What Is Revenue Intelligence? A Complete Guide
How to stop going with your gut and start selling based on data.
Revenue intelligence is getting real about what’s really happening in your business, so you can take the right steps to grow. Sure, sales is both an art and a science — but we actually need a lot more science.
When I had a handful of accounts and three or four account executives, I could do okay without leaning on the data. But as these numbers doubled, tripled, quadrupled, and doubled again, I had to make a shift.
Bye-bye, intuition. Hello, data and insights. Show me how to make the right moves in my pipeline, guide my leaders and reps to win (and win faster), and hit my forecasts every time.
Ready to dive in? Below are steps to bring revenue intelligence into your business.
What you'll learn:
What is revenue intelligence?
Why does revenue intelligence matter?
Revenue intelligence helps you work smarter, not harder. It’s about getting answers. How engaged is the sales team with this critical account? What competitors have been mentioned in the conversations we’ve had so far? Are the right executives already mapped and aligned?
Think of the last time a deal of yours went sideways. Odds are it was because of something you didn’t see. Maybe it was a deal that seemed solid, but then a stakeholder derailed it at the last minute — someone you should have seen coming. Or maybe a customer made a comment in a meeting that should have raised a red flag — but that flew under the radar instead.
We could all use better radar. Otherwise we’re flying blind.