5 Questions to Ask When Buying a Sales Intelligence Solution

A sales intelligence solution can be a great investment for your business, especially when it comes to generating new leads and converting potential clients into long-term sales. However, it’s also important to understand that not all B2B sales intelligence solutions are created equally. Depending on your needs, budget, industry, and numerous other factors, the solution that’s right for your business could vary greatly from that of another company. No matter what industry you’re in, however, there are some key questions worth asking before buying any sales intelligence solution.

How Often Do You Update Your Data?

Did you know that up to 35% of CRM data becomes obsolete within a year? For this reason, you’ll want to make sure that your sales intelligence solution is taking measures to keep this information up-to-date. Ideally, they should be continuously updating their data, but certainly it should be audited and updated at least once every few months.

How Do You Avoid Duplicate Data?

If you have your own database of information, you don’t want to end up paying for leads from your sales intelligence solution that you already have. Make sure that they have a way to filter through your current database and skip over any duplicates so you don’t get ripped off. This isn’t something you should have to do manually.

What’s Your CRM Compatibility Like?

If you have an existing CRM system in place, then you’ll also want to make sure that the B2B sales intelligence solution you’re considering is compatible with it. Often times, this isn’t a straight-forward “yes” or “no” question, so if they claim to be compatible, be sure to pry a little further. Will you need to make any changes to your CRM to ensure compatibility? If so, then it might be time to look elsewhere.

How Do You Collect Your Data?

There are so many ways that a sales intelligence solution can use to collect data these days, but not all of them are in your best interests. Ideally, the solution you end up choosing should utilize any combination of crowd-sourcing, social media, web crawling, and manual research. If you can find a company that utilizes all four, you’re golden.

What if I Have a Question or Concern?

A great sales intelligence solution will be intuitive and easy-to-use. Still, no sales intelligence solution is complete without a dedicated client support team, so make sure that you have access to help and support when you need it. Whether you have a question about utilizing the platform or a concern about billing, you should never be more than a phone call or email away from an answer. Look for a solution that will provide 24/7 support for added peace of mind.

With so much to keep in mind as you shop around for a B2B sales intelligence solution, the process can seem a bit intimidating—especially to a small business owner. By asking these key questions before making a decision, however, you can enjoy much greater peace of mind in your purchase and end up with a sales intelligence solution that’ll work for your business.

Garrett Hollander

Garrett Hollander

Director, Content Strategy at Red Base Interactive
Garrett Hollander serves as the Director of Content Strategy for Red Base Interactive. In that role, he serves the B2B sales and marketing community with premium content, posts, and ideas around various topics related to B2B sales.
Garrett Hollander
Garrett Hollander