The document discusses the evolution of sales intelligence (SI) due to accessible internet, emphasizing the need for personalized approaches in the sales process. It outlines key steps for leveraging SI, including finding and prioritizing prospects, making effective sales pitches, assessing needs through relevant questions, and following up to close sales successfully. Integrating technology into sales has allowed for better data insights, enabling a more tailored experience for potential customers.

1. Sales
Intelligence
Vineetha Shetty
Chief Operations Officer

2. The shift in the sales process has
evolved rigorously. Reason being access to the
fast internet made super easy and people
making a smart choice of researching on the
product and reviewing the experience of the
people who have used the product in the past.

3. What is Sales Intelligence?
SI provides real-time analysis of the current
sales data and assists with suggesting and
delivering actionable, relevant information.
source - Wikipedia.

4. Approaching the prospects and potential users
subsequent to having a fair knowledge of:
• The prospect business
• Pain point the prospect or potential user is trying
to address
• What unique solution that can you offer in
contrast to your competitors
• How effective this solution might turn in the favor
of your prospects business - is SI in brief.

5. In short, the more personalized approach by the
sales personnel providing value to the potential
customer beyond what was promised is Sales
Intelligence.

6. Intelligence at various steps of
Sales Process
1. Finding prospects:
Finding the relevant prospects for your
business is the first stride towards building an
effective sales process. Intelligent software’s
like AeroLeads come in handy in fetching the
right prospects for your business.

7. Intelligence at various steps of
Sales Process
Using a software to fetch potential prospects
spares time and vitality of searching for
prospects everywhere throughout the web,
whilst also simplifying the sales process.

8. Intelligence at various steps of
Sales Process
2. Prioritize:
On finding the potential list of prospects,
research on each prospect in the light of their:
• Business needs
• Financial status- to understand if they are in
a state to invest in your software.
Contd…

9. Intelligence at various steps of
Sales Process
• Position in the market – a startup or a
business leader
• If the prospect is a business leader,
performance of the company over the past
few years
• If the prospect is from a startup how can your
product help scale their business.
• If the product you are offering is relevant to
the business of your prospect

10. Intelligence at various steps of
Sales Process
Create a list of qualified prospects based on
the research. This helps sales personnel
abstain from squandering time approaching
every qualified prospect and further chop
down the focused prospect list to more
precise list.

11. Intelligence at various steps of
Sales Process
3. Approach:
Cold call and cold email are the two
approaches. The sales personnel must be at
his savvy crest by making the sales pitch
irresistible in the first 10secs of the attention
span of your prospect.

12. Intelligence at various steps of
Sales Process
The pitch must include (for both cold call and
cold email):
1.Introduction of the company
2.Quick walk-through of what your product
offers(Keeping it short works its magic)
3.Focus on benefits of the product rather than
features

13. Intelligence at various steps of
Sales Process
Throughout the process make sure there is a
connection built by brief understanding from
both sides and the approach is more human
than just trying to push your product.

14. Intelligence at various steps of
Sales Process
4. Smart Assessment:
Drafted in your cold email or on a cold call,
ask the prospect a lot of questions related to
his business and expectations from the
product. Relate their answers precisely based
on your prior research and provide the
solution.

15. Intelligence at various steps of
Sales Process
Asking relevant questions can help sales
personnel provide the best solution as well
build the trust of the prospect about the
brand.

16. Intelligence at various steps of
Sales Process
5. Follow-up
Quality Follow up is the secret behind
doubling the closing rate. Staying on the top
of the mind of the prospect without being
vexatious can take the lead towards closure.

17. Intelligence at various steps of
Sales Process
Intelligent follow up includes a follow up by
the sales personnel who has developed a
relationship with the prospect and who
understands his perspective very well.

18. Intelligence at various steps of
Sales Process
5. Close
Closing is ultimately having your prospect as
your customer. Closing is an art of overcoming
objections from prospects that they give to
avoid purchasing your product.

19. Intelligence at various steps of
Sales Process
After few days of closing the sale follow up
with the customer with a polite mail/call to
refer your product amongst the prospect
connections if the product has exceeded his
expectations.

20. Integrating technology with sales has leveraged
sales personnel with deep insights into the data
and information that helps in more personalized
approach.

21. Thank you