in front of decision-makers
About this service
Sales Intelligence
Gain a Competitive Advantage in Your Marketplace with More Sales Leads
Here is where the expertise of our business development team along with the extensive industry knowledge of our Advisory Board can make a critical difference to your company’s marketing edge, market share, and market impact.
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With our sales intelligence service, we are able to uncover critical data about your target audience and their thoughts about the products or services there are using from your competitors.
When your salespeople are working their way through the prospecting phase of their sales process, the more relevant information and company data they have about their potential new leads, the better chance they have for many real, viable sales opportunities.
What is Sales Intelligence?
Sales intelligence embodies the strategy of accumulating actionable data regarding the prospects your sales representatives are targeting, an aspect that’s integral to B2B telemarketing. This data and business intelligence is procured in real-time and sourced from an array of channels and platforms, focusing on prospective clients. The wealth of sales intelligence data delivers significantly more than a rudimentary database of contact information for those prospects you wish to engage. This trove of information transcends the basic provision of contact details such as phone numbers and email addresses. To ensure efficacy, it is imperative that your sales team is equipped with data points that empower them to tailor impeccable messaging, which will strike a chord with the decision-makers of your target companies in their outreach initiatives.
Sales Intelligence
Sales Intelligence Starts with Defining Your Ideal Customer Profile
Exactly as it sounds, if your sales team is pursuing the wrong prospects, closing sales with be quite difficult for all your salespeople, including your best and most talented members of the team.
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New business and building solid customer relationships in a successful sale process is heavily reliant on good sales intelligence data and and a well-defined ideal customer profile. This allows for effective lead management, efficient follow up, and more accurate lead scoring and B2B sales forecasting. The reward for this work is more highly qualified leads which make your outreach and lead generation efforts even more valuable.
Learn About Your Competitors Learn About Your Prospects
With competitive intelligence you’ll learn the reasons your prospects chose a competitor’s products or services over offerings of other competitors, including yours. You’ll gain insights on how long they’ve been using it. We’ll even uncover what, if any, are their concerns about their current vendor’s products, services, or company.
And most importantly, you’ll learn more about the competitive landscape if applicable, when they may be ready to replace their current solution, and what their future objectives may be. We’ll present this vital client feedback to you and your sales team.
With the use of this sales intelligence information, we help you craft the message for your next calling campaign. Your target will feel that we are speaking to them and addressing their needs.
When completed, we are able to reveal your prospect’s thoughts as it relates to your offer.
Sales Intelligence
How Sales Intelligence Enhances Your Lead Generation Efforts
The prospecting and lead generation process helps to identify qualified leads, build customer relationships and guide current clients and prospects through the buyer’s journey. This sales enablement process requires a substantial amount of information in order to set up your sales reps for success, however it is a time-consuming task that may weigh heavily on a sales team, not allowing them enough time to focus on closing the sale.
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The answers that sales intelligence provides are many:
- Relevant information about why current clients converted
- Daily pain points faced by your clients and prospects
- Characteristics of your target audiences
- Satisfaction and loyalty levels of your clients towards your brand
- An examination of resources being utilized by clients and prospects who are in the decision-making phase of the purchasing process including website visits, social media engagement, videos, articles, events, webinars, and product trials
Marketers and salespeople should prioritize sales intelligence as part of their overall lead generation, sales and marketing, forecasting, and data enrichment planning. They should also identify the sales intelligence tools and CRM to utilize in order to gather and organize pertinent data.
Tools on the market that can be used for mining and organizing the sales intelligence and data enrichment process include:
- ZoomInfo and DiscoverOrg
- Salesforce
- Clearbit
- InsideView
- LinkedIn and LinkedIn Sales Navigator
This is a limited list of sales intelligence solutions, CRMs, automation and SAAS platforms available today to help you design and automate processes for lead generation and outreach campaigns. The different platforms rely on a variety of technology to provide deep insights into B2B company data that will help sales teams really know their target audiences. From artificial intelligence to firmographic and technographic data, to machine learning – there is a tremendous amount of data to mine. It is a vitally important phase in the sales process that will help set up the success of your sales team.
Contact Intelemark today to understand how a customized sales intelligence campaign can drive outstanding results for your company and keep your sales team focused on closing sales.
Confidence in every conversation
Committed to quality.
Built on trust.
Our agents uncover which competitors' products your targets use, how satisfied they are, contract timing and decision structure — intelligence you can act on immediately.
Experienced people, representing your brand
U.S.-based callers learn your offer, your buyers and your qualification criteria before making the first call.
Awards & recognition
A commitment to service quality, customer experience and accountable campaign delivery.
Compliance & quality standards
Processes focused on data protection, quality assurance and the responsible handling of your customer relationships.
Certifications, awards & associations
Experience that shows
Why businesses choose Intelemark
Build a stronger pipeline.
Start with a conversation about your buyers and goals.
Where sales intelligence breaks down
The gaps costing you deals.
- 01
Data that stops at contact details
Purchased lists tell you who a prospect is, not what they use, what they think or when they'll buy.
- Installed-base and competitor data
- Captured in real conversations
- Delivered with every record
- 02
Chasing the wrong prospects
If your team pursues accounts that don't fit, even your best reps struggle to close.
- Ideal customer profile defined first
- Lists segmented by fit
- More qualified leads from the same effort
- 03
Blind to the incumbent
You can't displace a competitor you know nothing about.
- Which vendor they use, and since when
- Concerns about the current vendor
- Why they chose them over you
- 04
Calling at the wrong time
A great pitch a year before the contract ends goes nowhere.
- Contract and replacement timing
- Future objectives captured
- Follow-up timed to the window
- 05
Messaging that misses
Without knowing your prospects' daily pain points, your next campaign speaks to no one in particular.
- Pain points reported from real calls
- Message rebuilt from what buyers say
- Prospects feel you're talking to them
- 06
Reps researching instead of selling
Gathering intelligence is slow work that keeps your sales team from closing.
- Our agents make the research calls
- Opportunities ready for follow-up
- Your reps focus on closing
What Sales Intelligence delivers
400%more qualified leads for Teligistics, after our software showed the client-supplied data was outdated and we rebuilt the list in industries already responding well.
- Installed-base and competitor data
- Buying-cycle and contract timing
- Opportunities ready for follow-up
How a Sales Intelligence engagement works
A test campaign first, so you see your real run rate before you scale.
- 1DiscoveryWeek 1We learn your offer, brand, buyers and market before the first call.
- 2Your criteriaWeek 1You define what qualified means. No one-size-fits-all script.
- 3Data & messagingWeek 2We clean your list or build one, and write talking points that protect your brand.
- 4Test campaign live≈ Day 14At least two dedicated callers establish your real run rate.
- 5Report & scaleThenDaily reporting and call recordings. We add callers once the numbers work.
Sales Intelligence built around your buyers
Sales leaders planning territories, companies displacing an incumbent, and strategy and product teams.
Software & IT servicesInstalled technology, contract timing and decision structure.
Medical device & healthcareEquipment status and vendor satisfaction across hospitals.
Industrial & manufacturingCurrent suppliers and replacement timing at target plants.
Financial servicesIncumbent providers and renewal windows at target firms.
Consulting firmsTiming and readiness of prospects to engage.
Included with every campaign
At least two dedicated callers, paid for their time, not per meeting.
Dedicated account manager
One accountable owner for your campaign, start to finish.
Data manager
We clean your list or build a fresh one before the first call.
Call notes & recordings
Hear exactly how we represent your brand on every call.
Daily reporting
Activity, conversations and meetings, reported from day one.
Discover our services
End-to-endB2B pipeline services
Sales Intelligence works best alongside the rest of our pipeline programs, all run by the same experienced, U.S.-based team.
Talk to an expertAccount-Based Appointment Setting
We map and call the decision-makers and influencers across your named accounts and book meetings for your account executives.
Explore account-based outreachB2B Appointment Setting
Experienced U.S.-based callers qualify your target accounts against your criteria and book timed meetings onto your reps' calendars.
Explore appointment settingDatabase Cleanup
Phone-verified contacts, titles and emails imported straight into your CRM.
Explore this serviceCustomer Reactivation
We call inactive and lost accounts, find out why they stopped buying, and re-open the conversation for your sales team.
Explore customer reactivation
Industries
Callers who already speak your buyers’ language.
We assign a manager and calling team with experience in your industry, so from day one we hit the ground running.
Good questions. Clear answers.
Before we
make the first call.
What to know about sales intelligence, from qualification to campaign launch.
Whatever you need: updated contacts, competitors' products in use, satisfaction with the current vendor, contract timing, decision structure and organizational information.
What clients say
An extension of their sales team.
Sales and marketing leaders on what it is like to work with our callers.
15+
appointments a week, more than their in-house reps
“Intelemark was consistently setting 15+ appointments per week for us, which by the way, is more than our most experienced in-house sales reps would be able to accomplish! And these meetings led to opportunities and closed revenue.”
Simply put, Intelemark has delivered for us. More appointments and more well-qualified leads. We tried other agencies – Intelemark outperformed all of them.
Chief Marketing OfficerIndustry leader in display and video conferencing solutions Before the first call was made, they made sure they understood our products inside and out so the call agents could speak knowledgeably about our products to prospects.
Jill R.Senior Account Executive, Bespoke Software Their proven ability to work with customized scripts, ask the right questions and provide meaningful feedback on call campaigns has resulted in many great opportunities.
EugeneVP of Sales, Medical Bill Review Services I can't thank you enough for this quick turn-around. Honestly your team was incredible. There is no doubt I will be utilizing you for this time and time again. Your team and the expertise and professionalism were very refreshing.
GregDirector, Customer Insights, Fortune 100 Global Healthcare Company
