There is little to no doubt that as sales intelligence continues to emerge in the industry, it will become a crucial component in your job resume. As companies continue to sense the empowerment sales intelligence brings to their sales teams, experience with such platforms are beginning to become a standard for incoming sales professionals.

Here is an example of a job description for a Sales Associate Specialist:

How does experience with sales intelligence empower a sales professional?

It is best to answer this question by deriving some of the key duties from this job requirement and how sales intelligence can bring these duties to their fullest potential.

Identify key client prospect contacts: Sales intelligence platforms, such as InsideView, has the ability to build  Watchlists – Watchlists help you track and monitor a list of companies for relevant business opportunities and challenges. By building a company list through sales intelligence, representatives have the ability to easily find companies within their targeted industry without spending hours of time researching.

Market to the key client prospect contacts: Using People Insights from InsideView, sales professionals now have the ability to approach the right people, with the right message, at the right time. With this tool, representatives no longer have to go digging through the Internet finding recent news about key prospects – People Watchlists deliver them daily notifications where it becomes easy to market.

Set up phone qualification calls for the territory Account Executive: The standard of cold calling and using data has begun its final bow out of the sales cycle. Of course it has its benefits of dialing 100+ people in one day and getting a couple of leads out of it. However, sales intelligence platforms brings real-time “people” information. It’s not just contact data (phone, email, address, etc.)…it’s contact information combined with social profiles (Twitter, Pandora, Facebook, etc.), University experiences, news articles, and more. When sales representatives make that initial call, they have everything they need to make a personal connection with the potential client.

Why are sales intelligence platforms becoming a job requirement?

Today we are in the midst of a social revolution. As more people across the globe become connected through the Internet, our methods of business are rapidly changing. Sales is at the tip of the spear with this new transformation of business. The issue is, not all sales representatives are utilizing the incredible resources online – primarily because researching takes time, eating up sales productivity.

More than 1/4 of sales teams use 50% or more of their time researching. (Aberdeen)

Sales professionals should no longer be expected to perform to their fullest capabilities spending half of their day researching potential prospects. Companies are starting to realize they can no longer afford to hire sales representatives who bring are not productive with research and given poor data quality. Sales intelligence platforms aggregate crucial pieces of material needed to empower sales teams in order to make effective sales calls. Companies, such as TriNet, are starting to realize that leveraging InsideView and sales intelligence cuts down time wasted researching and increases sales productivity.

“InsideView has helped us greatly improve our sales effectiveness. In doing so,we have been able to halve our research time, triple  our call-to-opportunity ration, and generate more than 20% more opportunities.” Mark Stock, Sr.Director of Sales

There is little question sales intelligence is becoming a crucial tool for sales teams and professionals throughout multiple industries. Companies that require the experience of these platforms understand the power it gives to their sales professionals and the enormous benefits it has for their sales infrastructure.

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