#15 Unlocking Sales Success with Insight-Driven Selling

Insight-driven selling has become a game-changer for revenue teams, providing real-time, contextual insights into buyer behaviour that empower sellers to engage with contacts in the most effective way possible.

Let's explore how insight-driven selling can transform your sales forecasts and drive sales success.

Engage with More Customer Contacts for a More Accurate Forecast

In today's B2B sales landscape, an average opportunity involves multiple committee members, making it crucial for sellers to engage with as many contacts as possible to secure a successful deal. Insight-driven selling empowers sales teams to accurately identify and engage with more customer contacts. For instance, a company utilizes platforms to power its insight-driven selling process, resulting in engagement with 2.7 times more customer contacts and a 22% higher inside sales win rate.

Insight-Driven Selling Increases the Quality of Buying Committee Engagements

Engaging with more contacts is important, but quality engagements are equally critical for accurate sales forecasts. Sales teams must ensure that their sellers have meaningful engagements that are timely, occur through the right channels, contain relevant content, and address the right topics. Insight-driven selling equips sales reps with the right tools, information, and knowledge to have high-quality engagements with every contact. By leveraging engagement platforms to understand buyer needs and concerns, sales teams can optimize their interactions for better forecast accuracy.

Insight-Driven Selling Aligns Processes, Insights, and Results

Aligning sales and marketing processes to deliver actionable insights that are measured and tracked is crucial for accurate sales forecasts. Insight-driven selling combines marketing and sales data to drive revenue-generating actions, making it the next evolution in revenue operations. With a complete and accurate picture of how deals are won - from sourcing, content, and seller actions, to retention - sales teams can create a repeatable, end-to-end sales process that can be consistently forecasted.

Automation and Prediction for More Accurate Forecasts

Insight-driven selling, along with Revenue Operations and Intelligence platforms, leverages the power of AI and data automation to gain deeper insights into the sales process. Automation collects current and historical data, as well as generates reports and analytics, answering questions such as committed deals per seller, changes in commit over time, pipeline coverage per rep, and bookings pacing. RevsUp combines this data with AI analysis to predict future outcomes. This combination of automation and AI empowers sales teams to not only analyze current deals but also accurately predict future outcomes, providing a data-driven approach to sales forecasting.

Real-Time Forecast Insights

Monitoring sales forecasts in real time can significantly impact forecast accuracy. Insight-driven selling, along with a Revenue Operations and Intelligence platform, allows for real-time monitoring of sales forecasts at an engagement-by-engagement level. Teams can track the sentiment of every engagement, identify involved parties and their roles, and make comparisons based on historical performance to predict deal outcomes. Armed with this knowledge, sales teams can make adjustments to their forecasts or take proactive actions to address potential issues and capture wins.

Insight-driven selling is revolutionizing the way revenue teams operate and boosting sales success. By leveraging real-time, contextual insights, engaging with more customer contacts, ensuring high-quality engagements, aligning processes and insights, and leveraging automation and prediction, sales.

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