Sales intelligence providers - are they worth your time?
- Lattice Engines
They play in a world affectionately referred to as "sales intelligence." I don't know about you, but I'm hoping my sales team is smart enough without having to buy a bunch of data and technology that's supposed to make them smarter.
Really? No, not really. I fall into the camp of believing that sales people can always get smarter and they need the best tools available. However, not everyone believes this. Hence, the adoption rate of sales intelligence tools across sales organizations varies widely. This is also why sales managers expect there their sales team to run from door-to-door knocking and knocking and asking for the order only to be disappointed when more is required.
It's amazing to me in today's world of social monitoring, social engagement, "BIG DATA", lead scoring, predictive modeling and marketing automation, there remains a wide swath of people that believe you just need to throw more bodies at the opportunity and sales will happen.... and if it doesn't... well, you just need to hire the right people... and apply more pressure.
If I didn't mention it before, I'll mentioned it now, "sales intelligence" tools are a great thing to have... and even better when they're plugged into a strong CRM platform (e.g. Salesforce.com, MS Dynamics, SugarCRM, etc.) and integrated with marketing automation (e.g. Pardot, InfusionSoft, Marketo, Eloqua and others.)
In my view of the world, sales intelligence tools are definitely worth your time... and money.