Episode 35: Leveraging Sales Intelligence Tools to Drive Pipeline Revenue

5 Questions with Nishit Asnani Co-Founder, Sybill.ai ⚒️ At any given time, 98% of your audience is “out of market.” That means even if you find the right person and deliver the right message, they won’t always be ready to take next steps. And that means pipeline management is that much more important. Knowing what buttons to push and levers to pull when the timing is right can make or break an SDRs comp. Realistically, the biggest impact SDRs can have on the business (from an outbound perspective) is pushing prospects from their personal pipeline (as we call it, the ISQL) into the company's pipeline (aka, a sales opportunity). The more efficient they are at that process, the better. Be it through productivity hacks, building compelling nurture campaigns, or leveraging sales technology, your SDRs can (and should) methodically convert their prospects into pipeline, and pipeline into sales opportunities. We grabbed Nishit Asnani to talk about the technology portion of that equation. What insight can these tools derive? Can they help reps pull more relevant information on their prospects?  What can they do during and after the conversation to help move prospects down the funnel? Let’s find out. Structure & Questions Let’s start with a definition - broadly, what is a “sales intelligence tool?” If we niche down, what are “emotional intelligence” tools? One of the key “buzzwords” over the past few years has been empathy - and for good reason. Understanding your prospect’s goals and challenges and how you can help them is key to success. How can emotional intelligence tools help in this capacity? What is the sales intelligence space going to look like 5-10 years? What role will technology play in the lives of sales reps? The role of AI in sales is growing quickly as well - and it promises a lot. Is it smoke and mirrors, or will AI have more of a prominent role in the next few years? Follow-up, will we even need SDRs in a few years? When SDRs convert pipeline, they contribute revenue. It’s as simple as that - yet, a lot of SDRs struggle with the act of pipeline management. Tactically, how can they leverage emotional intelligence tools to make that process more efficient?