May gather additional sales intelligence based on email engagement, adding additional info to the contact record and/or contributing to lead prioritization. Sales Intelligence Email Features Features Features that support sending emails to leads, especially initial emails to a list of prospects. Supported: Ability to append contact, lead, and account level data Users can append records at the contact, lead, and/or account level.Supported: Salesforce opportunity creation Allows users to easily create an opportunity in Salesforce from within the SI tool.Supported: Filters and segmentation Allows users to filter contacts and segment leads to explore data and create lists.Supported: Tags Organizational structure allows users to tag certain records in order to create groups, flag materials that need additional attention, etc.
Supported: Automatic data refresh Contact and company data are automatically kept up to date.Supported: Data hygiene Helps users maintain clean lists and records, including duplicate management.Supported: Alerts and reminders Sends sales teams alerts/reminders about key happenings, opportunities, and recommended actions to take with leads.Supported: Prospect tracking/following Allows users to “follow” particular leads or accounts, subscribing to receive updates on external events and changes to their position within the pipeline.This may affect lead scoring and prioritization. Supported: Web traffic insights Provides analytic insight around website interaction (aka behavioral or intent data).adds relevant news updates to contact and/or company profiles. Supported: News updates Tracks news related to accounts and contacts, such as acquisitions, market expansions, changes to leadership, etc.Gives sales reps context so they can deliver tailored sales pitches. Supported: Company/business profiles Provides account-level information, including firmographics, business objectives, industry information, similar companies, and contact information for key decision-makers and influencers at a company.Supported: Salesforce integration Integrates with the CRM platform.Supported: Industry information Information about industries and markets is available and high quality.ĭata Augmentation & Lead Qualification Features Features around contact data management and lead intelligence.Supported: Company information Information about companies/accounts is available and high quality.Supported: Contact information Information about individual contacts is available and high quality.Sales Intelligence Data Standards Features How well does the contact, company, and industry information provided by the SI tool meet the user’s needs? Is the availability and quality of data satisfactory? Supported: Load time/data access Provides fast and consistent access to lists and leads.Supported: Ideal customer targeting Includes capabilities for determining ideal customer characteristics and targeting new prospects that match the ideal customer profile this capability is automatic or semi-automatic.Supported: List upload/download Lists can be easily and quickly uploaded or downloaded from the platform.Supported: Direct dial contacts Generates direct dial contact information for leads.Supported: Email contacts Generates email contact information for leads.Supported: List quality Lists generated by the tool are typically high quality.Supported: Identification of new leads Helps source leads at an acceptable rate, volume, and quality.Supported: Web browser extension Allows users to search across the internet to find and capture new leads using a web browser extension.Supported: Advanced search Users can search for prospects using advanced search logic and multiple criteria, across multiple platforms/databases.Prospecting Features Features related to generating leads and finding new contacts. Communications Platform as a Service (CPaaS).Security Information and Event Management (SIEM).Integration Platform as a Service (iPaaS).Integrated Development Environment (IDE).