In the digital age, the quality of work can be influenced by the tools used. So, if you want your sales team to be more productive and win more deals, you must equip them with the right tech stack.
A LinkedIn study shows that almost one in every four salespeople uses sales technology every day. The reason? 54% of sales professionals believe sales tools enable them to build stronger customer relationships, resulting in a higher and faster deal-closing process. If you’re looking for the best sales tools for your team, we’ve gathered a list to give you a head start.
From customer relationship management (CRM) to sales analytics, this article will help you build a powerful sales tech stack that can skyrocket your sales team’s performance.
But first, let’s discuss the terminology.
What is a Sales Tech Stack?
A ‘tech stack,’ short for technology stack, refers to a collection of software and technology infrastructure (typically cloud-based) used to build and manage a business’ sales operation.
Some of the key tools solve problems related to automating administrative tasks, improving communication qualities, and fostering team collaboration. It also helps managers track the sales pipelines and team’s performance, as well as make better revenue predictions.
How a Sales Tech Stack Can Grow Your Business
A well-designed tech stack can improve productivity, increase revenue, and build stronger customer relationships. This is due to many reasons, including the following:
- It stores accurate and detailed customer data, allowing you to create personalized proposals that tackle the prospect’s problems right from the initial call.
- It allows you to sort through leads, identify promising ones, and assign the right sales reps to nurture them.
- It streamlines communication channels. For instance, with just a few clicks, prospects can easily schedule a product demo. The sales reps will then be automatically notified in real-time, allowing them to prepare the materials beforehand and talk with other departments to supply them with the right sales materials.
Top Tools to Build Your Sales Tech Stack
With so many sales tools out there, it’s easy to get lost. Therefore, it’s important to identify what your needs are before going software shopping. Consider the following factors:
- The major issues you want to solve (this will be your must-have features)
- The budget (total expenses for all adopted tools)
- The users (who is going to use the tools?)
- The sales goals (e.g., to increase the conversion rate or better contact management)
Here are a few recommendations of the best sales tools grouped by their functions.
1. Contact and Customer Relationship Management (CRM)
Most businesses turn to customer relationship management (CRM) to organize their customer data—but that is just one of the many benefits you’ll get from a sales CRM. Custom CRM software integrates the whole sales process (lead generation to deal closing) all in one place.
For instance, it provides a birds-eye view of customers’ purchase history, preferences, and previous conversations. This gives your sales team insights to drive higher conversions.
For a sales CRM that doesn’t break the bank, try Pipeline CRM.
The features are designed to be user-friendly, allowing anyone to see the transformative results on their sales workflows almost immediately. One of Pipeline’s key features is CRM automation.
By eliminating mundane administrative tasks from your team, you give them more time to work on their sales goals while maintaining accurate, clean CRM data. Additionally, your sales reps will always be in control of the sales pipelines as they’ll be reminded to follow up on idle prospects or prepare proposals, nurturing each lead to become a loyal customer.
Some of Pipeline CRM’s other robust sales solutions that will power up your team include:
|Email drip campaigns||Account customization||Deal step automation|
|From welcoming new contacts to re-engaging lost prospects, email drip campaigns help deliver the right message to the right person with minimum effort.||Create up to 25 custom fields that will automatically appear on every deal page and name them according to your team’s language.||Instantly create a new deal when a recurring deal closes and automatically prompt the next move when a deal status is changed.|
2. Sales Engagement
Sales engagement tools help companies to better control customer interactions by automating sales outreach. Many businesses use this together with a CRM tool to double their sales efforts. For example, to eliminate communication friction and make customers’ experience stress-free.
With Apollo.io, you can easily connect and nurture relationships with your target customers.
You can add your own contact list or access Apollo.io’s 265+ million provided contacts that are collected from various sources. Additionally, Apollo.io is integrated with email and communication platforms, enabling you to send automated email campaigns, track the results, and set up follow-up reminders to enhance engagement.
Zendesk Sell is another efficient sales engagement platform for workflow automation and analytics. This AI-powered platform can quickly qualify leads and assign them to the right sales rep. Zendesk Sell is fit for both small and large businesses. It also helps you target the best leads at the right time as well as understand which sales approaches work and which don’t.
3. Sales Intelligence and Automation
With proper sales intelligence, businesses can gather better-quality leads in bulk.
These tools help companies surf through various sources to gather contact information, job titles, and other relevant information. You can also gain insights on additional information, such as funding and transfer of companies, and help the sales team in timely outreach. It enhances your team’s productivity by helping them focus their efforts on where it matters.
Cognism provides its users with the best leads and data, including verified business emails and mobile numbers, firmographics, sales trigger events, intent data, etc. With solid data quality and compliance, Cognism is a suitable choice to make your sales pipeline predictable. It’s intuitive, easy to use, and will help you cut through the noise and find the best business opportunity.
Over the years, Lusha has gained popularity in the sales intelligence market. It lives up to its international privacy standards and offers updated and relevant customer information. In terms of the setup, Lusha’s interface is straightforward, allowing anyone to navigate the system easily.
4. Team Communication
To lead a successful sales team, you need clear communication and efficient collaboration.
To support these goals, Slack and Chanty are two popular options loved by many organizations.
Slack has become the go-to communication solution for many companies globally. You can create different types of channels (e.g., for the internal sales teams and multi-department channels), share files in chats, and integrate Slack with other productivity apps, such as Google Calendar, and Notion for a streamlined workflow.
If you have a small to medium-sized business, you may want to consider Chanty. Similar to Slack, Chanty allows you to create multiple channels, supports one-to-one and group conversations, allows you to exchange files, among other tasks. The biggest differences are that, unlike Slack, Chanty doesn’t limit its searchable message history and has a built-in task management system. If you want to customize it even more, you can connect it with some apps through Zapier.
5. Sales Analytics
Improving your sales numbers is not enough to sustain a business.
To maintain growth, regular evaluation of relevant metrics is important. Sales analytics platforms gather data from each conversion, process them across important KPIs, and turn them into comprehensible sales reports with actionable insights. These tools help identify the difficulties and challenges in your sales pipeline and help your sales team improve their performance.
While there are many types of sales analytics tools out there, we’ll focus on the conversation analytics platforms.
Gong helps businesses understand their customer interactions to improve business efficiency and accelerate revenue growth. The tool captures and analyzes every conversation your sales team has with customers (e.g., the key topics of conversation, key questions, and action points) and recommends the next best actions. Using these valuable insights, you can identify coaching opportunities, helping you convert prospects into buyers.
As a conversation intelligence platform, Clari proactively summarizes deal-changing insights from all your customer conversations. This includes potential blockers, competitor mentions, and suggested actions. This way, your sales reps will save hours from manually listening and taking notes of the recorded phone calls, resulting in shorter sales cycles and better sales approaches.
These tools empower sales professionals to forge meaningful connections, expedite deal closures, nurture valuable customer relationships, and fuel revenue growth. If you’re looking for a customizable sales CRM tool that can propel your sales teams in today’s dynamic sales landscape, check out Pipeline CRM. Sign up now and claim your 14-day FREE trial!
Pipeline CRM has served more than 18,000 businesses (ranging from real estate to construction companies and more), helping them to streamline their sales pipelines. Book a demo today, and you’ll understand why our loyal users choose us over other popular CRM brands like Salesforce and Pipedrive.