Selling isn’t about blasting prospects with generic cold emails. That mile wide and inch deep approach might have worked in 1998, but it’s not going to cut it anymore. You need to connect with your prospects on a level that shows you understand their business and their needs. Sales intelligence is the ultimate must-have in your modern, account based sales toolkit because it allows you to learn more about your prospect and, in turn, sell more successfully.
Just like you wouldn’t go on a blind date without a little online research, you shouldn’t call a prospect without understanding who they are, where they work, and what matters to them.
At the end of the day, when you understand who you’re selling to, you can solve their problems better. This creates happier customers and prospects who trust you, which leads to more closed deals and more fist bumps all around.