{"id":10328,"date":"2021-01-20T21:10:02","date_gmt":"2021-01-20T21:10:02","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?p=10328"},"modified":"2021-07-02T17:55:05","modified_gmt":"2021-07-02T17:55:05","slug":"use-intelligent-sales-data-to-grow-sales","status":"publish","type":"post","link":"https:\/\/somametrics.com\/clone\/use-intelligent-sales-data-to-grow-sales\/","title":{"rendered":"Use Intelligent Sales Data to Grow Sales"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10328\" class=\"elementor elementor-10328\" data-elementor-settings=\"[]\">\n\t\t\t\t\t\t<div class=\"elementor-inner\">\n\t\t\t\t\t\t\t<div class=\"elementor-section-wrap\">\n\t\t\t\t\t\t\t<section class=\"elementor-element elementor-element-d1e97d9 elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"d1e97d9\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-73518bd elementor-column elementor-col-100 elementor-top-column\" data-id=\"73518bd\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bd96883 elementor-widget elementor-widget-text-editor\" data-id=\"bd96883\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p><span style=\"font-weight: 400;\">In today\u2019s world, data is a vital element of any successful sales team\u2014but B2B businesses should be smart about the metrics they track. Keep in mind, the goal of collecting sales data is to grow sales. It\u2019s easy to get carried away collecting too much information, which can overwhelm a sales team.<\/span><\/p><p><span style=\"font-weight: 400;\">Overloading people with data can be just as useless as giving them none. <\/span><span style=\"font-weight: 400;\">Not only does it waste time, but it also shifts the focus to the data itself rather than what the data was supposed to enable\u2014getting more business.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">It\u2019s common for businesses to invest in collecting all the data they can, without a clear plan for <\/span><a href=\"https:\/\/hbr.org\/2020\/05\/is-your-marketing-strategy-based-on-the-right-data\"><span style=\"font-weight: 400;\">harnessing that data<\/span><\/a><span style=\"font-weight: 400;\"> to substantiate decisions. While claims of being \u201cdata-driven\u201d may have increased in recent years, <\/span><a href=\"https:\/\/www.gartner.com\/en\/newsroom\/press-releases\/2020-10-07-gartner-reveals-more-than-half-of-marketing-leaders-a\"><span style=\"font-weight: 400;\">according to Gartner<\/span><\/a><span style=\"font-weight: 400;\">, the reality is that only 54% of marketing decisions are being driven by analytics. This means that a significant amount of valuable resources are currently being wasted on unnecessary data collection.<\/span><\/p><p><span style=\"font-weight: 400;\">This problem is only accelerating during the era of COVID-19 as more of the sales process is conducted online. According to a <\/span><a href=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/the-b2b-digital-inflection-point-how-sales-have-changed-during-covid-19\"><span style=\"font-weight: 400;\">study from McKinsey<\/span><\/a><span style=\"font-weight: 400;\">, today\u2019s sales leaders consider digital channels to be twice as important as they once were. With more data generated by these online interactions, it may be tempting to collect more and more data.<\/span><\/p><p><span style=\"font-weight: 400;\">On the other hand, the goal of intelligent sales data is to encourage a prospect to do business with a sales rep. To accomplish this, intelligent sales data focuses on collecting data that enables a sales rep to be more relevant and useful to a prospect. With the right amount of data from the right sources, companies can implement this strategy to grow sales.<\/span><\/p><h2><b>Intelligent Sales Data in Practice<\/b><\/h2><p><span style=\"font-weight: 400;\">Today, sales can no longer be driven entirely by intuition and a vague sense of the customer\u2019s needs. This might have worked in the past, but as <\/span><a href=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/the-b2b-digital-inflection-point-how-sales-have-changed-during-covid-19\"><span style=\"font-weight: 400;\">nearly 90% of sales<\/span><\/a><span style=\"font-weight: 400;\"> today are conducted online, data is more readily available than ever before. Businesses need to use this influx of data effectively to ensure that they reach the right buyers online.<\/span><\/p><p><span style=\"font-weight: 400;\">Intelligent sales data focus on the target market and nothing else. To put this into practice, a successful data-driven sales team will <\/span><a href=\"https:\/\/blog.hubspot.com\/sales\/data-in-sales\"><span style=\"font-weight: 400;\">track all prospect interactions<\/span><\/a><span style=\"font-weight: 400;\"> to inform the sales process. With data on what works for their target market\u2014in terms of where prospects originated, how sales reps reached out, what transpired, and why\u2014sales teams can make better-informed decisions in the future.<\/span><\/p><p><span style=\"font-weight: 400;\">Sales should only reach out to <\/span><a href=\"https:\/\/blog.hubspot.com\/sales\/data-in-sales\"><span style=\"font-weight: 400;\">leads that fit certain criteria<\/span><\/a><span style=\"font-weight: 400;\">. By the time a new lead is sent to sales, it should have already accumulated a sufficient score as a result of significant marketing activity. It should also be the right kind of lead in terms of the role and persona. The role, level of activity, where the lead first originated, and how long it took to convert are all the pisces of information that lead into intelligent sales data. This is how intelligent sales data increases the effectiveness of the sales department\u2014by targeting leads that are more likely to result in sales, the sales team can reduce the amount of time wasted on unproductive leads.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Plus, as we have shown in the <\/span><a href=\"http:\/\/somametrics.com\/clone\/four-quadrants\/\"><span style=\"font-weight: 400;\">Four Quadrants Model of High Growth<\/span><\/a><span style=\"font-weight: 400;\">, existing customers have proven to be an excellent source of revenue. Intelligent sales data should incorporate patterns established by current customers, which helps drive revenues.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">With the right information from several tools\u2014including marketing automation, sales automation, and accounting automation\u2014intelligent data can transform the sales department and increase revenues. It is critica, however, to first determine what kind of information is needed, then build our systems to gather the necessary data, and then use reports and dashboards to inform what is working and what\u2019s not.<\/span><\/p><p><span style=\"font-weight: 400;\">SOMAmetrics is a revenue-focused marketing agency, delivering high-quality leads that close faster and at a higher rate. Our proven process identifies the best targets, defines the most compelling messaging, and runs highly targeted, digital campaigns\u2014for about 35% of what it costs clients to do internally.<\/span><\/p><p><a href=\"http:\/\/somametrics.com\/clone\/contact-us\/\"><b>Let us know<\/b><\/a> <span style=\"font-weight: 400;\">if you need any assistance in designing your intelligent sales data system.<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>In today\u2019s world, data is a vital element of any successful sales team\u2014but B2B businesses should be smart about the metrics they track. Keep in mind, the goal of collecting sales data is to grow sales. It\u2019s easy to get carried away collecting too much information, which can overwhelm a sales team. Overloading people with &#8230; <a title=\"Use Intelligent Sales Data to Grow Sales\" class=\"read-more\" href=\"https:\/\/somametrics.com\/clone\/use-intelligent-sales-data-to-grow-sales\/\">Read more<\/a><\/p>\n","protected":false},"author":4,"featured_media":8180,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"generate_page_header":""},"categories":[901,35,57,391],"tags":[3171,3172,3170,3173],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Use Intelligent Sales Data to Grow Sales - SOMAmetrics<\/title>\n<meta name=\"description\" content=\"In today\u2019s world, data is a vital element of any successful sales team\u2014but B2B businesses should be smart about the metrics they track.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/somametrics.com\/clone\/use-intelligent-sales-data-to-grow-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Use Intelligent Sales Data to Grow Sales - 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