Revenue intelligence

A software category that captures and analyses calls, emails and CRM activity to inspect deals, coach reps and forecast.

DefinitionA software category that captures and analyses calls, emails and CRM activity to inspect deals, coach reps and forecast.

Revenue intelligence runs on conversations attached to opportunities. It suits long, stakeholder-heavy deal cycles and has little to read in transactional or account-managed businesses where revenue arrives as orders, not deals. See sales analytics versus sales intelligence versus revenue intelligence.

How it is used

Software that records calls, emails and meetings, attaches them to opportunities, and analyses them for deal inspection, coaching and forecasting. It depends on revenue arriving as deals with conversations.

Example

A manager sees that a deal forecast as committed has had no contact with anyone above manager level in six weeks.

Where it goes wrong

Bought for a business where revenue arrives as repeat orders. There are no deals for it to read.

Articles that use this term

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