All State Journal

Data analytics is an integral part of B2B sales. From identifying prospects, and lead scoring, to coverage planning, forward-thinking organizations take to data gathering and analysis as the propeller for organizational growth and profitability. As the goldmine of every company’s research and development, navigating data sources and turning them into actionable insights is a critical step in taking big swings. For some sales teams, this is a walk in the park; for others, maneuvering through advanced analytics to filter out which client provides the most value is an insurmountable challenge. In a study conducted by McKinsey, 57% of sales reps struggle with analytics, which hinders them to unlock the power of data in sales. In fact, most businesses even struggle to dive into the most basic analytics, leaving them either outsourcing experts or missing opportunities.

The process of identifying a prospect’s value leaves a gap that leads to wasted time and opportunities. The obsolete practice of manually finding clients often yields to hours of research time, leaving little room for qualifying calls and closing deals. Studies show that an average salesperson spends 64% of their time on non-sales or non-revenue generating activities, including administrative tasks and database research. And even with the best efforts, most sales reps just aren’t reaching enough prospects. According to Sales Insights Lab, only 15% of reps managed to contact over 1,000 prospects in 2022.

As the technological revolution further advances, breakthroughs continue to disrupt outdated models to empower sales teams from what they do best: sell. And every efficient leader knows that the urgent need to scour for the most cutting-edge solution is a necessity for enterprises to thrive. Tarci, a continuous intelligence engine that generates dynamic SMB data, is helping companies leverage data to identify a customer’s likelihood to convert and eradicate the manual and tedious task of researching oftentimes unreliable sources.

Data that Paints a Full Picture

Tarci’s Continuous Intelligence Platform connects a wide range of external data sources, refreshing weekly to help businesses get an accurate and detailed view of SMBs on a global scale. It connects hundreds of data sources to create a unified view of a company, and the platform’s unparalleled in-depth data tagging system paired with advanced AI technology creates dynamic SMB data that does the heavy lifting in sales processes. 

This tech capability highlights real-time indications of opportunities throughout the customer life cycle and enables enterprises to create segmentation based on any rules and criteria using industry-specific data tags. Moreover, its diverse data lake from external data sources, with a full data refresh every week, gives businesses an updated, single view of a customer across multiple data sources.

Identifying Risks to Vulnerable Customers

One of the most crucial factors in sales is spotting early signals of vulnerable customers with real-time external data, or in a nutshell, separating the good apples from bad apples. Make no mistake: a company’s failure to pay on time is rooted in several reasons, including revocation of license to operate, business slowdown, unexpected closure, relocation, downsizing, or change of ownership. 

Years back, leaders and sales managers would rely on Excel files and manual analysis of business background which, more often than not, involves third-party business advisers and accountants. Today, automating this process saves enterprises time and resources, and eliminates reporting biases, subjectivity, and human error. With Tarci’s predictive insights, enterprises are able to go down to the nitty gritty and see which prospect offers the highest opportunity and which gives the highest risk, safeguarding companies from bad commercial debt.

After finally cracking the code on capturing SMB data for businesses with 1 to 500 employees, Tarci solidifies itself as a key player in helping companies cover every touchpoint between an enterprise and the SMBs it serves.

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