LONDON, April 12, 2016 /PRNewswire/ --
Research studies point to B2B sales teams getting to spend less than half their time meeting customers and doing the actual selling. A large part of their time goes in activities such as identifying leads, researching information, and compiling proposals. InsightBee by Evalueserve has launched a Sales Intelligence platform that helps sales reps eliminate clutter by receiving continued flow of trigger-based, qualified, and targeted sales leads. The tool also provides custom analysis and insights which helps sales to scope opportunities faster and prepare for meetings more efficiently. Having the right sales enablement tools can increase the revenue by 9.7%, says The Sales Management Group (2015).
So what do sales reps need to boost their performance?
Michael Foley, Managing Director for InsightBee Sales Intelligence says: "Sales professionals need to have information on hand to be able to have effective conversations with their prospects. They face many challenges on a daily basis, such as informational clutter, lack of time to research and check each potential opportunity. InsightBee Sales Intelligence provides them with opportunities that are qualified and streamlining their sales cycle".
First of all, they need help to filter the noise. Many opportunities are missed because sales reps do not recognize a good opportunity at all or far too late. Often tools provide too many irrelevant leads or 'false alarms'. Newer technologies can help to filter the data though. Research from Lattice (June 2014) suggests that having a process to collect data that is relevant to the Sales person's industry, can save an average Fortune 500 company around 2.6BN USD.
They also need help in getting to know their buyers better so that they can walk into meetings well-prepared. Many sales reps simply rely on gut instinct and existing relationships when closing sales. This could prove costly as buyers look for someone who has accurate and up-to-date understanding of their business. There are clever tools in the market that help them identify and gather better intelligence on the relevant contacts.
InsightBee's cloud-based Sales Intelligence product helps sales teams to grow revenue by proactively identifying new opportunities and helps them to turn an opportunity into a customer. According to Manoj Madhusudanan, Managing Director of InsightBee, Evalueserve's pay-as-you-go platform: "leveraging latest technology and a global team of highly qualified analysts in a unique way is at the core of our proposition. In the near future, we plan to release specialised InsightBee products to other user groups as well".