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Hitting revenue targets requires more than just activity. It requires insight. That’s where advisory intelligence comes in. Advisory intelligence is the ability to bring relevant, strategic insight to both prospects and existing clients. It helps sales professionals uncover and develop opportunities that align with real business challenges. As part of the Prospecting Essentials framework, advisory intelligence is a key tool for building a consistent, high-quality pipeline that drives long-term success.
Key Takeaways:
- Company and Industry Intelligence – Gain deep knowledge of your prospects’ businesses and industries to position your solution around their unique challenges and goals.
- Relationship-Based Intelligence – Build strong connections with key decision makers and influencers to uncover opportunities and advance deals.
- Event-Based Intelligence – Track industry events, trends, and trigger moments—like conferences or market shifts—that can serve as timely reasons to engage.
- Individual and Professional Intelligence – Research the decision makers and influencers personally—understand their roles, priorities, and what drives their decisions.
- Pipeline-Focused Strategy – Use these four intelligence categories intentionally to boost both the quantity and quality of your pipeline, leading to stronger sales outcomes.
Who This Video Is For:
This video is for professional sellers and sales leaders who want to build and maintain a strong, consistent sales pipeline. It’s especially relevant for those looking to improve their prospecting, outreach strategy, and sales conversations to drive both short- and long-term success.
Get Ready to Transform Your Pipeline: Prospecting Essentials Launches This Summer
This video is part of an exclusive new series designed to prepare you for the upcoming Prospecting Essentials Sales Training Program, launching this summer. Whether you’re a seasoned sales professional or a sales leader looking to elevate your team’s results, this program will equip you with proven strategies, practical outreach tactics, and impactful sales conversation frameworks to help you build a high-performing pipeline—now and into the future. Stay tuned for more insights and actionable tips as we count down to the official launch. For more information, please contact me.
If You Liked This Video…
If you liked this video, take the next step by downloading my Sales Strategy Index. This Sales Strategy Index worksheet will help you to assess the strength of your current sales strategy, with 10 key factors every sales organization requires for performance.
Frequently Asked Questions
Advisory intelligence goes beyond surface-level research. It’s about gathering and applying strategic insights across four key areas—company, industry, relationships, and individual decision makers—to position your outreach around real business needs and priorities.
By using targeted, relevant insights in your outreach, you’re more likely to engage the right stakeholders, spark meaningful conversations, and uncover qualified opportunities. This leads to a pipeline that’s not just bigger—but stronger and more likely to convert.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.