Selling is all about cranking out numbers and hitting targets, right?
To succeed in sales, you need to focus on quality over quantity. You need to build relationships with your clients and provide them with value at every point of interaction.
And you can’t do that without the right set of tools.
And without further ado, let’s get started.
But before we dive into the list of tools, let’s take a quick step back and understand what sales enablement is and why it’s so important.
What’s Sales Enablement?
Sales enablement is about equipping your team with the resources they need to sell more effectively.
That includes everything, from providing them with the correct data and information to helping them hone their skills and close more deals.
In short, sales enablement is about making sure your team has what they need to succeed.
And that’s why we believe every sales team needs a good sales enablement solution.
Sales tools are part of that solution. The right tools can help your team close more deals, grow your business, and hit their targets.
What are Sales Tools?
Sales tools are software solutions that help sales teams automate their workflows, close more deals, and improve productivity.
They come in all shapes and sizes, but the best sales tools share one common goal:
To make your team’s life easier and help them close more deals.
What Type of Software Solutions are Considered Sales Tools?
The term “sales tool” is pretty broad. It can refer to anything from a CRM system to a simple spreadsheet.
In general, though, we like to think of sales tools as software solutions that help sales teams with their day-to-day work. That includes everything from contact management to email automation and lead generation.
The sky is the limit when it comes to sales tools. There are [literally] thousands of different software solutions that can help your team in one way or another.
But if we were to categorize them, we would say that there are eleven different types of sales tools:
- Sales Gamification
- Customer Relationship Management (CRM) Systems
- Sales Acceleration Platforms
- Marketing Automation Platforms
- E-signature and Document Tracking Solutions
- Email Management Tools
- Video Conferencing Software
- Sales Analytics Software
- Call Tracking
- Customer Service Software
- Account-based Marketing Software
The Rising Importance of Sales Tools
Sales tools are becoming more and more popular and for a good reason. They help sales teams close more deals, stay organized, and hit their targets.
Not convinced? Here are a few statistics that show the rising importance of sales tools:
- Nine out of ten companies use two or more lead enrichment tools to learn and qualify leads (Source: SalesIntel)
- 75% of sales reps say that using a CRM system has helped them increase their sales (Source: HubSpot)
- 80% of companies say that their use of marketing automation has led to an increase in the number of leads they generate (Source: Invespcro)
- Research shows administrative tasks are responsible for about 14.8% of the effectiveness drain (Source: Badger Mapping).
The list goes on.
As you can see, sales tools are becoming more and more important. And the trend doesn’t seem to be slowing down anytime soon.
Why? Because they work.
The 10 Best Category-based B2B Sales Tools Your Team Needs to Close More Deals and Grow your Business
#1. Sales Gamification
Sales Gamification is the new hotness in sales enablement. And for a good reason. It’s a great way to engage and motivate your team.
What is Sales Gamification?
Sales Gamification is the use of game mechanics to increase sales productivity. That includes things like leaderboards, points, badges, and rewards.
It allows sales managers to track progress and performance and provides clear goals for sales reps to hit.
First, the sales manager must decide on the sales performance metrics they want to track. Then, they need to set up a system to track those metrics.
Once the system is in place, it’s time to start gamifying the sales process.
Some tools display real-time scores and leader boards to sales reps, while others focus on providing rewards and recognition.
The important thing is finding a tool that fits your team’s needs and motivates them to sell more.
Here are a few of our favourite Sales Gamification tools:
- Xactly Corp
- Freshdesk Arcade
#2. Customer Relationship Management (CRM) Systems
A CRM system is a must-have for any sales team. It’s essential for managing contacts, tracking leads, and closing deals.
CRM systems help sales teams stay organized and efficient. They give managers visibility into the sales pipeline and allow them to see where their reps are struggling.
CRM adoption has grown immensely in recent years, with 91% of companies with ten or more employees using it to manage customer conversions (Source: Nucleus Research).
The benefits of CRM are clear. But with so many CRMs on the market, it can be hard to choose the right one for your team.
Here are a few of our favourite CRMs:
- Salesforce Sales Cloud
- HubSpot Sales
- Zoho CRM
- Microsoft Dynamics 365
- Infor CRM
- Vtiger CRM
- Agile CRM
Choosing the right CRM can be a challenge in itself. We suggest you choose the one that offers the most simplistic interface for your sales reps.
The goal is to make their lives easier, not harder.
Once you’ve chosen a CRM, it’s time to start using it. The best way to get your team on board is to offer training and support.
Make sure your reps know how to use the CRM and that they see the value in it. If they’re still struggling, consider hiring a CRM consultant to help them get the most out of the system.
#3. Sales Acceleration Platforms
Sales acceleration platforms are a new breed of sales tool that’s becoming increasingly popular.
They’re designed to help sales teams close more deals faster.
Acceleration platforms automate repetitive tasks, like prospecting and lead nurturing. They also provide real-time insights that help reps sell smarter.
The goal is to free up your reps’ time so they can focus on selling.
There are a few different types of sales acceleration platforms on the market. The two most popular are sales intelligence and sales engagement.
Sales intelligence platforms provide data-driven insights that help reps sell smarter. Sales engagement platforms automate repetitive tasks, like prospecting and lead nurturing.
Sales acceleration tools include analytics tools, email tracking software, sales coaching tools, outbound sales dialers, and more.
The important thing is to find a platform that fits your team’s needs.
Here are a few of our favourite sales acceleration platforms:
Sales acceleration platforms are a great way to help your team close more deals faster. But they’re not a magic bullet.
Your reps still need to be good at selling. The goal is to make their lives easier, not to replace them.
If you’re considering a sales acceleration platform, we suggest you start with a free trial. That will allow you to see if the platform is a good fit for your team.
#4. Marketing Automation Platforms
While CRM systems help sales teams manage their contacts and deals, marketing automation platforms allow them to streamline the marketing process.
The goal is to free up your reps’ time so they can focus on selling.
While marketing professionals have been using marketing automation for years, the technology is becoming increasingly popular with sales teams.
That’s because sales reps are under more pressure than ever to generate leads and close deals. Marketing automation can help them do both.
Marketing automation platforms include email marketing software, social media tools, lead capture forms, and more.
The important thing is to find a platform that fits your team’s needs.
Here are a few of our favourite marketing automation platforms:
- HubSpot Marketing
Marketing automation work best when they’re integrated with your CRM system. This way, you can align your sales and marketing efforts and get a holistic view of your customers.
#5. E-signature and Document Tracking Solutions
E-signature and documents aren’t technically sales tools. But they’re an integral part of the sales process.
E-signature solutions let you electronically sign documents, like contracts and proposals. Document tracking solutions allow you to track which documents have been signed and which haven’t.
Both tools are essential for keeping your sales process organized and efficient.
They’re replacing the traditional pen-to-paper method of signing documents, which is time-consuming and prone to errors.
E-signature solutions include DocuSign, Adobe Sign, and Hellosign.
Document tracking solutions include PandaDoc and EchoSign.
If you’re looking for an all-in-one solution that includes both e-signatures and document tracking, we recommend HelloSign.
Here’s a list of our favourite e-signature and document tracking solutions:
- Adobe Sign
- OneSpan Sign
The market has shifted from traditional to digital methods of signing documents and tracking progress.
These tools help send out marketing and sales collateral, NDAs, contracts, proposals, and more.
They make it easy to track what needs to be signed and by whom so you can close deals faster.
E-signature and document tracking solutions are a must-have for any sales team that wants to streamline its process.
#6. Email Marketing Software
Email marketing software is a type of marketing automation platform. But we wanted to give it its own category because it’s such an important sales tool.
Email marketing software lets you automate your email marketing campaigns. That way, you can stay in touch with leads and customers without spending hours manually sending emails.
It also allows you to track email opens, clicks, and replies. This data can help you understand what’s working and isn’t in your email marketing campaigns.
Email marketing software includes features like template builders, A/B testing, lead capture forms, and integrations with CRM systems.
Some of our favourite email marketing platforms are:
- HubSpot Marketing
- Constant Contact
Choosing the right email marketing platform depends on your team’s needs. If you’re not sure where to start, we recommend HubSpot Marketing. It’s a great all-in-one solution for small businesses.
Email marketing is still one of the best ways to reach leads and customers. And with email marketing software, it’s easier than ever to automate your campaigns and get the most out of your email list.
#7. Video Conferencing Software
Video conferencing software lets you meet with leads and customers face-to-face, even if they’re not in the same location as you.
It’s a great sales tool for building relationships, giving presentations, and closing deals.
Some of our favourite video conferencing platforms are:
- Zoho Meeting
- Google Hangouts
- Adobe Connect
Video conferencing is becoming increasingly popular as internet speeds and bandwidth continue to increase.
And with the rise of remote work, it’s hard to imagine a sales team not taking advantage of this technology.
If you’re looking for a video conferencing platform that’s easy to use and has a free plan, we recommend Zoom.
It’s our top choice for video conferencing software.
#8. Sales Analytics Software
Sales analytics software gives you insight into your sales data. It helps you track your progress, identify trends, and make better decisions about your sales strategy.
Some of our favourite sales analytics platforms are:
- Tableau Sales Analytics
- Periscope Data
Sales analytics software is a must-have for any sales team that wants to optimize its performance.
It’s conducive for sales leaders who want to track their team’s progress and identify the areas that could use some improvement.
If you’re not sure where to start, we recommend Databox. It’s an all-in-one solution that lets you connect to all your data sources and create custom dashboards.
Sales analytics can forecast sales based on historical data, help you identify trends, and give insights into what’s working and isn’t.
#9. Account-based Marketing (ABM) Software
Account-based marketing (ABM) has helped many B2Bs take an account-specific approach to their sales and marketing efforts.
ABM software helps you target specific accounts and customize your sales and marketing messages to them.
Some of our favourite ABM platforms are:
- Terminus ABM Platform
To succeed with ABM, you need the right software.
ABM platforms like Engagio let you target specific accounts, customize your sales and marketing messages, and track your progress.
ABM is a great sales tool for B2B businesses that sell to large enterprises.
If you’re looking for a way to improve your sales and marketing efforts, we recommend giving ABM a try.
SalesIntel will help you develop your ideal customer profiles using a combination of technographic, firmographic, and behavioural data points across the UK, US, Canada, and Australia.
And with our real-time data, you can be sure that you’re always targeting the right accounts.
Visit SalesIntel.io today to learn more.
#10. Customer Service Software
Your customers are like your sales team’s BFFs. They know your product inside and out, they give you honest feedback, and they’re the ones who help you close deals.
Customer service tools ensure smooth communication between you and your customers across all channels.
Some of our favourite customer service platforms are:
- Help Scout
- Survey Monkey
Customer service tools include ticketing systems, live chat software, social customer tools, and help desks.
Their features range from call routing, case management, auto-attendance, and customer satisfaction surveys.
The best customer service tools offer a wide range of features and integrations.
Zendesk is our top pick for customer service software. It’s a comprehensive platform that offers everything you need to provide excellent customer service.
From ticketing and live chat to knowledge management and self-service, Zendesk has it all.
What’s more? It integrates with Salesforce to keep your customer service and sales teams in sync.
#11. Call Tracking Software
Call tracking software is a sales tool that lets you track and record phone calls.
It’s a valuable tool for sales teams, especially those who rely heavily on cold calling.
Some of our favourite call tracking platforms are:
- Mongoose Metrics
Call tracking tools track and sort information like caller ID, time and date of the call, duration, location, and more.
This data is then stored in a central database where it can be accessed and analysed.
You can also use the tool to attribute each phone number to a specific marketing channel, including SEO, PPC, email marketing, and social media.
They can help you capture data from phone calls and help you understand which marketing channels drive the most sales.
Call tracking is a valuable tool for any business that relies on phone calls to generate leads and close deals.
If you’re looking for a call tracking platform, we recommend CallRail. It’s a robust platform offers all the features you need, including call recording, call reporting, and call attribution.
#12. Lead Scoring Software
Lead scoring software is a sales tool that automatically scores leads based on their behaviour and demographic data.
It’s a valuable tool for sales teams because it allows you to prioritize and target the hottest leads.
Some of our favourite lead scoring platforms are:
- HubSpot Sales
- Marketo Sales Insight
- Datanyze Insider
- Clearbit Reveal
Lead scoring tools use algorithms to score leads based on their behaviour (e.g., website visits, email clicks, etc.) and demographic data (e.g., job title, company size, location, etc.).
This information is then used to prioritize and target the hottest leads.
Lead scoring is valuable for any business that generates leads from multiple channels.
If you’re looking for a lead scoring platform, we recommend Pardot.
Pardot has almost everything you need to score leads and track their behaviour. For example, you can use Pardot to create lead nurture programs, track lead activity, and generate reports.
Getting Started with Sales Tools
Now that you know what sales tools are and why they’re important, it’s time to start using them.
We recommend starting with a CRM if you’re unsure of where to begin. Here’s a quick overview of how to get started:
- Choose the right sales tools for your business. Not all sales tools are created equal. Some are better suited for certain businesses than others.
- Evaluate your needs. What do you need a sales tool to do? Do you need it to help you generate leads? Keep track of your customer data? Help you close more deals?
- Set up a system. Once you know what you need, it’s time to set up a system. That includes deciding who will use the tool, how they’ll use it, and what data to track.
- Train your team. Once you have a system in place, it’s time to train your team on how to use it. That includes showing them how to input data, run reports, and troubleshoot any issues they may have.
- Monitor your progress. Sales tools are only as good as the data you put into them. Make sure to monitor your progress and make changes as needed.
Sales tools can help you close more deals and grow your business. But only if you use them correctly. Follow the steps above to get started. And if you need help choosing the right sales tool for your business, we’re here to help.
Which sales tools do you use to close more deals? Let us know in the comments below.