Revenue intelligence tools empower you to boost revenue growth.
The right revenue intelligence tools can help you nurture leads and retain customers with an exceptional experience.
And its critical role in the RevOps process is expanding as the economy progresses on a whirlwind journey.
According to Gartner’s recent report, by 2025:
- 70% of all B2B seller-buyer interactions will be recorded or analyzed to collect competitive, deal, and market insights using AI, ML, and NLP.
- 75% of B2B sales companies will switch traditional sales playbooks with AI-based guided selling solutions.
Deploying a revenue operation and intelligence (ROI&I) tool is the best next step for your business. So, let’s find out more about.
What is Revenue Intelligence?
Revenue Intelligence is a data-backed, AI-driven approach to selling.
It uses AI to track, analyze and forecast revenue so you can adapt to a constantly changing business environment quickly.
But, how does revenue intelligence help you survive and thrive?
It leverages raw data from multiple sources of your revenue functions (including marketing, sales, customer success, and finance). AI transforms this data into powerful insights to accelerate your sales cycles and grow revenue.
RO&I tools facilitate the activity data capture from buyer-seller interactions in an increasingly complex selling process. You can easily use this information to coach reps to anticipate buyer needs.
Qualitative insights, courtesy of revenue intelligence tools, direct your decision-making with the help of historical and real-time data.
How do Revenue Intelligence Tools Work in B2B Sales? (With Examples)
We’ve already seen the overall impact of revenue intelligence in B2B sales. But how exactly does it create this impact? Let’s find out.
1. Integrates Siloed Data
For 90% of organizations, data silos are a considerable challenge to business growth.
Revenue intelligence solves the siloed data problem by integrating data from multiple sources into a single source of truth.
Even better is that RO&I tools can do this continuously, in real-time, so that you can keep data silos at bay regularly. That’s impressive, considering RevOps experts advocate for ongoing data cleaning processes.
In the real world, reps use multiple tools with different dashboards. Plus, data comes in from multiple sources in revenue teams—sales, marketing, and customer success.
RO&I tools can gather, clean, match, and enrich revenue information in the CRM and across the tech stack.
You can use this integrated data for informed decision-making, coaching, team alignment, revenue forecasting, and much more.
Revenue intelligence ensures that clean data exists in your tech stack (particularly the CRM), which becomes a solid foundation for all your revenue activities.
2. Champions Frictionless Buying Experience
A solid data foundation, in turn, ensures you can share information between revenue teams seamlessly.
Each team gets complete access to integrated, unified, consistent data about customer touchpoints, interactions, and feedback.
Its impact can be seen in a frictionless buying experience.
Without access to complete contact data across touchpoints, revenue teams—marketing, sales, and customer service–give and receive ineffective handovers. At each sales funnel stage, buyers may have to share the same information repeatedly, leaving them frustrated.
Since revenue intelligence makes data available across the tech stack, it reduces friction between handoffs and aligns teams on each buyer’s journey.
3. Seals Revenue Leaks
95% of CRM users and stakeholders blame data quality issues for seriously impairing their ability to leverage the CRM fully.
Revenue intelligence tools straighten out the problem through automation. They automate contact data capture, thus, eliminating manual errors by those who enter information in the CRM.
In the process, you get complete information on each buying group member’s requirements. This gives you insight into which leads are most likely to convert.
Revenue intelligence collectively ensures there are no blind spots or missed opportunities in the revenue pipeline.
For example, without accurate contact details, reps may not have complete information on stakeholders and their needs. As a result, they reach out to the buyer group with incorrect and irrelevant information that doesn’t serve their purpose.
RO&I tools can plug these revenue leaks by:
- Improving multithreading
- Giving in-depth information on buyers across the pipeline
- Sending deal alerts for hot opportunities
- Guiding sellers with specific deal insights
4. Improves Rep Productivity
Imagine a scenario where managers overestimate reps’ abilities to sell. They could assume that reps are enterprise sellers and have a well-equipped skillset.
But the fact is that even the best can get better with continued coaching and mentoring.
Instead of using seller data in an interrogation-style deal review, revenue intelligence tools give you the insights to replace the approach with a guidance-style review.
You can guide reps to use the best-selling processes or motions. This not only increases conversion but also accelerates the sales cycle to close more leads faster.
Plus, with revenue intelligence, you can track reps’ performance and productivity.
Guidance-style deal reviews, powered by revenue intelligence tools, let you build your reps’ selling capabilities repeatedly.
5. Helps Drive Predictable Revenue
Without an accurate forecast, your teams won’t have any direction for revenue strategies. Using revenue intelligence, you can create quality forecasts to help your team budget, strategize business growth, set long-term goals, and secure funding.
Also, given their use of AI, your forecasts are void of bias resulting from less manual intervention.
How to Incorporate Revenue Intelligence Tools in Operations?
Incorporating revenue intelligence into your daily operations is vital but must not be hard. Here’s an 8-step process to introducing your teams to revenue intelligence tools.
1. Connect with your reps
You must first figure out your reps’ needs and pain points. Once you’ve dived deep into their daily operations, you can understand better how to incorporate revenue intelligence tools in their workflow.
2. Involve reps in the process
To fully adopt RO&I tools, your reps must understand why these tools matter. Impress the importance of revenue intelligence and how the tools can solve their problems.
3. Select tools
Ensure the tools you select are designed with your reps’ needs in mind. Each tool must come adequately equipped with seller-centric features, including guided selling.
4. Assess capabilities
A single tool may not have all the functionalities you need to extract revenue insights effectively.
Gartner lists down the capabilities you must look out for in its recent guide. According to this guide, your revenue intelligence tools must have the five core capabilities and a few non-core capabilities.
5. Define data sources
You can define and assess your data sources based on where your data comes from during the sales process and determine their size.
6. Identify gaps
Now that you know reps’ needs and revenue intelligence capabilities, you can identify the gaps or revenue leaks in your sales funnel.
7. Select the best tool(s)
Select the tool best suited to your reps’ requirements and that can fill your revenue gaps. You can figure out the best tools from the pack by making the most of demos or free trials and asking extremely specific questions.
8. Train your reps
Your role in deploying revenue intelligence tools doesn’t end at purchase. Reps need special training to understand each tool’s use cases and effectively leverage this knowledge.
Now that you’re familiar with deploying revenue intelligence tools, we’ve curated a list of the top 15 tools you should start with.
15 Revenue Intelligence Tools for 2023
Remember, each revenue intelligence tool has a unique set of capabilities. Assess and try them all before arriving at a decision.
Salesforce CRM Analytics acts as a unified revenue management command center. It shares predictive insights and prescriptive recommendations for not just customer-facing teams but also revenue leaders.
The tool lets your teams collaboratively act on AI-driven revenue intelligence.
Salesforce CRM Analytics also offers special features for specific industries.
- Predictive analytics
- Data visualization
- Big Data services
- Search Insights using NLP
- Integrations with multiple data sources
- Custom dashboards and templates
- No-code AI
Salesforce has 4 editions of CRM Analytics depending on your needs. The Revenue Intelligence package costs $200 per user per month.
HubSpot is a great revenue intelligence tool to centralize your strategic and tactical revenue initiatives.
The Sales Hub streamlines your sales process with a frictionless user experience. It integrates your tools and data into one powerful CRM.
HubSpot’s sales software empowers your teams to close more deals, develop meaningful buyer relationships, and effectively manage the pipeline from a unified dashboard.
- Sales automation
- Quote and CPQ functionality
- Integration with 1,340 HubSpot tools
- Conversational intelligence
- Email templates and tracking
- Document management and tracking
- Call tracking
- Meeting scheduler
- Live chat
- Mobile CRM app
HubSpot Sales Hub is available for free with limited functionality. The premium packages start at $45 per month.
3. Oracle Sales
Oracle Sales is a comprehensive platform for the sales team to optimize their selling success for revenue growth.
Reps can coordinate across sales channels with other team members and partners via phone or web applications.
The platform automates the entire sales cycle so you can concentrate on building profitable customer relationships.
- Account planning
- Sales coaching
- Customer and contact management
- Lead and opportunity management
- Forecast management
- Self-service order tracking
- Multilingual and multi currency support
- Integration within the Oracle ecosystem
Choose from Oracle’s custom packages for your unique business needs.
Nektar.ai is the world’s first revenue efficiency platform that automatically captures contact and customer interaction data to unlock hidden revenue opportunities.
Using the platform, you can transform your Salesforce into a self-healing CRM. Not just that, you can also automate CRM data entry with 95%+ accuracy and zero rep adoption.
Nektar offers quick launch and quick value in under a week. You get access to full-funnel visibility, which improves rep productivity and drives revenue predictability.
- Aggregation of buyer contact and activities
- Integration from multiple sources
- Only 90 mins to go live
- Plugs historical data gaps from Day 1
- Microscopic leading indicators
- Contextual sorting of data
- Customized Insights Hub
- Seamless co-existence with current GTM tools
Nektar.ai offers custom packages for unique business needs.
Gong uses AI to capture and analyze customer interactions. It provides complete visibility into revenue trends and gaps and shares data-backed recommendations for decision-making.
You can access granular insights into pipeline health, churn risk, customer experience, and successful seller behaviors.
- Call recording and speech-to-text
- Call analytics
- Agent performance management
- Customer scoring
- Training materials
- Leaderboard and scorecard for reps
- Support for 70+ languages
Gong’s pricing is customized for your business requirements.
Chorus.ai turns more conversations into revenue with patented capabilities for conversational intelligence.
It transcribes and analyzes sales meetings in real-time to mitigate deal or churn risks.
You can also identify winning seller behaviors and replicate these among your teams to improve conversions.
- Competitive intelligence
- Integration with existing tools
- Self-learning AI
- Risk language detection
- Proactive recommendations
- Coaching initiatives dashboard
Chorus.ai’s pricing packages can be tailored to your needs.
Instead of a single tool, Xactly offers a suite of solutions to aggregate and analyze revenue data. It leverages predictive analytics to improve revenue efficiency and workflows.
Xactly’s revenue intelligence solutions unify GTM teams with technology, process, and data. It aims to grow top-line revenue without compromising bottom-line margins.
- Xactly Forecasting: Pipeline management, forecasting accuracy
- Xactly Insights: Pay and performance analytics
- Xactly Benchmarking: External market factors’ analysis
- Xactly Connect: Integration of data flow among business applications
Xactly has custom-built packages based on your requirements.
Formerly known as InsightSquared, Mediafly Intelligence360 provides multiple capabilities to drive business growth under one roof.
It offers conversation intelligence, data capture, sales analytics, KPI tracking, pipeline management, and revenue forecasting.
The platform aims to shorten the distance between data and insights for revenue and sales leaders.
- Multi-device data visualization
- Live forecasting
- Live pipeline management
- Activity tracking
- Recording, transcription, and analysis of sales calls
- Interactive dashboard and reports
Pricing for Intelligence360 is customizable and available on request.
Groove aims to maintain complete transparency between reps, managers, and RevOps teams.
It enables real-time Salesforce reporting and collaboration among teams on account lists.
With its comprehensive features, the platform empowers reps and managers to align their workflows in a centralized workspace.
- Live and interactive pipeline reviews
- Account status update
- Record the next steps without switching tools
- Email, calendar, LinkedIn, and Zoom integration
- Online scheduler
- Auto-dialler and call logging
- Sales workflows
- Template building
Groove provides custom pricing packages for sales leaders.
Formerly known as ringDNA, this revenue intelligence platform is built for high-performing revenue teams.
It logs your sales engagement activities and converts the data into numbers so you can oversee operations and measure performance.
It also shares real-time guidance and recommendations to empower reps with the insights to “engage with the right person on the right channel at the right time and with the right message.”
- Conversation intelligence and nudges
- Sales forecasting
- Coaching insights
- Recommendations on the next best actions
- Buyer prioritization
- Multichannel playbooks
You can choose between four pricing packages based on functionalities. Pricing is available on request.
Kluster helps with revenue forecasting for B2B SaaS companies.
With its easy-to-use tools, you can define winning revenue strategies and seamlessly execute deal and pipeline management.
The platform elevates your decision-making capabilities for revenue growth.
- Target planning
- Live forecasting
- Revenue analytics
- Pipeline change analysis
- Security alerts for pipeline
Kluster’s pricing model is customized for each organization’s needs. However, you do get access to a free trial.
Salesloft’s Modern Revenue Workspace is the only complete sales engagement system currently available for sales teams.
It executes digital selling tasks, lets reps communicate with buyers, and offers the next best action recommendations.
The platform enables you to reach and exceed revenue goals at each buyer journey stage.
- Automated and customizable cadence journeys
- Dialer and messenger
- Send sales emails at scale
- Sales forecasting
- “Coach to Close” workflow
Salesloft offers personalized packages on request.
Akoonu helps you confidently build forecasts within Salesforce with a 100% native integration.
You can easily and efficiently monitor, review and analyze your pipeline for accurate forecasts.
The platform supports all levels of your revenue team, from reps to leaders.
- Pipeline reviews
- Real-time deal insights
- Easy installation and setup
- Flow views
- Configurable filters and fields
- Forecast submissions and histories
- Deal, rep and team-level adjustments
Akoonu’s subscription plans start from $25 per month.
Celonis is particularly built to reveal hidden business and process efficiencies.
Its Execution Management System finds and fixes these inefficiencies so that your data can flow freely across your systems and revenue applications.
With a 360-degree view of your business processes, you can empower revenue teams to continually improve their performance.
- 100+ process connectors
- 500+ pre-built apps
- 1000+ integrations
- Order and inventory management
- Celonis Studio for building apps
- Reusable data extractor builder
- Simplified data transformation
- Business miner
You can get started with a free account to try out the tool. Other packages are custom-built for each company.
Cien aims to dig into sales performance, improve productivity and increase effectiveness.
The data-driven AI platform shares insights into causes of low quota attainment that prevent reps from achieving their goals.
It takes into account human and behavioral elements so you can unleash bigger coaching potential and have the best one-on-one deal reviews.
- Sales performance dashboard
- Rep scorecards
- Fit and interest analysis
- Deal prioritization
- Quote forecasting
- Coaching intelligence
- Value intelligence
- Opportunity dashboard
Cien has two packages priced at a flat fee of $500 monthly (single team) and $49 monthly per user (full sales squad).
Scale your Business with Revenue Intelligence
Revenue intelligence will continue gathering steam as businesses find newer ways to grow. Choose the right revenue intelligence tools to leverage insights for powerful decision-making.
But remember, at the core of it is clean data. Therefore, one of the first tools you must set up should ensure your fuel (aka data) running through the tech stack clean.
Eliminate data inefficiencies with Nektar.ai. Check out our video to learn more. Or talk to our team.