As your company grows, so does your sales team, which in turn means that your tech stack will as well — but approaching the job of choosing which sales tools are correct for your sales team and your company is tough.
This seemingly impossible task is only made harder through the 1000+ vendors. How can you navigate this long list of vendors to determine which are the best choice for your sales team? You can’t free trial all 1000+ vendors, your business would have either closed, or you would have sold it by then.
Which Does What, And What Is The Right Choice For Me?
When determining which tools to utilize with your team or even which tools to spend time trialing, you must first figure out what your end goal is and how you would like to get there. When you figure out your path to success, you can then determine which tools will get you there and try to find the ones that work together for simplicity. This is not a “one ring to rule them all” solution; all companies have different goals.
The key to finding which tool is best for you is finding the tool that address your specific needs and ones that do not force you to change or bend your ways to fit them. You can not build your sales tool chest on “what is nice to have” or “that was helpful to them,” not all tools are made equal as not all companies are created equal.
More Tools, More Problems
Browsing for new tools to help your sales team (and hec, all of your other teams), can put you on a shopping high. It is like being a kid in a toy store again, browsing all the shiny new tools and playing with all the new tech, it makes you feel powerful wielding your new software. Do not fall into this trap of “more tools, more growth.” It seems easier and cheaper to implement a new tool than to hire a rep, but do not believe the common notion of automation always improves efficiency and progress. Just because you have automation in place does not equate to your day to day business working better than it did yesterday. In many cases, if implemented correctly, in the correct environment, in tandem with a sales team and working with other tools, it will significantly improve efficiency. This is not to be taken as an “instead of this sales rep, add that sales tool”.
Sales teams have been sinking ships with the overuse of sales tools that have overlapping functions or that simply do not talk to one another. Choose your tools carefully; fewer tools may create a more simplistic environment and easy to navigate dashboards to allow your team to follow up with leads and convert sales more naturally. Make your workstream easier to navigate, don’t go white water rafting with a boatful of tools and supplies that weigh you down.
Eenie Meenie Miney Moe
Determining which tools are best for you can be difficult. When all is said and done, and you are ready to select your tool, it is important to have a document with all the tick boxes you need to check. This way when you are going through the tools; you can ensure you are getting the one(s) that will best serve your team.
Another way to validate which tool are/is best for you and your team is to write down what needs to be done and if that task needs to be accelerated, assisted, automated, eliminated or monitored. By understanding which tasks need which sort of assistance, you can adequately determine which tool needs to be implemented.
The Main Categories Of Sales Tools
- Customer Relationship Management (CRM)
- Sales and Marketing Development
- Lead Generation and Prospecting
- Automation and Integrations
Tip Top Tools
Our own tool, Visitor Queue provides B2B lead generation software that provides the previous 30 days worth of leads, all while offering an abundance of features that create a seamless user experience. Built with end-users (you!) in mind, Visitor Queue is easy-to-use. It allows you to generate high-quality leads directly from your website automatically.
When a user visits your website, Visitor Queue tracks their activity. It adds their information into your “queue” of new leads. You’ll get company contact information, a website activity report, and a list of the company’s social media channels so you can follow up with them right away.
There’s no better lead than someone who has already visited your website and has expressed an interest in what you have to offer. Try Visitor Queue free for 14 days to start generating new B2B leads right away.
Salesforce is an online CRM tool, and quickly the most popular among companies. Salesforce gives all your business departments a view of your customers with one integrated CRM. Salesforce allows you to work as a team, all driven to a common goal with a clear understanding of your entire team’s strategy.
Hubspot is easily one of the most popular lead generation (and sales and CRM) tools out there – for a good reason. They offer a wide range of features to help you generate, organize, and close leads.
One of Hubspot’s best features is its ability to track email opens. If a subscriber opens an email, you can follow up with them directly or add them to a segmented email campaign. That way, you can reach out to them as quickly as possible and with the right content that will entice them to convert into a new customer or client.
Pipedrive is a simple yet effective lead generation software that tracks all of your interactions with your leads. You can pull in new contacts from your marketing campaigns and automate follow up to turn those contacts into leads. Plus, Pipedrive makes it easy to see all of your lead data in one place with their user-friendly dashboards. Take the right action at the right time to turn cold contacts into hot leads.
Zapier is one of our favourite tools because you can create automated workflows for just about anything – from lead generation to social media posting to call scheduling and more. Zapier integrates with hundreds of apps to help you streamline your business processes. Use Zapier to collect contact information from Visitor Queue, send new leads a follow-up message, schedule a call, and close deals, fast.
LinkedIn Sales Navigator uses the power of LinkedIn’s massive 600+M network to assist Sales teams in finding and building connections with prospects and customers.
Yesware helps you build connections through more personalized emails. By using a more customized approach, you won’t be lost in the sea of emails sent every day or sent to the “promotions” or “spam” boxes.
On the hunt for better B2B leads? Hunter can help.
With Hunter, you can search for a person’s name or company to find their email address and reach out to them as a possible lead. You can even browse for all email addresses at a specific company! Enter up to 100 requests per month for free, or access 1000 requests for their $39 per month plan.
Zoominfo helps companies achieve what we all strive for: profitable growth. Backed by easily the most comprehensive B2B database, this platform puts sales and marketing professionals in a position to identify, target and follow up with prospects.
Clearbit is a marketing engine for all of your customer interactions. Utilize this tool to understand your existing customers, identify prospects, and ensure a personalized touch for your customers every step of the way.
Agile CRM is a complete CRM tool to automate your sales, marketing, and service all in one platform. Utilize this cloud-based SaaS service that is mobile-ready and affordable, with this system being free for up to 10 users it is a no brainer for startups and smaller companies.
Microsoft Dynamics changes the game in engaging your customers, optimizing operations, empowering your employees or transforming your products and services. Microsoft Dynamics gives you an understanding of your business to help transform and achieve success in your terms.
Zoho offers a ton of features and customization for email marketing, customer service and lead generation for a very affordable price. Zoho has a simple to navigate UI and prides itself on the easy to implement integrations to all of your everyday tools.
Salesloft allows us to streamline and personalize our automation to ensure the best results for your company. Salesloft will enable you to put customers into an email cadence or proactively follow up with them.
FullContact is a real-time, privacy-safe identity and contact enrichment company. With goals set out to create trust and develop relationships between people and brands.
KickFire’s IP address and B2B firmographic data convert company IP addresses to data that can add to your business’s information stack. KickFireprovides first-party data to identify anonymous web visitors.
Take meeting notes (we know you do) in Dooly, and they will automatically push them back to the right fields, tasks, activities, and opportunities in Salesforce for you.
Xant’s cloud will transform your sales engagement software beyond cadence with their AI-powered by real data. Building an easier to close custom pipeline increases your visibility to customers who are looking for you.
Control your calendar like you always wanted to with the custom approach Calendly provides. Ensure all your important meetings and calls are automatically put in your calendar with a notification warning and buffers, so you don’t overbook yourself.
Centralize your online training, meetings, calls, phone system, IM and more with Zoom. Don’t use 3 different tools and try to ensure they are talking to one another when you can have “one ring to rule them all” (well… one software anyways).