SixthElement's Sales Intelligence Suite identifies the right selling opportunities by generating highly qualified leads and developing opportunities with identified prospect thus enabling increased strike rate and reduction in the sales cycle. This suite comprises product categories like Sales Opportunity Identification, Lead Management and Opportunity Management. Elements of the Sales Intelligence Suite are.

Selling Opportunity Identification

Based on its customer segmentation and customer needs cluster, Sixth Element will identify selling opportunities and profitability potential of each segment.

• This service will provide customized segment - wise selling opportunities including segment needs, opportunities, players in the segment along with strengths, profitability potential of the segment.
• Also provided / accessible will be various solutions given by different players across the value chain in the identified segment

Lead Management Services

Generating leads within a selling opportunity, qualifying and passing on the qualified leads along with prospect profile, enables highly targeted sales call and reduces time for deal closure

• Lead Generation ~ generating leads by tracking the following in identified segment ~
  • Market Plan
  • Trade Shows
  • Seminars
  • Press Releases
  • Sales Force Inputs
  • SEO, Web trends
  • Email Campaigns
  • It also includes tracking of the prospect's decision making process and other vendors being evaluated by the prospect.
    
    
• o Lead Qualification ~ Filtering ~ Profiling ~ As a follow up to lead generation, Sixth Element will help in qualification of the leads based on certain criteria like profitability, revenues, geographical presence, brand visibility, reputation, product offerings, market presence etc.

This service will provide ranked business opportunities to the sales team within specified time based on sales objectives and client's business rules.

Information on prospect profile data based on specific qualifying criteria such as geography, customer type and product type.

• Prospect Profile ~ Once the prospect been identified by Sixth Element, it will provide the prospect profile for further analysis with information on the company along with contact points and details. This includes company overview, address, phone number, email id, annual sales, personnel information, executive profiles, partners and alliances, business philosophy
  and strategy, business needs and drivers.

Opportunity Management

Subsequent to prospect profiling, a customized solution will be provided which will include factors like contact points, buyer information, needs mapping, buying center and organizational culture to better understand underlying needs and better focus. This includes developing an opportunity
within the identified prospect, presenting the competitor moves and positioning the products and services in line with client needs and requirements, enabling faster closure of deals and sustainable competitive advantage.

• Opportunity Plan ~ by provision of this, Sixth Element will help organizations in ~
  • Identifying the selling opportunity in a prospect.
  • Identifying and clustering the needs with different business elements generated from competition, customers and industry characteristics.
  • Doing the need benefit analysis.
    
    
• Competitor Intelligence ~ Sixth Element will provide a thorough and comprehensive report with information on all aspects of any competitor. This will include ~

Competitor's business profile, products, service offerings, target industry segment, financials, partners and alliances and news updates.

Comprehensive analysis of competitors' in terms of their internal strengths, weaknesses, technology, operations and threats and opportunities (external).

Competitor is analyzed on the basis of its client case studies, alliances and partnerships, its financial and technological strengths.

• Positioning

Positioning the company with respect to direct needs.

Mentions in what way products and services fit into the needs of the prospect ~ (specific product features that will solve specific characteristics and infrastructure of the customer.