Herein lies the Excel/BI dilemma – choosing Excel is prioritizing flexibility over efficiency, but making that choice guarantees a productivity nightmare for sales operations. There’s no need to kick the Excel habit or scrap the BI tool. It’s time to think of sales intelligence in a new way: to look at the categories in which Excel does well, the ones in which BI does well, and where there’s room for both solutions. There are three types of sales intelligence in sales operations:

• Operational. This type of sales intelligence focuses on generating the KPIs sales leadership and sales reps use to manage and track their day-to-day business. 
• Analytical. This type of sales intelligence is more impromptu, is performed by sales operations (or other inquisitive analytical types), and generates correlative analysis that answers sales management’s deeper questions.
• Intellectual. Think of this type of sales intelligence as the annual analysis required to assess and revise each year’s sales go-to-market model, financial plan, quotas, compensation plans and corresponding accrual calculations.

Operational sales intelligence is routine, repetitive and relatively predictable. It’s simple. What makes it complex are the data feeds required to keep it accurate and updated. BI is a great fit for this space.

It's no secret that buyers are getting harder to reach and bad data can be one of the leading causes of this. In this webinar, you'll learn the benefits of clean data and how it will make your sales team more efficient. These tips will help you maintain good data inside your CRM and marketing automation platform. 

Watch this webinar replay and hear from leading experts in sales on how their solutions can improve your process to keep your sales team on the phone longer with the right decision makers.  

• How to fill the lead database with multiple contacts at target accounts
• How to enhance lead database with quality data so lead views are easily segmentable
• How to use cadence type programs to enhance multichannel communication with prospects
• How to personalize outreach strategy to increase response
• How to educate your audience instead of selling a meeting

It probably comes as no surprise that the departments most involved in B2B purchase decisions varies by industry. Recently-released survey data from LinkedIn provides some insight as to the departments that wield the most influence, and those industries in which the greatest number of departments are involved.

marketingIO: One Source for All Marketing Technology Challenges. See our solutions.  

marketingIO: One Source for All Marketing Technology Challenges. See our solutions. More 

marketingIO: One Source for All Marketing Technology Challenges. See our solutions.