[MUSIC] How do you become a top performer in sales development? Well sales intelligence tools are one great way to put yourself on a path to becoming a top performer. SDRs must build curated lead list to prepare for outreach, including information like the names of your prospects, their contact information and any related research that will help personalize your outreach. Sales intelligence tools can help with all of this. Hi, I'm Eric and I'm here to talk about an introduction to sales intelligence. We'll cover a definition of sales intelligence tools and three subtypes of these tools. Data enrichment, predictive analytics and intent, data and conversation and deal intelligence. What are sales intelligence tools? Sales intelligence is a broad category of technology covering any area that can provide data and insights to your sales process. The biggest category under this umbrella is data enrichment tools that cover both contact and account level information. Other areas include intent data providers that identify who is looking to buy as well as call intelligence tools that can transcribe and analyze your calls to see which of your prospects are most likely to close and where you can improve. And don't be surprised if you find a tool that covers more than one of these areas. If it's helping you to be more intelligent around your sales process, it falls under sales intelligence. The most common tool associated with sales intelligence is data enrichment, providing you contact information and data on your prospects and accounts which will help you to be smarter about who you're reaching out to and the companies they work for. Tools like LinkedIn sales navigator help you find who works where and what they do, while tools like ZoomInfo, LeadIQ and Prospect, provide the contact info. In general, these tools help with sales lead management by generating new lead lists, tracking and qualifying leads, and maintaining customer data within the CRM. All this helps later on when you're working in your sales engagement platform and queuing up prospects for your case. Their contact information and email and phone number, as well as all the details on company tech stacks another firmographic information are all prepopulated so you can focus solely on the messaging do you want to send. The next set of important sales intelligence tools, Predicted analytics and intent data help you time and personalize your outreach. As a salesperson, personalized outreach is key because it builds a compelling case to answer these questions for your prospect, why you and why now? In order to execute this important personalization, research is required, what's going on in your prospects company that you can help with? But the general rule of thumb for hitting high volumes of outreach in personalization at scale is just been no more than 3 minutes researching per contact. How is it possible when there's so much information to sift through and it's not always easy to determine which information is the most relevant to the reason your product would benefit your prospect. And how do you know which accounts should be the highest priority, that's why this group of sales intelligence tools exists. There are tools that automate researching prospects or target companies. These tools reduce the time you need to spend researching your prospects in accounts, which is a task that could sink anywhere from 30 minutes to an hour of an SDRs time if done manually. These tools will surface the most relevant business scoops and alert you when relevant news arises for your saved accounts, informing you that now might be a good time to reach out. These tools can also analyze web traffic and match it to specific companies, so you know who's in the market for technology like yours. This is why it's called Intent data, you know who's researching products like yours with an intent to buy. A final set of sales, intelligence tools, conversation and deal intelligence tools, evaluate the effectiveness of your messaging and outreach. Since every customer conversation is a potential sale, these tools pick up on signals from your conversations with prospects. These are indicators in your outreach that can predict a positive or a negative response. The tools can record your calls, highlighting keywords, tracking questions, objections, and the length of time each person spoke on the call. It'll highlight key indicators of intent from your customers and even areas where you personally could improve on your own side of the call. This is usually called Conversation Intelligence. Altogether, these tools will look at your calls, emails another back and forth messages with your prospects to see who's actually interested and who you might be wasting energy on. To recap, recovered a definition of sales intelligence tools in three different subtypes of these tools, data enrichment tools, predictive analytics and buyer intent data and conversation and deal intelligence tools. [MUSIC]