The Sales Intelligence Workflow

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The Sales Intelligence Workflow


What is Sales Intelligence?

Whatever your sales role—Inbound Sales Development, Outbound Sales Development, Account Executive, or Account ManagementSales Intelligence provides you with the information you need to be more successful.

The information in Sales Intelligence is managed by the Demandbase Platform which works in the background 24/7 using artificial intelligence technology and machine learning to find new information, triangulate across sources, and update information based on the best source available for each type of data. The result is the freshest, most complete, and most accurate data set in the industry.


The Sales Intelligence Workflow

The way you use Sales Intelligence will vary depending on your role and the parts of the sales funnel that apply to you. There are features to help with all five critical stages of a successful sales workflow.


Research Companies

Once you have a prospect, your first goal is to find out as much about them as possible. Insert the name of the company in the search bar at the top of the screen. For each company, you will get three types of information: Company Data, People, and Insights.


Data at Your Fingertips

Browse the navigation to find all of the data available on the company you’re researching, including:

  • Revenue
  • Employee count
  • Phone
  • Address
  • Website
  • Company description
  • Industry information
  • Company Type 
  • Site count
  • Financials
  • Family Tree (subsidiaries, acquisitions, & site information)


Contacts & Connections

Sales Intelligence continuously works to add and validate contacts ensuring you can find relevant people to target, identify their job title and function, view their social profiles, and access their direct email and phone numbers.


Insider Tip: If you find an outdated contact record, or that the person has moved on, let us know by clicking the “Wrong Info” flag. This lets our content team know what’s wrong. We’ll let you know within 48 hours if we can verify the correction.

You can also leverage your connections to find warm introductions into your customer and prospect accounts.


Sales Intelligence aggregates news from over 40,000 different sources globally and categorizes them by topic. That allows you to tailor the news you want to see.


Insider Tip: Don’t see any news about your company? Don’t stress. We push information from a company’s blog, Twitter feed, and Facebook page. Sometimes the best information you’ll find is right there on social media.

For more information on how to use Sales Intelligence at each stage of the funnel, click the stage name below:

  1. Find and screen leads for “fit”.
  2. Prioritize leads based on potential and how quickly they are likely to close.
  3. Prepare a tailored pitch based on what’s happening right now in your buyer's world.
  4. Connect using a warm introduction or a conversation starter.
  5. Retain and grow an account by monitoring for changes and expanding points of contact.

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