Sales Intelligence Software: Find The Best Tool For Your Business

Unlike a customer relationship manager (CRM), sales intelligence tools provide data on:

• Buyer’s cycles and corresponding behaviors

• Technology used by potential leads

• Sales pipeline reliability vital for forecasting

Because most CRMs don’t (or can’t easily) provide this information, sales intelligence software is needed to meet the business demands of modern sales teams. 

If you’re finding the crowded sales intelligence software market intimidating, don’t worry—we can help. 

Regardless of the type of sales intelligence software you’re thinking of using, our guide of over 30 tools will help you find the right one for your business.

Let’s start with the basics. 

What is sales intelligence?

Sales intelligence refers to any information that sales reps use during the sales cycle. It includes historical and real-time data collected from various sources, including sales calls, CRMs, websites, social media platforms, and browser cookies.

Salespeople analyze this data to derive insights into prospects’ preferences and behaviors. This information is then used to support sales strategies and targets.

What is sales intelligence software?

Sales intelligence software describes any tool that captures and analyzes sales-related information. Automated software can do this much faster than sales reps can, crawling millions of online sources to find relevant data and provide actionable insights.

Sales intelligence software quickly searches through large databases to gather contact information and track the online activity of potential customers. It also uses conversational intelligence to spot buying intent. A sales intelligence tool will pull all your sales data into one single platform.

A sales intelligence solution typically gives you automated lead scoring, reporting, and real-time alerts. You can then pair your sales intelligence tool with a marketing automation tool to contact leads at the right time and personalize your sales messaging. 

The best sales intelligence software available

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Lists of the best sales intelligence software often only include all-in-one sales tools.  However, in our experience working with sales teams from more than 70K companies, we know that different teams need targeted tools to meet their specific sales intelligence needs.

That’s why we’ve broken down our list of over 30  of the best tools available on the sales intelligence software market into six main categories—so you can more easily find the tool your team needs.

• All-in-one sales intelligence tools

• Prospecting and lead generation tools

• Lead nurturing tools

• Sales reporting and forecasting tools

• B2B Intelligence tools for company information

• Contact information tools

Note: Want to find new potential companies that already visited your website? Sign up and give Leadfeeder a try—free for 14 days.

All-in-one sales intelligence tools

All-in-one sales intelligence software is designed to make every step of the sales process more effective—from lead generation and scoring to insights for better outreach and messaging.

Here are our favorite all-in-one sales intelligence tools:

1. LinkedIn Sales Navigator

Most salespeople have used LinkedIn to prospect or conduct outreach. LinkedIn’s premium version—LinkedIn Sales Navigator—is an all-in-one sales intelligence tool unto itself. 

It leverages LinkedIn’s huge network and adds advanced search features so you can find the right leads and learn more detailed information about them. Sales Navigator also offers extra InMail credits for outreach and even recommends qualified leads.

2. HubSpot Sales Hub

HubSpot Sales Hub is designed to help improve and scale your entire sales process. From email templates and automation to sales engagement tools, the HubSpot CRM and Leadfeeder integration helps you do more outreach in less time. 

Interaction and engagement tracking and notifications make it easy to track where prospects are in the buyer’s journey and follow up with the right messaging at the right time. 

Not sure if you want to use HubSpot? See how HubSpot compares to Leadfeeder.

3. Overloop

Overloop is an AI-powered sales prospecting platform built to fit into your existing process. It automates tasks like composing personalized emails and sourcing prospects with a database of 450M+ contacts. Overloop also provides integrations for your favorite sales tools to help you create a tech stack that works for your business.

4. Salesforce Sales Cloud

Beginning with features to help you better connect with and sell to leads at scale, the Salesforce Sales Cloud is built to optimize sales performance from planning through to closed sale. 

With artificial intelligence to help monitor and adjust your sales strategy and forecast performance, Salesforce offers a comprehensive, end-to-end sales intelligence tool with integrations for Leadfeeder and many other popular tools.

5. Demandbase

Demandbase is an account-based go-to-market platform that accelerates your marketing, advertising, and sales strategies through data and AI-powered insights. 

The Account Intelligence feature helps you find the right prospects and personalize your messaging.

Prospecting and lead generation sales intelligence tools

Lead generation tools are aimed at improving the beginning of your sales cycle, including lead generation, lead scoring, and prospecting. 

They’re all about helping sales teams identify their ideal accounts, then find more prospects who fit the same bill.

1. Datanyze

Datanyze specializes in technographics—which is a fancy way of talking about identifying sales opportunities based on the software and other tech a company already uses. 

You can identify new prospects that employ similar tech stacks to your ideal customer profile, lead score existing pipeline based on the technology they use, and even add technographic info into your existing customer relationship solution.

2. Bombora

Bombora’s tool is all about shortening the sales cycle by engaging with prospects who are already looking and ready to buy. By identifying businesses that are searching for particular topics, you can start the engagement on second base—making for an easier and quicker close. 

This sales intelligence tool will even recommend topics and talk tracks based on prospect behavior.

3. UpLead

UpLead’s main offering is built on their network of global business contacts. Their robust and targeted search options help you start the process with the most targeted lead list. 

UpLead automatically verifies email information in real time as you download or export leads—meaning you get cleaner data that finds the right inbox the first time.

4. Crystal

While Crystal won’t help you identify new leads, it will help you create cold emails with the right messaging to score you meetings and new opportunities. 

The unique sales intelligence tool integrates with other top sales tools to offer insights on the personality of your prospects—even offering specific advice on the right tone and message hierarchy to appeal to each person.

5. DataFox

Using a combination of AI and human analysts, DataFox (part of Oracle) aggregates company intelligence from multiple sources into a single platform. Receive signals and insights to enrich your supplier data, and set up alerts to monitor and manage risks.

With the option to design your own lead scoring models, DataFox makes it easy to prioritize accounts, too.

6. HG Focus

HG Focus’ offering, HG Focus, is another tool that uses technographic data on the software prospects already use to help you identify new leads and tailor your pitch and messaging.

The Google Chrome extension means you’ll never have to open a separate tool to see that data—whether that’s within your CRM or across any website.

Sales intelligence tools for lead nurturing

Lead nurturing tools are all about tracking how leads move through the buyer’s journey, including helping you figure out which prospects are most likely to ultimately convert.

1. Yesware

Yesware is all about tracking that optimizes the lead nurturing process. Their tool gives you more intelligence on how prospects engage with your sales emails. 

It automatically logs that information in Salesforce and enables you to build personalized trigger campaigns that send at just the right time based on prospect behavior.

2. 6sense

6sense is built to help sales teams identify demand and buying intent signals so they can identify the right accounts and prioritize lead nurturing actions. 

The tool uses AI to shed light on the entire customer journey, across every channel, and give reps clearer insight into the right time to reach out. Triggers and automated campaigns mean you’ll never miss a beat.

3. DemandFarm

For sales teams that have left spray-and-pray prospecting behind, DemandFarm helps with account-level planning and carrying out your sales strategy. 

The tool works primarily as an add-on to CRM software, offering native apps for Salesforce as well as integrations with other CRMs.

4. Lead411

Lead411 combines an extensive (and growing) database of verified phone and email contacts with trigger-based sales intelligence to help you discover leads and identify increased buying intent among your existing prospect list. 

That means you’ll have better intelligence to craft your pitch and find the exact right time to deploy it.

5. Vainu

Designed to help sales reps get to know prospects better and shorten the sales cycle, Vainu is all about targeting the right accounts from the start—then ensuring your nurture process enables you to send the right message at the best time. 

Follow target accounts, get notifications, and push and pull info to your CRM.

6. LeadIQ

LeadIQ is a simple tool that empowers sales reps with the right contact information and context on their prospects. What sets LeadIQ apart from similar tools is that it works as a plug-in so you can view verified information while you browse LinkedIn or other websites. 

The CRM integration automatically pulls that info into your CRM and identifies existing prospects across the web.

Sales data reporting and forecasting tools

These tools help sales people and sales managers better understand individual and team performance, determine where the sales process can be improved, and forecast upcoming closes.

1. ProsperVue

ProsperVue is designed to help forecast and accelerate your sales and lead nurturing cycle. It integrates with Salesforce to give reps easy access to better lead data. Location intelligence helps field reps plan and prioritize meetings. 

2. InsightSquared

InsightSquared dubs their software the “operating system for your revenue engine.” Their tool is focused on aligning go-to-market teams, increasing visibility into (and reliability of) the sales pipeline, and its intelligent forecasting of deals.

3. Clari

More than a sales intelligence solution and reporting tool, Clari is designed to unify operations and reporting across the entire funnel, from marketing to sales to customer success. 

Clari uses AI to analyze accounts, deals, and selling activity, and put together a more intelligent sales forecast. It also makes forecast calls better with real-time access to deal activity.

4. Upland

A better, shorter sales cycle starts by identifying the activities and processes that work to close target customers. Upland was built to give sales reps and leadership more visibility into the process, what works, and what doesn’t. When you know what works, you can build easily repeatable processes to accelerate closes.

5. Gryphon

Gryphon’s sales intelligence tool is all about driving more efficiency and efficacy on the phone. The software tracks phone activity across every device without making BDRs jump through hoops. 

That data comes together in a real-time dashboard to show managers call performance versus KPIs and help identify opportunities for coaching and improvement.

B2B sales intelligence tools for company information

These sales intelligence tools are designed for B2B salespeople, with a focus on selling to an entire company.

1. Leadfeeder

Leadfeeder tells you what companies visit your website, even if they never fill out a form or contact you.

Leadfeeder also shows you contact information for employees at the company. This allows you to follow up with visitors who never inquired about your product or time your outreach to potential leads in your sales pipeline.

To try out Leadeeder, all you need to do is install the Leadfeeder Tracker (it takes less than five minutes!).

To sign up for Leadfeeder, follow the steps on this page for the Web Visitors Identification Solution. We can start sending you leads in minutes.

Note: Want to see which companies have visited your website, plus what pages they’re looking at? Sign up and give Leadfeeder a try—free for 14 days.

2. D&B Hoovers

D&B Hoovers is designed to empower B2B sales reps with the right intelligence to engage with and nurture leads in a meaningful way. With the power and extensive database of Dun & Bradstreet behind it, Hoovers offers high quality leads with in-depth company profiles and information. 

Add in real-time triggers and you have a capable end-to-end B2B sales intelligence tool.

3. ZoomInfo

ZoomInfo is primarily a contact database—you can find contact information to aid outreach to leads you’ve already identified. 

ZoomInfo claims that it is “the world’s most comprehensive B2B contact database.” It aims to offer unbeatable B2B contact coverage bredth and depth along with AI tools to provide deeper insights and greater sales successes.

4. DiscoverOrg

As one of the most comprehensive intelligence platforms designed for B2B sales, DiscoverOrg aims to improve every step of the sales process, from offering higher quality lead data to using that data to better personalize and tailor outreach. 

The tool even creates better sales and marketing alignment with support for super granular and detailed target account profiles.

5. FullCircl

FullCircl is a Customer Lifecycle Intelligence (CLI) tool with a focus on relationship-building and data-driven customer acquisition. 

It offers detailed company info on millions of accounts and aims to give B2B reps the context to actually connect with prospects and engage in a more credible, authentic way. 

It also automates compliance checks to streamline onboarding. 

6. Klenty

Klenty is one of few sales intelligence and automation tools focused on inside sales teams. As such, the tool skews toward the front end of the buying cycle—with help finding the right prospects and initiating those first touchpoints. 

The Smart Database with engagement history and CRM integrations makes it seamless to hand prospects off when the time comes, too.

7. RelPro

RelPro is designed to help B2B salespeople identify more companies that fit their target profile. Whether you’re selling to huge enterprise accounts or SMBs, RelPro has detailed information on decision makers, including titles and contact information. 

The tool was built to work across your existing workflow, integrating with CRMs, web browsers, and other prospect research tools.

Contact data and database management sales intelligence tools

If you can’t reach a prospect, you can’t sell to them. These tools solve that problem, so you can always find the right contact information for your key decision makers.

1. Voila Norbert

Every close starts with having the right contact information, and Voila Norbert claims to be able to find anyone’s email address. All you have to do is enter the contact’s name and company, and Voila Norbert will find and verify the correct email contact information. 

You can even search emails in bulk to quickly find multiple contacts within a company.

2. Hunter

Hunter.io identifies email contact information based on the domain name. Type in a company’s domain and Hunter will give you a full list of every verified email contact at the company. You can then search the list by name or title to find your decision makers.

3. TechTarget Contact Data Services

TechTarget Contact Data Services is a contact hub that helps you find the right contact from a database of US B2B records under management.

TechTarget’s List Optimizer finds suitable contacts that will help you meet your business needs. You’ll also benefit from real-time email and social verification so you can rest assured that the information you see is accurate.

How does sales intelligence help businesses?

Whichever category a sales intelligence tool fits into, they are all designed to help businesses optimize sales processes, reducing the manual workload through automation and leading to more qualified leads and higher revenue. 

Here are a few ways that sales intelligence software achieves this:

• Improved lead generation and qualification: B2B sales intelligence software automatically searches the web using your preferred criteria to find prospects that fit your ideal customer profile.

You’ll discover companies you may not have found otherwise, and you won’t miss out on strong leads. 

Plus, the tools can identify strategic contacts with the power to make decisions in their companies. You can then prioritize leads according to who is more likely to buy.

• Shorter sales cycles: Automated sales intelligence improves your sales team’s efficiency, reducing the time they spend on researching and qualifying leads and giving them more time to engage with prospects and close deals. And because sales intel generates high-quality leads, you’ll find that they need less nurturing to get them over the finish line.

• Greater accuracy: If your data is flawed or outdated, you’re at risk of focusing on the wrong leads and wasting valuable time and resources. With accurate information, you can make smarter decisions and forecasts. For instance, the ability to predict buyer behavior lets you prioritize the right leads and discover cross-selling and upselling opportunities.

• Better understanding of prospects: By gathering data from the multiple touchpoints customers go through before making a purchase, sales intelligence tools can help you understand your prospects and identify their key needs and preferences. Sales reps can use this intel to create tailored messaging and build strong relationships.

• Increased competitive advantage: Sales intelligence software tracks “buy signals” in real time and alerts you as soon as a prospect appears ready to commit. For example, website visitor tracking will flag up someone who’s spent a lot of time on your pricing page. You can then reach out at exactly the right time—before your competitors do! The tools also track “trigger events”, which are indications that a company is in a position to purchase, for example, if a firm has gained new funding or changed its leadership.

• Streamlined tech stack: Sales intelligence tools keep your data centralized so it’s easy to find and sync data between platforms. That means you’re not losing any time by copying and pasting the data or toggling between apps.

Find better leads and close more deals with Leadfeeder

Sales intelligence software can make or break your sales process. These types of tools can help with a wide variety of tasks, from simply identifying email addresses to powering your entire sales process from beginning to end.

However, to successfully spend less time researching and more time closing sales, you need the right tools for your business. Our guide was created to help you identify the most useful additions for your tech stack, but obviously we think your number one choice should be Leadfeeder.

Leadfeeder helps you identify the companies that are visiting your website. These businesses already have some knowledge and interest in your product and are ripe for conversion.

Combine Leadfeeder with Dealfront to access truly compliant B2B data and find all the contact and business information you need to ensure the success of your sales and marketing strategies.