Introduction
As a commercial services sales rep, you feel like you always have a quota to hit. Every day, you hustle to connect with property managers, but as you know, it’s a grind.
Finding the right contact at a property can feel like searching for a needle in a haystack. After hours of finding the right person and making contact with them, you get a “brush off” like, “Just send me a quote.” Frustrating, right?
What if there was a tool to help you find the hottest leads, craft the perfect outreach message, and close more deals? There is, and it’s called Property Intelligence Software.
Property intelligence provides deep insights into properties, such as:
• Who owns the building and how to contact decision-makers
• On-site equipment and systems
• Square footage, tenant mix, and occupancy rate
• Lead scoring to show you who’s a buyer and who’s not.
With this info, you can be more targeted and effective in your sales efforts.
This guide will explore the top 3 property intelligence tools today. We’ll discuss their features and benefits and help you choose the right one for your needs.
What is Property Intelligence?
Definition and Importance
The term “intelligence,” whether associated with sales intelligence solutions or property intelligence tools, refers to the platform’s ability to gather and analyze data to uncover unique insights that may be useful to your sales and marketing team.
For a commercial services rep selling to property owners, management, or facilities staff, it’s all about gathering info on the property and the key players involved—like owners, managers, tenants, permits, equipment, and more. This helps you get to know who you’re selling to and figure out the best way to approach them.
Benefits of Property Intelligence for Sales and Marketing Teams
Enhanced Efforts with Data-Driven Insights: Empower your sales and marketing teams with precise data that helps tailor their strategies.
Utilizes B2B Intent Data: Gain a deep understanding of the property and decision-makers involved so you can tailor your approach (or let Generative AI do it for you—more on this in the next section).
Target High-Quality Leads: Focus on leads that have a higher chance of converting, saving time and resources. This is done through lead scoring and buying signals.
Real-Time Data Access: Get up-to-date company and contact information to streamline your outreach and ensure you’re talking to the right person.
CRM Integration: Seamlessly blend property intelligence with your CRM to enhance client engagement and automate cadencing, engagement, and other relational aspects of the customer journey.
Personalized Outreach Strategies: Craft marketing and sales strategies that speak directly to your audience.
Boosted Productivity: Increase efficiency and productivity within your sales team.
According to Salesforce, the average rep spends about 21% of their time on lead research and prospecting. Property intelligence solutions like Convex can significantly reduce that time. That means you’ll have more time to focus on selling and closing deals.
How Property Intelligence Software Works
Every day, our devices track billions upon billions of bytes of information (“data”) across the Internet. Machine learning (ML) and artificial intelligence (AI) then collect and analyze this information to continuously learn about the needs and behaviors of individuals and businesses.
Property intelligence software takes this data and uses it to provide valuable insights about a specific property. These insights can include contact information for decision-makers, lead scoring, equipment and systems on-site, tenant mix, occupancy rates, and more.
But how does that help you close deals?
How to Use Property Intelligence to Close More Deals
As a commercial services sales rep, you probably face three main challenges when trying to close deals: identifying qualified leads quickly, personalizing your outreach at scale, and boosting efficiency in your sales process. Property intelligence, particularly from tools like Convex, can help you easily tackle all three.
Easily Find Qualified Accounts
Finding the right prospects can feel like searching for a needle in a haystack, but property intelligence can make this process much simpler. Here’s how:
Identify Ideal Prospects: You can locate companies that perfectly match your ideal customer profile. Think of it as having a treasure map of your best leads.
Filter and Focus: Use filters for company size, location, and industry to narrow your search and focus on the most promising opportunities.
Instant Data Access: With the right intelligence tools, you can immediately access valuable company data and contact information, saving hours of research.
Prioritize with Intent: Zero in on accounts with high buying intent. This way, you’re spending your time on leads most likely to convert.
Generate New Leads Automatically
Imagine having a system that generates new leads for you automatically. With property intelligence, that’s exactly what you get:
Automated Lead Generation: Tools like Convex can generate leads that fit your ideal customer profile on autopilot.
Stay Updated: Receive notifications about new companies and managers that meet your criteria so you can take advantage of every opportunity.
CRM Enrichment: Keep your CRM updated with accurate and current data, making your follow-ups more effective.
Quality Over Quantity: Focus on leads with a higher likelihood of conversion, ensuring your efforts yield better results.
Streamline Your Tech Stack
Managing data from multiple sources can be overwhelming. Property intelligence can help simplify your tech stack:
Data Consolidation: Combining data from various sources into one platform makes it easier to manage.
Reduce Tasks & Manual Labor: Cut down on time-consuming manual research and data entry, allowing you to focus on selling.
CRM Integration: Seamlessly sync with your existing CRM and sales tools to keep everything in one place.
Simplified Sales Process: Make your sales process straightforward and less complicated, boosting efficiency.
Track Company Buy Signals
Knowing when a company is ready to buy is like having a crystal ball. Property intelligence helps you track these buy signals:
Spot Active Researchers: Identify companies that are actively researching your product or service.
Timely Notifications: Get alerts about buying signals and trigger events so you can act quickly.
Engage at the Right Time: Reach out to decision-makers when they’re most likely to be interested, increasing your chances of closing the deal.
Find and Engage with Decision-Makers
Connecting with the right people is crucial. Property intelligence can streamline this process, too:
Direct Access: Obtain contact information for key decision-makers without the hassle.
Personalized Outreach: Tailor your sales approach to each contact for better response rates.
Build Relationships: Cultivate strong relationships with key players in target properties, paving the way for successful deals.
Top Property Intelligence Software Features
When choosing a property intelligence platform, it’s essential to consider which features will most effectively support your sales efforts. Here are some of the top features to look for:
Lead Generation
Generating high-quality leads is the cornerstone of successful sales. Here’s how property intelligence can help:
Automated Lead Generation: Leverage advanced sales intelligence tools to generate leads that match your ideal customer profile automatically. Imagine a system that finds potential customers while you focus on closing deals.
Stay Informed: Receive timely notifications about new potential leads, ensuring you never miss an opportunity.
Accurate Data: Enrich your CRM with the latest and most accurate company data so you always have up-to-date information at your fingertips.
Data Enrichment
Up-to-date information is vital for effective sales strategies. Here’s how data enrichment can boost your productivity:
Keep CRM Updated: Enrich your CRM with precise and current company and contact information to ensure you always have the most relevant data.
Boost Efficiency: Keeping your data updated can improve productivity and make informed decisions quickly.
Sales Automation
Automating routine tasks can save you time and streamline your sales process. Here’s what sales automation can do for you:
Automate Data Entry: Reduce the time spent on manual data entry and research, allowing you to focus on more critical tasks.
Integrate Seamlessly: Sync with your existing CRM and sales tools for a streamlined process that ensures all your data is in one place.
Simplify Sales: Make your sales operations less complex and more efficient, allowing for a smoother workflow.
CRM Integration
Integrating property intelligence with your CRM can significantly enhance your sales process. Here’s how:
Seamless Syncing: Integrate property intelligence data directly into your CRM, ensuring all information is accessible from a single platform.
Enriched Data: Keep your CRM filled with accurate and up-to-date company and contact details, improving the quality of your sales interactions.
Productivity Boost: Having all relevant data in one place enhances efficiency, making it easier to manage your sales process.
Predictive Analytics
Predictive analytics can provide a significant edge by identifying likely buyers. Here’s what you can expect:
Identify Likely Buyers: Use predictive analytics to pinpoint companies that are most likely to buy, helping you focus your efforts on high-potential leads.
Stay Alerted: Get notifications about buying signals and prioritize accounts with high buying intent, ensuring you engage with prospects at the right time.
When checking out property intelligence software, think about how these features match up with your sales goals. The right mix of tools can help you generate leads, enhance your data, automate your sales process, easily integrate with your CRM, and use predictive analytics to close more deals.
Top Property Intelligence Software and Solutions
When evaluating the top property intelligence software and solutions, it’s beneficial to assess them based on the value they bring to your sales strategy. Here are some notable platforms making waves in the industry:
1. Convex
Target Market: Commercial services sales teams
Value Proposition: Integrates property and sales intelligence, offering comprehensive insights to identify qualified leads and drive sales.
Rating: 4.7/5 on CapTerra
Best Use Case: Jared Rothberger from JAN-PRO uses Convex’s Atlas platform to streamline lead research and prospecting, improving outreach, conversion rates, and sales.
2. Reonomy
Target Market: Commercial real estate professionals
Value Proposition: Uses AI to unlock detailed property data, helping users find new opportunities and gain deep insights.
Rating: 4.2/5 on GetApp
Best Use Case: Real estate brokers in Los Angeles use Reonomy daily to access accurate property information and enhance client presentations.
3. CoStar
Target Market: Commercial real estate professionals
Value Proposition: Provides extensive data and analytics on commercial real estate properties.
Rating: 4.0/5 on G2
Best Use Case: Used by commercial real estate firms for market analysis and investment decision-making.
As you can see, only one of the platforms listed above combines the benefits of a property intelligence solution with sales intelligence tools for commercial services sales- that’s Convex.
Property Intelligence Platform Comparison
Choosing the Right Property Intelligence Platform
Selecting the right property intelligence platform involves evaluating various factors that align with your business objectives. Here are some key considerations to keep in mind:
User Experience: The interface should be intuitive and easy to navigate, allowing your sales team to adopt the platform with minimal training. A user-friendly design can enhance productivity and encourage consistent use.
Scalability: Ensure that the solution can scale alongside your business growth. A good platform should adapt to increasing data needs and user demands without disrupting your current operations.
Customer Support: Reliable customer support is crucial for resolving issues swiftly and ensuring your team can maximize the software’s potential. Look for platforms that offer various support channels, including live chat, email, and phone support.
Cost-Effectiveness: Consider the pricing structure and ensure it fits within your budget constraints while delivering the features you need. A clear understanding of costs, including any hidden fees, will help prevent unexpected expenditures.
Key Features and Pricing Models: Compare the key features and pricing models of different sales intelligence platforms to help you decide which one best suits your business needs. Each platform offers unique strengths and weaknesses, so evaluating them carefully is crucial.
User Reviews and Ratings: Reading user reviews and ratings can provide valuable insights into the pros and cons of each platform. This feedback can help you make an informed decision about which platform to choose.
Using these factors, you can take a systematic approach to deciding which platform is right for you.
Implementing a Property Intelligence Solution
Implementing a property intelligence solution can significantly enhance your sales and marketing efforts. Here’s how to do it effectively:
Best Practices for Sales Teams
1. Define Your Ideal Customer Profile: Understand your best customers by analyzing your current customer base and identifying common characteristics. This will help you focus your efforts on prospects who are most likely to convert.
2. Identify Your Sales Goals and Objectives: Set clear and measurable goals for what you want to achieve with the property intelligence solution. This could include increasing lead conversion rates, shortening sales cycles, or improving customer retention.
3. Choose the Right Sales Intelligence Platform: Select a platform that aligns with your sales goals and offers the features you need. Consider factors like data accuracy, integration capabilities, and user interface.
4. Integrate the Platform with Your Existing CRM and Sales Tools: Ensure that the property intelligence solution can seamlessly integrate with your current CRM and other sales tools. This will help in maintaining a single source of truth and streamline your sales processes.
Common Challenges and Solutions
1. Data Quality and Integration Issues: One common challenge is ensuring the quality of the data and integrating it with existing systems.
Solution: Choose a property intelligence platform known for its data accuracy and reliability. Ensure it offers robust integration capabilities with your CRM and other tools.
2. User Adoption and Training: It can be challenging to get the sales and marketing teams to adopt the new tool.
Solution: Provide comprehensive training and support to ensure that your team understands how to use the platform effectively. Highlight the benefits and how it can make their work easier and more productive. Convex offers regular training calls to ensure our customers are using the platform to its full potential.
3. Cost and ROI: Implementing a property intelligence solution can involve significant costs, and the return on investment is not always immediate.
Solution: Consider the long-term benefits of using a property intelligence platform, such as increased sales, improved efficiency, and competitive advantage. Make sure you choose a platform that offers cost-effective pricing options.
Conclusion
Key Takeaways to Accelerate Revenue for Commercial Services Sales Teams
Property intelligence is the secret weapon for smashing your sales targets – so start by integrating it into your workflow. This tool provides valuable insights, helping you understand what your customers want.
Second, transform these insights into action. Property intelligence tools help you identify the best leads and craft personalized pitches that resonate, making your outreach more effective.
Finally, choose the right intelligence platform to enhance efficiency. An integrated platform ensures that your tools and data sources work seamlessly together, reducing administrative tasks and allowing you to focus on selling.
Embracing the new generation of “smart” lead generation tools, such as property intelligence, sales intelligence, and others, is key to staying ahead of competitors. These tools are reshaping how sales teams operate, making them more effective and productive. Implementing these tools and following best practices can help you accelerate revenue and achieve massive growth in the competitive commercial services industry.
So what are you waiting for? Schedule your demo of Convex today to see how our intelligence solutions can transform your lead generation, streamline sales, and boost your results.
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