If you’re familiar with the film The Wolf of Wall Street, you know this classic sales line. It’s where Leonardo DiCaprio, as Jordan Belfort, is trying to teach his sales team how to sell anything to anyone.
And the answer is always the same: find out what they need and give it to them.
Now, while Jordan Belfort and his team were peddling penny stocks and taking a crazy amount of narcotics, they were on to something.
In order to sell anything, you need to know what your prospect wants. You need to understand their needs, their desires, their intent.
Knowing what your prospect wants is essential to sales, but figuring it out is like attempting to figure out the ending to Lost.
Were they dead the whole time? Is the island purgatory? What even is the smoke monster?!
Just like we were never going to figure out Lost without watching hundreds of YouTube explainers, without some help, we’re never going to be able to read our prospect’s minds.
But that’s where intent data comes in.
Intent data is a crystal ball for salespeople.
It’s the difference between cold calling and warm outreach. It’s what tells you that a prospect is interested in your product before they even know they’re interested.
If you’re looking to boost your sales pipeline and close more deals, this post is for you.
Sales deals are complex and involve a ton of moving parts both internally and externally.
Simply having a professional sales force doesn’t mean anything for your bottom line if you don’t arm them with proper sales productivity tools.
The right tools can help boost productivity by supplying salespeople with the information, repetitive or manual task automation, platform, and content quality required to communicate effectively with prospects and build rapport.
However, with so many tools out there, it can be hard to keep track of the right productivity tools that could be exactly what your team needs to level up.
Today’s sales professionals spend just 34% of their time selling.
Sales teams struggle to keep up with data entry, quote generation, and other tasks that take them away from customers.
Unsurprisingly, 57% expect to miss their quotas this year (according to Salesforce).
Boosting sales productivity isn’t about helping salespeople do more of the same thing—but freeing reps up to do the higher value tasks that can’t be automated: like building relationships and talking to customers.
Increasing productivity means salespeople have more customer-facing time to do what they do best: sell.
We sell to salespeople, so we know sales productivity results from a strong sales acceleration process. But, how do you increase sales productivity and where do you start?