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B2B Sales Intelligence: Tools and Tactics
Sales intelligence gives your team the data and insights to sell smarter. Learn how to build a sales intelligence strategy for B2B SaaS.
What is Sales Intelligence?
Sales intelligence encompasses the data, tools, and insights that help sales teams find prospects, understand their needs, and engage effectively. It includes contact databases, company information, intent data, and buying signals.
Sales Intelligence Tools
- ZoomInfo: The enterprise standard for B2B data
- Apollo: Great value with built-in engagement
- Clearbit: Data enrichment and reveal
- LinkedIn Sales Navigator: Social selling and research
- Gong: Intelligence from customer conversations
Building Your Intelligence Stack
Start with what solves your biggest problem:
- Need contacts? ZoomInfo or Apollo
- Need company data? Clearbit or ZoomInfo
- Need intent signals? Bombora, 6sense, or ZoomInfo
- Need conversation insights? Gong or Chorus
From Intelligence to Action
Intelligence data should drive personalized outreach. Connect your sales intelligence to your email and engagement tools to:
- Personalize email content with company data
- Prioritize outreach based on intent signals
- Customize messaging for different personas
- Trigger sequences based on buying signals