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With the rapid pace of digital transformation in B2B sales driven by new technologies, actionable data and customer relationship insights have become essential for enterprise revenue teams. However, most companies can’t fully see the relationships between their employees, clients, and prospects—or how these connections can evolve into revenue. This lack of visibility highlights the need for investing in the right technology that can ‘activate’ your relationships and uncover hidden opportunities, enabling teams to uncover hidden opportunities and maximize value.
As purchasing decisions grow more complex in today’s enterprise environment, you need to ensure that the solutions you choose align with your organizational goals while also driving tangible results. The days of “let’s test and see” are long gone—today, every dollar needs to show clear impact. With greater investments in tools and software, the ability to extract actionable insights from data becomes crucial for achieving measurable ROI. To remain competitive and efficient, adopting a data-driven approach is key to making informed decisions and optimizing your processes.
In this blog post, we’ll guide you through five essential steps that will help you harness the power of actionable insights and set your revenue team up for success.
Taking a data-driven approach to revenue generation
But despite every new and heightened challenge in B2B sales, greater and deeper customer relationship insights have been proven to boost net-new sales opportunities, increase cross-selling with existing clients, and improve the productivity of key players while driving cost efficiencies. Actionable data is also a critical component in optimizing the overall buying experience to better guarantee conversion, account growth, and retention. Plus, a solid data-backed sales strategy and foundation has also been shown to improve CRM adoption, enhance overall data quality, turn sales reluctance into opportunity, and facilitate M&A activity. It has even been shown to indirectly enable organizations to be compliant with General Data Protection Regulation (GDPR) in the European Union and equivalent global data privacy regulations.
The fact is, the more data-driven your approach to revenue generation, the more likely you are to navigate through the ever-increasing complexity of that sale with confidence and maintain a healthy business and bottom-line. Plus, the more likely you are to not only win business today, but keep growing your key accounts in the future.
Introhive’s client intelligence platform has been proven to provide our clients in complex sales organizations an ROI as high as 495%, translating into a Net present value (NPV) of $11.37M. These findings are the result of our Total Economic Impact Report, completed by Forrester. To better understand the benefits, costs, and risks associated with an investment in a platform like Introhive, Forrester conducted in-depth interviews with customers who have successfully leveraged the platform. The study compiled aggregate experiences to form a snapshot of a B2B organization with 3,000 employees, 20,000 clients, and $1 billion in annual revenue and underscored the value of actionable data in improving sales performance and long-term business outcomes: the more effectively you harness actionable data, the more effectively you can ‘activate’ your client relationships to unlock their revenue potential and drive business success.
With that in mind, here are the 5 steps to building a robust data foundation that leverages actionable data for meaningful and ongoing revenue generation through Introhive.
Step 1: Laying the groundwork through data collection
First things first. Introhive works with you to identify the key sources of actionable data relevant to your organization and your revenue team. This includes CRM systems, marketing automation platforms, customer support systems, and social media and web analytics. Then we continue to lay the groundwork for a strong data foundation for revenue generation through the implementation of best practices including consistency in actionable data entry, integration of data sources, and automation of data collection—all of which Introhive provides to both simplify data collection and improve data accuracy.
While getting the data into your CRM system is relatively easy, getting relevant insights out of that data tends to be far more complicated. Introhive’s seamless CRM integration capabilities ensure that a constant, real-time flow of actionable, and relevant customer insights is channeled to the right people at the right time. To accelerate the sales cycle and uncover “white-space” or “multi-thread” opportunities, the tool allows organizations to see exactly ’who knows who” and where the strongest customer relationships are. This visibility helps activate previously untapped relationships, uncovering new growth opportunities. And our Smart Sync tool helps maximize productivity by automatically syncing new contacts and activities directly into your CRM based on established rules.
Through seamless CRM integration, Introhive also helps your organization present a united front by avoiding any duplication of efforts; helps solve the problem of user adoption; accelerates revenue growth even during a recession; increases sales productivity; minimizes attrition; and supports more seamless succession planning that avoids the loss of key accounts when salespeople—especially star salespeople—move on.
Additionally, Introhive’s AI-powered contact enrichment leverages public, first-party, and third-party paid data leading to 90%+ data accuracy which in-turn helps sales and marketing teams do more, by doing less. Further, our robust relationship mapping tools help uncover the path of least resistance by finding warm introductions within your firm’s existing relationship networks. Essentially, these tools work to unify and tap into your collective network to identify revenue opportunities by transforming your system of record into a system of intelligence with complete visibility into “who knows who.”
Step 2: Ensuring data quality through data cleaning
Data cleaning is imperative to maintaining data quality and ensuring meaningful, actionable insights can be drawn from said data. Introhive’s Smart Update automates the enrichment of CRM data by keeping it not only up-to-date but also accurate and actionable. By automatically updating contact and relationship details with the latest information—based on customizable rules—Smart Update ensures your team is always working with the most reliable data. In addition, it offers CRM managers the flexibility to preview changes in real-time for full control over updates and to minimize human error or irrelevant changes. By allowing CRM managers to preview changes before they’re applied, Smart Update helps build trust in data quality, so that your team can focus on strategic growth, rather than manual data management.Our automated data deduplication, data normalization, and data validation tools all ensure your sales teams are working with only the most accurate, up-to-date, and actionable customer intelligence data. This leads to a faster, more efficient, and overall smoother sales cycle with greater revenue generation.
Step 3: Establishing a centralized repository through data storage
Secure and organized data storage is another key element to building and maintaining a strong data foundation for maximized revenue generation. After all, if your relationship data is decentralized and difficult to access, it will be equally difficult to derive any meaningful insights from said data. Data decentralization also increases the likelihood of effort duplication, which wastes valuable time and resources and turns clients off in the process.
Introhive’s CRM integration and data storage solutions solve these problems by facilitating seamless data management across all of your customer relationship touchpoints. Plus, our unwavering commitment to top-tier data security and compliance with industry standards like ISO27001, SOC 2, and GDPR, provides an additional layer of security and peace of mind for you and your clients.
Step 4: Unlocking insights for revenue growth through data analysis
Access to reliable client data is critical, but even more so is the ability to transform this data into actionable insights that drive sound, strategic decision-making and revenue generation. Introhive’s Integrated (and customizable) Dashboards democratize access to visualizations and analytics, making actionable data accessible and bringing transformative intelligence to all Introhive customers, regardless of the technical resources at their disposal. With these dashboards, business development and strategy leaders are able to easily and consistently spot early warning signs with accounts, monitor the growth of key relationships, and reveal opportunities to drive net-new and cross-sell revenue.
Additionally, Introhive’s AI Account Summaries further simplify the process by generating concise snapshots of account health, engagement metrics, and recent communications. Users can quickly access a high-level summary that highlights key insights and flags areas that need immediate attention. Having digestible, actionable data allows your decision-makers to spend less time preparing for meetings, and more time engaging with clients or driving growth-focused activities.
Our advanced reporting, predictive analytics, and AI-driven accounts summaries all ensure teams stay ahead with a clear view of data patterns that identify both risks and opportunities. Together, these tools create a streamlined, informed approach to strategic decision-making, allowing your revenue teams to maximize productivity and uncover new opportunities for growth.
Step 5: Cultivating a data-driven culture
Having the best data and the best tools to manage, analyze, and action that data in a meaningful way is critical, but it’s not enough if your organization doesn’t have a strong data-driven culture that prioritizes that data and those insights in decision-making and sales strategy. That’s why it’s so important to foster a data-driven mindset and culture within both your revenue team and your organization as a whole. We help you promote data-driven decision-making and leverage Introhive’s tools for ongoing improvement by consistently proving ROI and optimizing our platform and tools to fit your needs and move that needle.
The bottom line
There’s no doubt that building and maintaining a strong data foundation is key to the success of enterprise revenue teams in driving revenue growth and overall business success. Introhive offers all of the tools and support you need to do just that.
Our robust and seamless CRM integration capabilities help you lay the groundwork by automating data collection that is constant, updated in real-time, relevant, compliant, and actionable—always channeled to the right people at the right time. With the addition of Introhive for Data Cloud, we take this even further by breaking down data silos and unifying client data from multiple systems, providing your team with a comprehensive, 360-degree view of contact relationships. This integration not only minimizes fragmented, disjointed data, but also ensures that all departments can access the same, accurate information, which strengthens collaboration and enhances strategic decision-making. By creating this unified view, you can more effectively identify and activate the key relationships that drive cross-selling, upselling, and new business opportunities.
Introhive also supports centralized data storage to eliminate duplication and make it easy to efficiently pull actionable data anytime you need it so that your team can focus on what matters most – building stronger, more profitable client relationships.
Book your demo to discover how Introhive’s CRM automation and relationship intelligence can transform your data into actionable insights that drive revenue growth and lasting success.
