One of the common things said about sales intelligence is that it's a nice to have, not a need to have. But I wanted to argue that with the table below using salesperson A and salesperson B (creative names I'm sure you'll agree).
Sales person A has not done any preparation for his call. Sales person B has used his sales intelligence application. Who is more likely to win the business?:
| Sales Person A knows: | Sales person B knows: |
| What they're selling | What they're selling |
| The department he's selling to has a new manager | |
| The company has recently had an internal shakeup | |
| The company is looking to expand in the next 6 months | |
| The company have recently started using social media | |
| The department recently won a national award in their field |
Is that really 'nice to know' information? My guess is, if you know it, you're likely to win much more business. If it's nice to win more business then I guess so. If you need to win more business, I'd said the information is pretty crucial.
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