Leveraging Sales Intelligence Tools to Close More Commercial Cleaning Contracts

Introduction

Expanding your commercial cleaning business and boosting sales might seem straightforward. Every commercial building needs cleaning, right?

Offices, apartments, schools, hospitals—your potential customer base seems to be everywhere.

However, in a crowded and competitive market, finding the right leads and closing contracts is more challenging than it appears. It may be time to rethink your strategy, especially if your sales team is stuck chasing dead-end leads.

Enter sales intelligence software—a game-changer for commercial cleaning companies looking to elevate their sales game. These tools leverage automated “signals” to streamline processes such as lead research and qualification, providing actionable insights that enable your team to focus on high-value activities.

What is Sales Intelligence?

Sales intelligence combines sales and intelligence—it’s a treasure trove of information that empowers your sales team to understand and connect with your best target customers more effectively.

Think of it like a Rolodex filled with key info, such as company data, contact details, names, and titles. Now, picture it packed with insights about customer behavior, preferences, and what they’re actually looking to buy. That’s the magic of sales intelligence!

Sales intelligence tools like Convex aggregate data from various sources, helping your commercial cleaning business hit its targets. But, with over 250 sales intelligence solutions available, it’s vital to choose a tool that aligns with your business needs and integrates seamlessly with your existing systems.

Why Sales Intelligence Matters in Commercial Cleaning

Sales intelligence isn’t just a buzzword—it’s an evolutionary tool that constantly improves the sales process and transforms how your sales team operates. Sales intelligence data provides actionable insights that help sales teams make data-driven decisions, improve lead generation, and tailor their messaging to meet the specific needs of potential clients. Here’s how it can make a tangible difference:

1. Create Your Ideal Customer Profile with Ease

To close deals successfully, you need to pitch your services to the right customers—those who genuinely need what you offer.

Sales intelligence tools simplify the process of identifying your target market and crafting an Ideal Customer Profile (ICP). This precision ensures your sales efforts are directed toward prospects with the highest potential. Additionally, intent data helps in identifying prospects who are actively researching commercial cleaning services, allowing you to prioritize leads and enhance targeting efforts.

2. Shorten Your Sales Cycle

Sales intelligence software also helps in accelerating the sales cycle. By providing key insights about customer behavior, preferences, and pain points, your team can tailor their approach to meet specific needs quickly. This personalization builds trust and rapport with potential clients and speeds up decision-making processes.

Are your sales reps bogged down by gatekeepers, lengthy calls, and drawn-out sales cycles? Sales intelligence can drastically reduce the time it takes to close a deal and use Generative AI to create messaging that cuts through the noise – which we’re going to talk about in a moment.

3. Identify Key Decision-Makers

When you’re working with commercial contracts, there are often a lot of people involved in making decisions. Property owners, facilities managers, tenants, maintenance managers, grounds supervisors, and more. That’s where sales intelligence tools come in handy! Sales intelligence tools give you useful info like company hierarchies and contact details for the key decision-makers in your target organization. 

With title and organizational information, your team can reach out to the right folks at the right moment, which boosts your chances of sealing the deal!

4. Personalize Your Sales Scripts

Generic sales pitches don’t cut it anymore. Sales intelligence enables you to customize your sales scripts based on detailed customer insights. Customer relationship management systems help manage customer interactions and personalize sales scripts by providing valuable data on customer preferences and behaviors.

By understanding your prospects’ specific needs and preferences, your sales team can craft messages that resonate, leading to higher conversion rates.

5. Launch Relevant Marketing Campaigns

Take your marketing strategy to the next level by using sales intelligence to design targeted and personalized campaigns. Sales and marketing teams collaborate to leverage tools and data, enhancing their ability to create campaigns that are both targeted and personalized. By analyzing purchase histories and customer data, you can create campaigns that reach the right prospects at the right time, maximizing your growth potential.

Top Sales Intelligence Tools for Commercial Cleaning

With so many options available, choosing the best sales intelligence tools in 2024 is crucial for streamlining the sales process and gaining a competitive edge. Here are some top picks tailored for commercial cleaning businesses:

1. Convex

If you’re in commercial cleaning and janitorial, Convex should be at the top of your list. Why? Because the platform was built from the ground up with field sales teams in mind- (but we’re Convex, so we may be just a bit biased).

Rated 4.7/5 ⭐️ on Capterra, Convex offers a powerful combo of sales and property intelligence (map-based interface) and market data, buying signals, and AI-powered outreach that can totally transform your sales process.

Convex’s features are designed to make life easier for sales reps, helping them identify leads and close deals more efficiently. But here’s the kicker – it’s so easy to use, lead generation only takes 3- 5 minutes and four steps:

• Log in to Convex and check out the Signals category. This is where you’ll find Convex’s proprietary buyer intent data, showing you who’s ready to buy in your market.
• Search for what you need – whether it’s a property type (like a hospital or restaurant), contact name, job title, account name, property address, or tenants.
• With just two clicks, you can use Generative AI (trained on those buying signals and your own company and contact data) to send a personalized email or draft a script for a phone call.
• Set up an automated follow-up or reminder, or add the lead to your pipeline.

Convex was built for commercial services business and that isn’t just “cleaning” – it’s also great for electrical and lighting, generators, roofing, elevators, waste management, solar, and more.

As a comprehensive sales intelligence solution, it offers a complete suite of sales prospecting tools that find leads, enrich data, map sales routes, and integrate with the best follow-up tools on the market.

2. HubSpot Sales Hub

HubSpot Sales Hub is a comprehensive tool offering features like email tracking, meeting scheduling, and sales automation. Its user-friendly CRM platform is highly customizable, making it ideal for businesses of all sizes. HubSpot integrates seamlessly with various other tools, enhancing your sales process without disruption. Additionally, HubSpot Sales Hub provides B2B sales intelligence tools that enhance productivity and lead generation by automating workflows and offering extensive contact databases.

3. LinkedIn Sales Navigator

If you’re active on LinkedIn, LinkedIn Sales Navigator is a must-have. With access to more than 58 million companies, it helps you connect and build professional relationships naturally. Features include advanced search filters, extensive contact data for lead generation, and CRM integration, making lead generation and customer management a breeze.

Choosing the Right Sales Intelligence Software

Selecting the perfect sales intelligence tool for your commercial cleaning business involves considering several factors:

• Data Accuracy: Ensure the tool provides verified and up-to-date data to avoid wasting time on outdated information.
• Ease of Use: Choose a user-friendly interface that your entire sales team can adopt without hassle.
• Integration: The software should seamlessly integrate with your existing CRM and other tools to enhance your sales process.
• Real-Time Updates: Opt for tools that offer real-time data updates to keep up with market trends and changes.
• Cost: Consider the pricing model and ensure it fits within your budget while delivering a solid return on investment (ROI).

Sales intelligence platforms are invaluable in B2B sales strategies as they provide accurate data for lead generation and automate processes to enhance efficiency.

Best Practices for Using Sales Intelligence Tools

To maximize the benefits of sales intelligence, follow these best practices:

These best practices help sales teams maximize the benefits of sales intelligence tools by equipping them with advanced platforms that enhance productivity and data-driven decision-making.

1. Define Clear Objectives

Set specific goals for what you want to achieve with the software. Whether it’s increasing sales, expanding your customer base, or targeting a niche market, clear objectives keep your team focused and aligned.

2. Provide Proper Training

Invest in comprehensive training for your sales team to ensure they understand how to navigate the software and interpret the data effectively. A well-trained team can leverage the tool’s full potential, driving better results.

3. Monitor Results

Regularly track and measure the performance of your sales initiatives. Schedule reviews to assess progress toward your goals and identify areas for improvement. This ongoing evaluation helps you stay on track and make necessary adjustments.

4. Stay Updated with Industry Trends

Keep an eye on market conditions and competitor activities. Staying informed allows you to adjust your strategies proactively, ensuring you remain competitive and relevant in the industry.

Common Mistakes to Avoid

Avoid these pitfalls to ensure you’re getting the most out of your sales intelligence tools: Avoiding these common mistakes ensures the effective use of sales intelligence solutions, helping sales teams identify high-quality leads, improve personalized outreach, and monitor competitor strategies.

1. Not Defining Clear Objectives and Metrics

Without clear goals, you risk collecting irrelevant data. Define your objectives and align them with your sales strategy to avoid wasting time and resources.

2. Lack of Training

Skipping training can lead to underutilization of the software. Ensure your team is well-trained to use the tool effectively and stay updated on any new features or integrations.

3. Not Tracking KPIs

Failing to monitor key performance indicators (KPIs) means you won’t know if your strategy is working. Set and track KPIs to measure success and make informed adjustments.

4. Over-Reliance on Data

While data is invaluable, don’t let it replace personal relationships with customers. Use sales intelligence as a guide, but continue to build and nurture human connections.

Measuring the Success of Sales Intelligence Tools

To gauge the effectiveness of your sales intelligence software, track these key performance indicators:

• Return on Investment (ROI): Compare the cost of the tool to the increase in sales and revenue since its implementation.
• Time Savings and Productivity: Assess whether your team is more productive and saving time with the software.
• Enhanced Customer Insight: Evaluate the accuracy and relevance of the data and how it has improved your understanding of customer behavior.

Regularly gathering feedback from your sales team can also provide insights into the tool’s impact and areas for improvement.

Conclusion: Stay Ahead with Sales Intelligence Tools

The commercial cleaning industry is highly competitive, and standing out requires more than just offering excellent services. To generate more leads and close more contracts, leverage the right sales intelligence tools and implement a robust sales strategy. Tools like Convex can provide the innovation you need to understand your market, personalize your approach, and achieve your sales goals.

Ready to transform your sales strategy?

Schedule a demo with us today and discover how Convex helps you close more commercial cleaning contracts!