B2B Sales Software: How to Choose the Right Solution for Your Business

Choosing the right B2B sales software can change how you connect with prospects and close deals. However, with so many options available, making the right choice requires a clear understanding of your company’s goals and challenges. In this article, we are going to go through how to pick the right B2B sales software and our recommendations of the top 10 that most sales teams will benefit from. 

How to Pick the Right B2B Sales Software

Unfortunately, there is no one-sized fits all sales software. Because of this, there are a number of considerations that you need to make in order to select the right software for your business needs. 

Define Your Goals

Start with the big picture. What are the main pain points you’re trying to address? Are you aiming to improve lead management, automate manual tasks, or gain better insight into sales performance? For example, if your team struggles with follow-ups, you’ll want software that excels in task automation and reminders. Defining clear goals will help narrow down the choices.

Get Input From Your Team

Your sales team will be the primary users, so their input is invaluable. Ask them about their current challenges and what features they’d find most beneficial. Whether it’s better reporting tools or a more intuitive interface, their feedback ensures the software is practical and meets day-to-day needs. And, the more productive they are, the more deals that your team will be able to close.

Understand Integration Capabilities

There is a good chance that your sales team already relies on a number of B2B sales software. Whether it’s your CRM, email platforms, lead generation tools, or even marketing software. Ensure that your new software integrates natively or via Zapier with your existing systems to avoid data silos.

Scalability

Your business isn’t static, and neither should your software be. Opt for tools that can scale as your team grows or as your sales strategy evolves. This will save you the headache of switching platforms down the line. You don’t want to choose a software, to then find out that it doesn’t have the capacity to hold up with more sales reps using it.

Prioritize Usability

Software adoption can falter if it’s overly complicated. Look for tools with intuitive interfaces and accessible training resources. A steep learning curve can hinder productivity, especially during the early stages of implementation. You’ll want to ensure that your team can get support via email, Zoom, or live chat so they are not slowed down by poor support.

Assess Value and ROI

While budget is important, focus on value rather than just cost. Evaluate whether the features and benefits justify the price. For example, a slightly more expensive tool that saves time and boosts productivity can be a better investment in the long run. On the other hand, a more affordable option may be better for SMBs as they grow. This can be dependent on your goals as a company and what you are willing to invest.

Top 10 B2B Sales Software You Need to Be Using

Now that you have an understanding of how to choose the right B2B sales software for your business, let’s go over our list of the top 10 software you should consider.

1. Salesforce Sales Cloud

There is a reason why Salesforce is one of the most popular sales software on the market. Its Sales Cloud platform provides tools for managing contacts, tracking opportunities, and automating workflows. Advanced analytics and customizable dashboards make it a favorite among sales professionals. For teams that need robust integration options and scalability, Salesforce is hard to beat. Additionally, if you have large sales and marketing teams, they are able to collaborate within the platform to properly build a pipeline and ensure the handoff from marketing to sales is concise. Their pricing starts at $165 USD per user per month and scales based on how many users and features you require.

2. HubSpot Sales Hub

HubSpot’s Sales Hub combines powerful features like email tracking, deal management, and meeting scheduling. What sets it apart is its seamless integration with HubSpot’s marketing and customer service tools, creating a unified customer experience. The free tier and user-friendly design make it especially appealing for small to medium-sized businesses. Their paid plans start at $20 USD per month per user. Again, this number is based on how many users and features that your team plans on using.

3. LinkedIn Sales Navigator

LinkedIn Sales Navigator leverages LinkedIn’s extensive professional network to enhance prospecting and relationship-building. With advanced search filters, lead recommendations, and real-time updates, it’s a valuable tool for teams relying on relationship-based selling. It can help your team discover key decision makers in your target accounts and help you reach out at the perfect time. LinkedIn Sales Navigator Core pricing plans start at $99.99 USD per month, while their Sales Navigator Advances pricing plans start at $959.88 USD per year.

4. Visitor Queue

Visitor Queue is a B2B lead generation software that can help your sales team identify the companies that land on your website. Our software also provides you with an overview of the company along with visit details to qualify them as a warm or hot lead. Best of all, you can also see employee and decision maker contact information to help your sales team reach out and progress the sale. Perfect for both sales and marketing teams, Visitor Queue pricing plans start at $39 USD per month for an unlimited number of users. 

5. Pipedrive

Pipedrive is known for its simplicity and effectiveness in pipeline management. Plus, they let you track your sales pipeline, optimize leads, manage deals with AI and automate your entire sales process so you can focus on selling. Their interface helps teams focus on high-priority deals, while automation features reduce repetitive tasks. Its affordability and straightforward design make it a go-to option for smaller teams or startups looking to stay organized. Their pricing plans start at $24 USD per month per user, however, their most popular plan is $64 USD per month per user. 

6. Zoho CRM

Zoho CRM offers an extensive suite of features, including AI-driven analytics, customizable workflows, and email integration. Its flexibility allows businesses to tailor the platform to their unique processes. Zoho is particularly attractive for companies already using other Zoho tools, like their HR and accounting tools, thanks to its easy to use interface. They have a number of different pricing options based on your needs and whether you are going to be integrating their other tools. Their standard plan starts at $20 USD per month per user, while their most popular plan, Enterprise, is $50 USD per month per user.

7. Outreach.io

Outreach excels in sales engagement, helping teams optimize their communication strategies. With automated email sequences, multi-channel outreach, and detailed analytics, it’s designed to enhance prospect engagement and boost conversion rates. This tool is perfect for sales teams who are focusing on personalized, data-driven interactions. They also have an AI forecasting tool that can improve forecasting accuracy by 43% on average, helping your team discover what areas they should focus on. Their pricing levels are gated and prospects must meet with their sales team in order to receive a custom quote based on needs.

8. SalesLoft

SalesLoft is another leader in the sales engagement space. Or, as they like to call it, Revenue Orchestration. It offers features like cadence building, email tracking, and call recording, giving teams insights into what works best. Its integration with CRMs like Salesforce makes it a great choice for businesses looking to improve their sales processes. Some of their clients include IBM, Shopify, and Stripe. Again, their pricing is gated and prospects must contact their team to receive a quote.

9. Freshsales

Freshsales, part of the Freshworks suite, combines lead scoring, email tracking, and AI-powered insights in one platform. Its clean interface and robust mobile app ensure sales teams stay productive whether they’re in the office or on the road. Freshsales is a strong contender for businesses seeking an all-in-one solution with their customer service, sales, and marketing tools. Freshsales starts at just $11 USD per month per user for their Growth plan. 

10. Close

Close is designed for inside sales teams, offering features like built-in calling, SMS capabilities, and email automation. Its emphasis on direct engagement makes it a great choice for teams focusing on high-touch sales strategies. Their intuitive design helps speed up daily activities like email sending. They are a great option for small and medium sized businesses looking to grow, leveraging automation. Close has also been awarded a number of G2 awards including Most Implementable and Best Results. Their startup plan starts at $59 USD per month per user.

What’s Next?

Choosing the right B2B sales software is an investment in your team’s success. By clearly defining your goals, involving your team, and carefully evaluating your options, you can select a solution that not only meets your needs today but also supports your growth in the future. It can take some trial and error to figure out what tools work best for your company’s specific needs, which is why it can be helpful to start free trials for these tools before committing to a paid plan. As always, if you have any questions about Visitor Queue, do not hesitate to reach out.