Sales intelligence
Data and insights about prospects and accounts that help you better target, personalize, and sell.
Detailed explanation
Sales Intelligence platforms collect and enrich data about companies and people to make your sales process more effective. This includes firmographic data (company size, revenue, industry), technographic data (which tech stack do they use), intent signals (are they showing buying interest), organizational charts (who reports to whom), funding events, job changes, and news items. Tools like ZoomInfo, Cognism, Apollo, and LinkedIn Sales Navigator provide real-time insights that help with targeting (find companies matching your ICP), timing (approach them when they're in-market), and personalization (use specific data in your outreach). Whether better targeting also lifts conversion depends on your offer and follow-up; measure it on your own pipeline instead of assuming a fixed percentage up front.
Synonyms
Examples
An SDR uses Sales Intelligence to see that a prospect recently implemented HubSpot, hired 3 sales reps, and is searching for "sales automation". This provides perfect context for a relevant outreach message.
Through intent data you see that 50 companies in your ICP are actively searching for your category solution.
When to use this?
Implement Sales Intelligence when you're doing outbound and want to target better than just based on LinkedIn filters. It works best when you have a clear ICP and want to scale personalized outreach.
Sources & further reading
Your Company OS approach
Your Company OS connects sales intelligence sources to your CRM, so account data lives in one place for your team and your AI colleagues. Which source you choose and what you do with it is up to you.
Related terms
Want to know more about Sales intelligence?
Want to know how to put Sales intelligence to work in your organisation? Get in touch with Your Company OS.