Sophie Alexander Sales Intelligence - Beyond Contacts to Analytics and Marketing
Jinfo Blog

Wednesday, 2nd December 2015 Sign in to MyJinfo or create an account be able to star items Printable version Subscribe via RSS to get updates as soon as Blog items are added

By Sophie Alexander


Sales intelligence services are becoming increasingly sophisticated, now encompassing areas such as mobile apps and predictive analytics. We asked expert analyst and author Michael Levy for his views on key vendors and the importance of commodity information in identifying sales triggers. 


Sales intelligence services are becoming increasingly sophisticated. The software has moved into marketing, data hygiene, cloud connectors, mobile apps, and predictive analytics.

To understand the implications for information professionals and their clients, we asked Jan Knight, an independent market research consultant, to interview market research and competitive intelligence expert Michael Levy, who has over 15 years of experience working in the sales intelligence industry. 

Detecting Company Changes

"Sales triggers are events which indicate that a company is more likely to be open to change. This could be a funding event, M&A transaction or executive change," explains Michael. 

His new book on sales intelligence vendors is designed to assist purchasing committees in evaluating vendors and implementing sales intelligence services. Michael's book and accompanying FreePint interview will be of particular interest to sales operations, sales managers, purchasing, IT and marketing.

Vendors discussed include:

  •  Avention
  •  DiscoverOrg
  •  Dun & Bradstreet and Hoover's
  •  Infofree
  •  InsideView
  •  LinkedIn Sales Navigator
  •  Owler
  •  RainKing
  •  Salesgenie
  •  Zoominfo. 

Commodity Information vs Specialist Trigger Tools

Subscription information services along with social media and other information sets help sales reps identify companies with emerging demand. Michael elaborates further on "sales triggers" in an article he wrote for FreePint, "Detecting Latent Sales Opportunities via Sales Triggers". 

As part of FreePint's Topic Series, "News, and Other Commodities", Michael explains how company information vendors such as Avention, BvD Mint, Hoover's, InsideView and Owler could help you identify emerging opportunities and prospects and how these providers contribute to the process of identifying triggers.

As Michael explains, the "internet has seriously disrupted B2B negotiations... now buyers drive the purchasing process". This makes sales triggers ever more important to "help identify emerging opportunities and prospects".

Find Out More 

FreePint Subscribers can log in now to read Michael's article and the interview with Jan Knight and to find out how you can purchase information to target firms in flux. 

You can find out more about Michael Levy's book "Field Guide to Sales Intelligence Vendors" via his blog

About this article

« Blog

What's new at Jinfo?

Focus on Value Chain

Document the value chain, and transform the way you think about, manage and report on your product portfolio and your information service contributions to your organisation goals.

Focus on Value Chain

Focus on Risk Assessment

Risk assessment is a required process for a healthy information department. It gauges the ability of your services, team, portfolio and overall value to withstand stress.

Focus on Risk Assessment

Sorry, there seems to be a problem with Webinar and Community listings. Please let us know, by email to Thank you.

Benefit from our research

Our proven processes, resources and guidance will help your team make the shift from transaction centre to strategic asset.


Designed around the most common challenges and pain points for time- and resource-strapped information teams

Supercharge remote productivity and value
Holistic content portfolio management
Future-proof your information service
Executive-ready communications


A tailored overview of our research and active discussion with your Jinfo analyst.


Measure your starting point to articulate your strengths and set priorities for future improvements. Assessments gauge risk, capacity, value and more.

Read case studies, and start the conversation:

Consulting benefits

Connect your team with the practical tools, original research and expertise to build and support information strategy in your organisation.

A Jinfo Subscription gives access to all Content (articles, reports, webinars) and Community.

Subscription benefits