What are sales insights? Why do they matter?

To gain or grow business with a company, you are looking for information that signposts where they are heading. As well as clues as to why and what might get in their way.

This can be anything from operating metrics, targets, corporate actions or analyst expectations. I.e., knowledge about their performance, challenges and aspirations.

They are generally framed by areas that are dominating the narrative, things like growth, employee experience or risk – so it is important to look out for these themes in the language used.

When do they help?

Knowledge is useful at all stages of the relationship lifecycle. The right insights help you speak to the needs of your clients.

Which in turn allows you to differentiate through more interesting engagement.

Likewise, operating without insights increases the cost and risk of building and expanding relationships in your accounts and prospects. It instead leaves you traveling in hope and seriously threatened by more informed competitors.

What are you looking for?

So What?

Better insights help you win more.

• Compelling: Insights enable you to frame the financial impact of your offer in terms that align with your client’s goals. You can quantify how far your solution moves their needle.
  

• Consensus: Consensus is critical for securing a sale. It means you need to articulate value from different angles. Insights help you understand what is important to different stakeholder groups. Which in turn allows you to equip your supporters with the information to secure buy-in.
  

• Differentiation: Engaging with knowledge about your client’s goals and the headwinds they face sets you apart. Insights mean you speak to your client’s needs in a way your competition cannot.
  

• Qualification: Insights help determine whether the client has enough motivation to “do something”. They also challenge whether your proposition is sufficiently compelling.

Post provided by our friends at Adjacency. Your experts on B2B growth.