How Small Businesses Can Leverage Sales Intelligence Software to Supercharge Sales, Boost Efficiency, and Close Deals

Introduction

As a small commercial services business owner, you’re no stranger to wearing multiple hats and juggling many tasks each day.

But let’s face it, being under-resourced and having limited bandwidth is just the tip of the iceberg. You’re also constantly battling to stay ahead of the competition, identify new business opportunities, and close deals- not to mention managing all the people involved.

It’s a daunting task, to say the least.

According to a recent study, the top challenges faced by small commercial services businesses include:

• Limited resources and budget 
• Difficulty in identifying and qualifying new leads 
• Inefficient sales processes and lack of automation 
• Limited visibility into customer behavior and preferences 
• Difficulty in measuring the effectiveness of sales efforts 

Interestingly, there’s one tool that can tackle all these challenges—sales intelligence software. It’s a game-changer that helps you handle everything we’ve talked about while also streamlining your sales process, boosting efficiency, and driving revenue growth.

But what exactly is sales intelligence, and how can it benefit your small commercial services business and sales professionals?

What is Sales Intelligence Software?

As the term “intelligence” implies, sales intelligence solutions collect, analyze, and deliver unique insights that help sales organizations identify potential customers, personalize outreach messages to their needs, and generate leads.

This strategic tool is all about speeding up revenue and building a solid sales pipeline, which is great for “inside” sales reps and field sales teams. Lately, though, marketing teams and sales managers have jumped on board, too, realizing how sales intelligence software can really boost their targeting, messaging, and campaign planning!

Sales intelligence tools like Convex leverage the power of Generative AI, combined with data, predictive analytics, and buying signals, to ensure that you’re making intelligent decisions in your sales process and not just taking random “shots in the dark.”

How can Small Commercial Services Businesses Benefit from Sales Intelligence Software?

Sales intelligence solutions are super versatile, making them perfect for small businesses in all sorts of industries—especially commercial services! Whether you’re in fire, life, and safety (FLS), HVAC, roofing, solar, elevators, commercial cleaning, waste management, or asphalt and paving, having a sales intelligence solution with accurate data linked to a property can really make a difference.

Now that we’ve got a clearer picture of what sales intelligence software is let’s explore how it can supercharge the sales cycle for your business:

1. Improved Lead Generation: Small businesses often struggle with finding and qualifying leads due to limited resources and budget constraints. Sales intelligence software helps in this area by providing accurate, up-to-date data on potential customers, allowing you to target the right prospects with personalized messaging.
2. Efficiency and Automation: Small businesses can’t afford to waste time on manual tasks or inefficient processes. With sales intelligence software like Convex, you can take advantage of features like lead scoring to automatically identify the hottest prospects. The platform’s Generative AI can then auto-draft personalized emails and phone call scripts with one click, enabling your reps to reach out to promising leads quickly.
3. Personalized Outreach: In today’s market, a one-size-fits-all approach to sales no longer works. If you want to skip the “spam” box, you have to tailor your messaging. Convex’s sales intelligence creates highly targeted, personalized messages by leveraging detailed data points on each lead, such as property details, job titles, and buying signals. By making your outreach hyper-relevant to each prospect, you’ll drastically improve your chances of capturing their attention, starting a conversation, and, ultimately, closing the deal.
4. Streamline Your Tech Stack: Streamlining your tech stack has two major perks. First, you only pay for the tools that really get results. Second, by bringing all your information together and syncing data between platforms, your team can reduce manual tasks and focus more on closing deals.
5. Measure Success: Sales intelligence software provides valuable insights into your sales process, allowing you to measure the effectiveness of your efforts and make data-driven decisions to improve results. With Convex, you also have access to real-time reporting and analytics, giving you a complete view of your sales pipeline at all times.

Who Should Use Sales Intelligence Software?

Owners, managers, business development representatives, sales teams, and marketing teams in the commercial services sector each encounter unique challenges in today’s sales landscape.

They need the tools and resources to streamline their sales process, increase efficiency, and close more deals to stay ahead. Sales intelligence software can help them achieve these goals.

Commercial Services Sales Teams

Small commercial services sales teams can use automated sales intelligence software to:

• Identify new business opportunities and track company buy signals
• Personalize their approach and build stronger relationships with customers
• Automate tasks and increase efficiency
• Gain real-time insights into customer behavior and preferences

Marketing and Business Development Teams

Marketing and business development teams in the small commercial services sector can use sales intelligence software to:

• Launch targeted campaigns and improve lead quality
• Access real-time analytics and adjust strategies accordingly
• Align with sales teams and track ROI effectively
• Identify potential customers and engage with decision-makers

Business Owners and Entrepreneurs

Business owners and entrepreneurs in the small commercial services sector can use sales intelligence software to:

• Make informed decisions with real-time insights into property data
• Identify potential customers and engage with decision-makers in minutes.
• Stay ahead of the competition by using AI and data to reach out to potential customers at the right time with the right message.

Evaluating Sales Intelligence Software: A Systematic Approach

Before we discuss the top 10 sales intelligence solutions, let’s establish systematic criteria for evaluating each one, ensuring you find the best fit for your team.

Factors to Consider

When evaluating sales intelligence software, consider the following key factors:

1. Quality of Data: Ensure the data comes from multiple sources, is updated regularly, and is accurate to ensure it’s best-in-class.
2. Sales Automation and Workflow Features: Evaluate the software’s ability to automate tasks, streamline workflows, and enhance sales productivity.
3. Integration with CRM and Marketing Tools: Consider the software’s compatibility with your existing tech stack, including CRM and marketing tools.
4. Cost and ROI: Weigh the costs against the potential return on investment (ROI), considering factors like pricing models, subscription fees, and potential revenue growth.
5. User Reviews and Ratings: Analyze feedback from reputable sources, such as G2, Capterra, and TrustRadius, to gauge user satisfaction and effectiveness.

Pricing and Plans

Sales intelligence software typically follows a monthly subscription model, with prices varying per user. Paid plans can range from $99/mo. per user to $495/mo. per user, depending on the number of leads being considered.

User Reviews and Ratings

User reviews and ratings offer valuable insights into the software’s effectiveness. Look for reviews from reputable sources, such as:

• G2
• Capterra
• TrustRadius

Integration with Your CRM and Marketing Tools

Seamless integration with your existing tech stack is crucial. Consider the following:

• Does the software integrate with your CRM system?
• Are there any compatibility issues with your marketing tools?
• Can the software adapt to your existing workflows?

Additional Considerations

When evaluating sales intelligence software, also consider the following:

• Scalability: Can the software grow with your business, adapting to increasing demands and complexity?
• Customization: Can the software be tailored to meet your specific business needs and requirements?
• Security: Does the software ensure the security and integrity of your data?

By using this systematic approach, you’ll be able to evaluate sales intelligence software effectively, find the best fit for your team, accelerate sales, and create predictable revenue growth.

Top 10 Sales Intelligence Software for Small Businesses

Here are the top 10 sales intelligence software solutions for small businesses, along with their features, pricing, reviews, integration, and scalability.

Convex

Convex is a sales intelligence platform that provides sales representatives with access to a vast database of company and contact data, enabling sales teams to identify potential customers.

• Reviews/Ratings: 4.7/5 (Capterra)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Flexible enough for small to medium-sized businesses but also used by franchises and enterprise organizations.

Cognism

Cognism is sales intelligence software that provides phone-verified mobile numbers, direct dials, contact details, and business emails, enabling sales teams to reach their ideal clients.

• Reviews/Ratings: 4.6/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

LinkedIn Sales Navigator

LinkedIn Sales Navigator is a sales intelligence software solution offered by LinkedIn. It provides access to a vast company and contact data database, enabling sales teams to identify potential customers.

• Reviews/Ratings: 4.3/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

HubSpot Sales Hub

HubSpot Sales Hub is a comprehensive sales intelligence platform that provides access to company and contact data, sales automation, and workflow features.

• Reviews/Ratings: 4.4/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

Datanyze

Datanyze is a sales intelligence tool that provides access to company and contact data. It is a powerful sales intelligence platform with automation and workflow features.

• Reviews/Ratings: 4.2/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

Clearbit

Clearbit is a sales intelligence platform that provides access to company and contact data, lead enrichment, and verification features.

• Reviews/Ratings: 4.4/5 (G2Crowd), 4.5/5 (Capterra)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

DiscoverOrg

DiscoverOrg is technically an account intelligence platform that provides access to company and contact, customer data, sales automation, and workflow features.

• Reviews/Ratings: 4.9/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

Lusha

Lusha is a go-to-market intelligence platform that provides access to company and contact data, lead enrichment, and verification features.

• Reviews/Ratings: 4.3/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

D&B Hoovers

D&B Hoovers is a sales intelligence platform that provides access to company and contact data, sales automation, and workflow features.

• Reviews/Ratings: 4.0/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for small to medium-sized businesses

6sense

6sense is an Account-Based Marketing (ABM) platform that uses machine learning and AI to gather and analyze buying signals.

• Reviews/Ratings: 4.3/5 (G2Crowd)
• Integration: Integrates with CRM and marketing tools, including Salesforce and HubSpot
• Scalability: Suitable for mid-sized to large enterprises.

Now that you’ve seen the top 10 best sales intelligence software let’s revisit our systematic criteria and choose the one that best fits your needs.

Choosing the Right Sales Intelligence Software

Before we discuss the key factors, cross out any sales intelligence platforms that are too expensive from a budgetary perspective. This should leave you with a handful of the top options.

Next, let’s examine the key question: “What do you want this platform to achieve to propel your business forward?” This should allow you to revisit the solutions above and determine which ones best suit your needs.

Finally, here are a few key factors that will ensure you select the right tool:

1. User-Friendly Interface: A software solution should be intuitive and easy to navigate for all team members, including those who may not be tech-savvy. A user-friendly interface allows your team to adopt the tool quickly, minimizing the learning curve and maximizing productivity.
2. Integration Capabilities: Look for sales intelligence software that seamlessly integrates with your existing tech stack, such as CRM systems, marketing tools, and communication platforms. This interoperability ensures that data flows smoothly between systems, reducing manual data entry and the risk of errors.
3. Scalability: As your business grows, your sales intelligence needs will evolve as well. Choose software that can scale with your business, accommodating increased lead volumes and expanding functionalities without requiring a complete overhaul.
4. Data Accuracy and Reliability: The effectiveness of sales intelligence software hinges on the quality of data it provides. Opt for solutions that source their information from credible databases and offer regular updates to maintain accuracy, ensuring you are targeting the right audience.
5. Customer Support and Training: Ensure that the provider offers comprehensive support and training resources. Responsive customer service can greatly enhance your experience and help your team maximize the software’s potential.

Now that we’ve discussed the key points for choosing the best sales intelligence tools and software let’s move on to our next section, where we’ll discuss the best practices for effectively implementing and using these tools in your organization.

Implementing Sales Intelligence Software for Maximum ROI

Implementing the right sales intelligence software is a game-changer for small businesses, but it requires careful planning and execution to maximize ROI. Here are some best practices to consider:

Best Practices for Sales Teams

1. Use sales intelligence software to streamline the sales process: Automate tasks, simplify workflows, and focus on high-value activities.
2. Train sales teams on the software: Ensure that sales teams understand how to use the software effectively and maximize its features.
3. Align sales and marketing efforts: Use sales intelligence software to align sales and marketing teams and ensure they are working towards the same goals.

Tips for Sales and Marketing Teams to Collaborate

1. Use sales intelligence software to share data and insights: Share data and insights across teams to ensure everyone is on the same page.
2. Establish common goals and metrics: To measure success and ensure alignment, establish common goals and metrics.
3. Regularly review and adjust strategies: Regularly review and adjust strategies to ensure they are working effectively.

Measuring the Success of Your Sales Intelligence Software

Measuring the success of your sales intelligence software is crucial to ensuring it is providing a positive ROI and aligning with your business goals. Here are some key metrics to track:

1. Lead generation: Track the number of leads generated and converted into customers.
2. Conversion rates: Track the conversion rates of leads into customers.
3. Pipeline: Track new opportunities, meetings, deals in the negotiation phase, and closed/won (OR) closed/lost deals.
4. Revenue growth: Track the revenue growth generated by the sales intelligence software.
5. Return on Investment (ROI): Track the ROI of the sales intelligence software to ensure a positive return.

Finally, track these tools’ impact long-term to ensure that they’re still driving the results you need to stay profitable. Don’t be afraid to reassess and switch if necessary.

Conclusion

Sales intelligence software is a powerful tool for small businesses, helping them streamline their sales processes, increase efficiency, and close more deals.

By implementing best practices, aligning sales and marketing efforts, and measuring the software’s success, small commercial services businesses can maximize ROI and achieve business goals.

Summary of the Top 10 Sales Intelligence Software and Key Takeaways

The top 10 sales intelligence software for small businesses include:

1. LinkedIn Sales Navigator
2. HubSpot Sales Hub
3. Convex
4. Datanyze
5. Clearbit
6. DiscoverOrg
7. LeadIQ
8. Lusha
9. 6sense
10. D&B Hoovers

When evaluating sales intelligence software, consider vital factors such as the quality of the company, the training for your sales team, customer service, ratings & reviews, data, sales automation and workflow features, and integration of sales intelligence data with CRM and marketing tools. That’s a lot, I know.

But if you follow these key tips, you can select the right software for your business and implement it effectively to drive growth and success.

But don’t just take my word for it. Try it out for yourself and see the difference it can make. Trust me, once you experience the power of sales intelligence firsthand, you’ll wonder how you ever lived without it.So what are you waiting for? Schedule your demo of Convex today to see how sales intelligence solutions can transform your lead generation, streamline your sales funnel, and accelerate revenue for your business.