Sales reps are overwhelmed by too much data and too many tools. The average rep spends just 13% of their time negotiating and closing deals, outweighed by manual prospecting, engagement, and admin tasks.
Gartner calculates that sales teams can unlock 27% extra bandwidth using fewer but more powerful sales intelligence tools. Reps can spend this extra bandwidth on closing more deals by reducing the manual workload of prospecting, targeting, and engaging high-value leads.
This article will help you find the right sales intelligence software to maximize revenue.
Table of Contents:
- What is sales intelligence software?
- Benefits of sales intelligence software
- The 12 best sales intelligence tools in 2024
- Which sales intelligence tool is right for you?
- What's next?
What is sales intelligence software?
Sales intelligence software helps companies capture and analyze data to produce actionable insights for their sales strategies.
Search for “sales intelligence software,” and you’ll mostly find B2B prospecting tools. Essentially, they’re databases for finding potential customers at target companies. While many of these tools include other features, prospecting is normally their main purpose.
However, a mature sales intelligence strategy involves far more than prospecting:
- Lead scoring
- Sales automation
- Sales analytics
- Sales pipeline optimization
- Revenue intelligence
- Forecasting and predictive analytics
- Data enrichment
- Customer relationship management (CRM) integration
As the Gartner study indicates, sales reps can’t use separate tools for every task. They need a unified system that provides actionable insights for all sales operations. This is backed by Nucleus Research findings that companies fully leveraging sales intelligence experience 6%-10% higher close rates and 30% increases in sales rep time-to-value.
Benefits of sales intelligence software
The key benefits of a complete sales intelligence platform include:
- Unify sales data into one platform
- Reduce manual sales workload
- Automate data capture and analysis
- Optimize sales processes
- Increase revenue drivers (close rates, average deal size, etc.)
- Reduce revenue bottlenecks (churn, time to close deal, etc.)
- Maximize revenue from existing resources
You optimize every sales process with the right sales intelligence tools to drive more revenue. You’re targeting higher-value leads, improving close rates, reducing close times, and refining everything possible to create a more profitable sales cycle.
For example, Unity Technologies uses Clari to gain deeper insights into revenue-affecting actions and reduce time wasted on non-selling tasks. The results speak for themselves:
- 29.9% win rate improvement
- 30.2% decrease in slipped deals
- 209% increase in average sales price
Meanwhile, Okta uses Clari’s predictive analytics to inform executive-level sales decisions for future quarters. With reliable insights, they can take action sooner and capitalize on new opportunities before they peak.
According to Forrester, 69% of companies with a comprehensive sales intelligence system report increased revenue. All the data reinforces how important it is for sales reps to have the right stack.
The 12 best sales intelligence tools in 2024
Now that we’ve covered the key benefits of sales intelligence software let’s look at the best tools on the market in 2024.
1. Clari
Clari is a complete revenue operations and intelligence (RO&I) system. Powered by the latest AI technology, it combines RevOps, conversion intelligence, and sales engagement to give you actionable insights throughout the sales cycle.
Key features:
- Complete revenue and sales intelligence
- All of your data in one place
- Turn insights into sales
- Full visibility across the whole funnel
- Automatic data capture
- AI forecasting and predictive analytics
- AI health scores and deal prioritization
- Sales automation
Clari is more than a sales intelligence tool. It’s a growth platform that hones everything in to maximize revenue. Instead of optimizing to close more deals, you’re rewiring every sales process to drive revenue from every opportunity.
This award-winning sales intelligence system helps you maximize revenue by closing more high-value deals every quarter.
Clari brings your sales data into a single platform, powering insights with the latest AI technology. This helps your team identify actionable patterns in sales data without the endless hours of manual analysis.
In 2023, Clari acquired Groove to enhance automated sales engagement throughout the customer cycle. This enhances Clari’s ability to turn automated insights into meaningful actions.
With automated sales intelligence pinpointing your most valuable prospects, Clari’s engagement technology helps you close more high-value deals faster.
This is the kind of all-in-one sales system Garter refers to in its study. The kind that automates non-selling tasks and empowers teams to spend more of their time closing deals and generating revenue.
Pricing:
- Unique “mix-and-match” pricing model
- No platform fee
- Only pay for what you need
2. FlashInfo
FlashInfo is a revenue acceleration platform with powerful B2B prospecting, sales automation, and reporting features.
Key features:
- Sales prospecting
- Automated lead engagement
- In-market timing analysis
- Sales and revenue analytics
Pros:
- Powerful prospecting tool
- Sales and revenue insights
Cons:
- Data accuracy/freshness
- Lacks lead scoring and actionable insights
Pricing:
- Professional: From $550 per month
- Advanced: From $880 per month
- Elite: Contact for pricing
3. Similarweb Sales Intelligence
Similarweb Sales Intelligence specializes in prospecting and managing B2B deals with digital-first companies: online payment providers, ecommerce, MarTech, etc.
Key features:
- B2B prospecting
- Advanced search filters and matching signals
- Prospect tracking and in-market analysis
- Sales automation
Pros:
- B2B prospecting
- Extensive database
Cons:
- Limited to digital-first companies
- Missing data for smaller companies
Pricing:
- Starter: From $125 per month
- Professional: From $333 per month
- Team: Contact for pricing
- Enterprise: Contact for pricing
4. ZoomInfo SalesOS
ZoomInfo SalesOS is an intelligent prospecting system that helps you find decision-makers at companies ready to buy.
Key features:
- Contact and company search
- Lead prioritization
- Lead capture from website visits
- Customer call, meeting, and email analysis
Pros:
- Reliable B2B prospecting
- Voice call analysis
Cons:
- Limited sales and revenue reporting
- Some data only available on MarketingOS
Pricing:
- Free trial available
- Contact for pricing
5. Lusha
Lusha is a B2B prospecting tool with affordable entry prices for smaller sales and marketing teams.
Key features:
- Sales prospecting
- Buying signals for purchase intent
- Prospect tracking and activity alerts
- Sales automation
Pros:
- Affordable starting prices
- Easy to use
Cons:
- Best sales intelligence features are only available on Enterprise plan
- Expensive for larger sales teams
Pricing:
- Free plan
- Pro: From $36 per month
- Premium: From $59 per month
- Scale: Contact for pricing
6. Reply
Reply is an AI-powered sales engagement platform that helps you automate prospecting and engagement throughout the sales cycle.
Key features:
- B2B prospecting
- Multi-channel engagement automation
- Sales analysis and optimization
- Generative AI for email copy and messaging
Pros:
- Fair feature distribution across plans
- Reasonable upgrade path with moderate price increases
Cons:
- Patchy data quality
- Email deliverability can suffer
Pricing:
- Free plan
- Starter: From $49 per month
- Professional: From $89 per month
- Ultimate: From $139 per month
7. LinkedIn Sales Navigator
LinkedIn Sales Navigator is a prospecting and lead generation tool for the world’s biggest professional network.
Key features:
- Extended network access
- Advanced search tools and filters (company size, job title, etc.)
- Prioritize and quality opportunities
- Advanced InMail personalization
Pros:
- Enhanced LinkedIn targeting
- Ability to reach decision-makers
Cons:
- Expensive
- Limited to LinkedIn Sales Navigator database
Pricing:
- Free trials available
- Contact for pricing
8. Cognism
Cognism specializes in capturing verified B2B phone numbers and email addresses with truly international coverage (EMEA, NAM, and APAC).
Key features:
- Identify potential customers
- Build personas and qualified audiences
- Prioritize prospects with buyer intent
- Automatically update CRM data
Pros:
- International dataset
- Impressive EU data coverage (GDPR-compliant)
Cons:
- Phone numbers are often generic (e.g., main office), outdated, or incorrect
- Limited RevOps features
Pricing:
- Contact for pricing
9. Winmo
Winmo is an enterprise sales intelligence system for agencies, advertisers, and tech providers.
Key features:
- B2B prospecting
- Industry and market insights
- Market forecasting
- Real-time sales alerts and recommendations
Pros:
- Large, detailed database
- Powerful prospecting features
Cons:
- High starting prices
- Basic automation features
Pricing:
- Annual plans from $10,995 per year
10. Apollo
Apollo is an end-to-end sales intelligence platform designed to find, reach, and close deals.
Key features:
- Sales prospecting
- Automatic CRM data updates
- Automatic lead scoring and prioritization
- Sales automation
Pros:
- Affordable starter prices
- Sales automation made easy
Cons:
- Limited reporting and insights
- Automation is limited to basic workflows
Pricing:
- Free version available
- Basic: From $49 per month
- Professional: From $79 per month
- Organization: From $119 per month
11. UpLead
UpLead is a B2B prospecting system with an impressive 95% data accuracy rate.
Key features:
- B2B prospecting
- Advanced search filters
- Buyer intent signals
- Company news tracking and alerts
Pros:
- Affordable starting prices
- Company news tracking notifies you of important events
Cons:
- Lack of sales automation and reporting
- Doesn’t live up to 95% data accuracy claim
Pricing:
- 7-day free trial
- Essentials: From $99 per month
- Plus: From $199 per month
- Professional: Contact for pricing
12. LeadIQ
LeadIQ is an affordable prospecting and sales intelligence tool for smaller teams.
Key features:
- Sales prospecting
- Automatic CRM data sync
- Buyer signals for timely engagement
- Contact tracking for job changes
Pros:
- Affordable starting prices
- Easy to use
Cons:
- Lack of sales automation and reporting
- Not suitable for larger sales operations
Pricing:
- Free plan
- Essential: From $39 per month
- Pro: From $79 per month
- Enterprise: Contact for pricing
Which sales intelligence tool is right for you?
The key to choosing the right sales intelligence system is getting as many features as possible from one platform. You want your sales data in one place: automated insights for faster decision-making and sales automation to reduce manual workloads.
Here’s a comparison table showing the key features to look for and what each tool in this article offers:
As you can see, Clari is the only platform that provides a complete sales and revenue intelligence system. To see Clari in action, you can book your demo today.
What's next?
If you’re looking for an all-in-one sales intelligence and RevOps system, Clari is the obvious choice.
Free your team from data overload, endless tool switching, and manual deal management throughout the sales cycle. Implement all of your sales data into one powerful optimization platform that automates actionable insights and frees up time for revenue-driving tasks.
Book your Clari demo today to try the only complete enterprise revenue platform.