Make Your Sales Data Work Harder for You: Turning Insights into Buyer-Centric Execution

With more data and deeper insights into their pipelines than ever before, why are sales teams still falling short?

The issue isn’t the lack of insights; it’s the absence of actionable execution that aligns with the buyer’s journey. While revenue intelligence tools provide valuable visibility, they often fail to guide sales reps in ways that resonate with the buyer's needs.

B2B buyers are already 70% through their purchasing process before engaging with sellers — and it’s buyers that initiate the first contact 80% of the time (Demand Gen Report)

Even with access to detailed insights, sales teams are still left without clear direction on how to engage with buyers on their own terms. Without this clarity, even the best data becomes irrelevant. Sales teams need more than just metrics; they need actionable steps that speak to the buyer’s needs and guide them smoothly from first awareness to implementation.

Buyers need value from the outset

Gone are the days when buyers could be convinced with a generic pitch. Today, they need to feel that their time is valued from the very first interaction. Buyers expect to receive information that’s directly relevant to their challenges and needs.

A buyer-centric approach is crucial in this process. Sales teams must shift from product-first to value-first, understanding the buyer’s pain points and immediately offering solutions that can address those issues. By leading with value, sales teams can build trust early, paving the way for a more successful sales journey.

However, the key to this buyer-centric approach lies in turning data into meaningful actions. Sales teams are overwhelmed by endless reports, but without clear guidance on how to engage with buyers, those insights fall flat. It’s essential that sales reps receive clear steps that help them speak the buyer’s language and streamline the buying process.

Sales enablement vs. revenue intelligence: bridging the gap

Revenue intelligence on its own isn’t enough. While it provides crucial visibility, it often lacks the guidance needed to drive action. This is where sales enablement plays a critical role. To unlock the true value of revenue intelligence, sales teams need tools that not only tell them where they stand but also show them what to do next.

Sales enablement provides valuable resources, training, and content, but without real-time intelligence, these tools often feel disconnected from the current deal landscape. The true power lies in integrating revenue intelligence and sales enablement to ensure that sales teams have the right tools and insights to act on data in real-time. When these elements work in harmony, sales reps can not only understand the pipeline but also take the right steps to move deals forward.

Hive Perform: bridging the gap between insights and execution

At Hive Perform, we’ve built a solution that goes beyond traditional revenue intelligence. Our platform integrates insights with actionable next steps, making the buyer’s journey smoother and more predictable.

Here’s how Hive Perform helps bridge the gap:

1. Real-time recommendations and actionable next steps Hive Perform’s Perform Agent doesn’t just highlight issues; it provides specific guidance on how to resolve them. Whether a deal is at risk or in need of nurturing, the platform tells sales reps exactly what to do — from messaging to resources to reach out with. This immediate guidance allows reps to act decisively and move deals forward without uncertainty.
2. Integrated enablement and intelligence Hive Perform integrates sales enablement and revenue intelligence seamlessly. Sales reps get access to both the data they need and the tools to act on it. This integration ensures that reps can make informed decisions faster, focusing on the buyer’s needs at every stage of the sales process.
3. Proactive leadership insights Sales leaders often juggle multiple deals at once. Hive Perform’s Perform Intelligence provides a comprehensive view of the sales pipeline, highlighting potential risks early on. With this proactive insight, leaders can guide their teams and address issues before they affect the deal’s outcome.
4. Collaboration across teams Sales, marketing, and customer success teams must work together to close deals successfully. Hive Perform fosters collaboration by ensuring that all teams are aligned with the same data and strategy. This shared understanding enables them to support each other in driving deals forward.

The future of sales: action over data

As the sales tech landscape evolves, the future of revenue intelligence lies not in tracking data but in driving action. The best tools will move beyond merely providing visibility to offering real-time, actionable insights that sales teams can act on immediately. This shift will empower sales teams to close more deals, hit their quotas, and build stronger, more efficient sales processes.

At Hive Perform, we are helping sales teams cut through the noise of data overload by providing clear, actionable guidance that enables faster, smarter decision-making. By integrating revenue intelligence with sales enablement, we ensure that sales teams not only see where their deals are but also know exactly what to do to close them.