What kind of B2B sales tools are you using? B2B sales tools and software don’t only help simplify your work as a business owner but also contribute a lot to helping you achieve the desired sales goals.
If you are new to the business and marketing world, how do you know the right sales tools to go for? In this post, we will answer different important questions about B2B sales software to help you know which to add to the CRM and marketing software you’re currently using.
Updating Your B2B Sales Toolset
Did you know that it’s typical for sales reps to spend specifically on sales activities just a third of their working day? At least 60% of their time goes to anything but selling – updating spreadsheets, adding prospects to the CRM, researching sales leads on social media.
Meanwhile, all these administrative tasks that add to a sales representative’s workload can be automated to a large extent. It’s not news, though. Most sales professionals are well aware of the fact that these days you must utilize technology to enhance your efficiency.
B2B sales software allows you to do more in the same amount of time while continuing to meet customer expectations. With the advent of cloud-based computing and other technologies, it is possible to outsource to external devices and software more than just our memory, note-taking, and calculation to boost productivity.
Updates and add-ons are required from time to time to optimize your sales stack. To keep pace with ever-changing technology, we suggest you consider two types of B2B sales tools to add to the CRM and marketing software you’re currently using.
What Types of B2B Sales Software Should You Have?
Below we will explore the most widely used types of sales technology, including their primary capabilities. Keep in mind that many sales tech stack tools perform more than one function. A good example is HubSpot’s CRM suite, which has real-time reporting tools, Pipedrive’s B2B sales intelligence, enablement, engagement, and analytics all-in-one software.
Sales intelligence for prospecting
Not all data is of equal quality. The more intelligent software you use, the easier it will be to analyze and make sense of your data. Rather than simply pull a prospect’s contact information from a company’s CRM and start researching, SDRs can use sales prospecting software to seek digital footprints and business goals for each prospect.
You need tools for analyzing the data you have and placing it in context. If an SDR pulls out a phone number and email from a company’s CRM, he or she will spend time searching for past purchase history and personalizing aspects. A robust CRM provides firmographic data points, but sales prospecting software also includes digital footprints and buying behavior. B2B sales intelligence tools allow users to comb through the prospect’s past purchasing habits, as well as business and financial goals.
Many B2B sales prospecting tools can be referred to as sales intelligence if they provide accurate customer intent data to accelerate sales pipelines. Historically, sales representatives searched manually for insights to personalize their outreach to prospects.
But now, these tools are so smart that they automatically notify sales reps of any change in the organization’s decision-makers, new sales opportunities generated from existing contacts, and new contacts added to the CRM based on the organization’s website activity.
Some companies use a CRM in combination with email finder tools and lead databases to locate prospects. However, software for intelligent data gathering provides more complete data and better leads, along with forecasts of upcoming deals, data enrichment, lead prioritization, and much more.
Choosing the Best B2B Sales Tools
Before deciding on the right tool for you, compare brands and features on Capterra, a comparison platform. Run a test trial to ensure it has local data or access to international markets, depending on your niche, industry, and needs.
Here’s Top 4 sales intelligence software for prospecting and lead generation
#1: Datanyze
Datanyze gives businesses access to B2B intelligence by bringing together multiple sources of information about potential customers, including technologies used by the company, social presence and key contacts. The tool enables quick development of customized leads lists and is integrated with many popular CRMs.
#2: Vainu
Vainu is an intelligence platform that automates lead data enrichment and provides sales triggers to SDRs. This enables SDRs to prioritize leads from their CRM and use them to drive more interactions. The platform is designed to reduce time spent on administrative tasks while increasing the efficiency of sales teams.
#3: Artesian
Artesian is a business intelligence solution that can help you identify the average deal size and services customers buy. Using an intuitive dashboard, you can perform any number of tasks, including lead list building, sales insights, and triggers.
#4: Pipedrive
In addition to a CRM platform, Pipedrive has a Web Visitors add-on that helps you understand who visits your website, how they got there, and what content they engage with. It also makes it easy to discover new leads and monitor existing customers on all your websites. The add-on can automatically rank the leads so that you know which ones to follow up with first. It also provides insights as well as a way to monitor customer engagement in real-time.
Sales Enablement
Sales enablement can be an all-encompassing term referring to almost all sales tools for B2B selling that enables any sales activity. However, if we narrow down the offer on the market, we’ll see several types of B2B sales enablement tools.
On the one hand, the tools provide salespeople with information they need to make the sale, such as educational materials, case studies, quotes, and best practices. On the other hand, the technology helps manage sales pipelines and interact with prospects more efficiently
Choosing the Best B2B Sales Tools
When researching sales acceleration/sales enablement tools, prioritize your needs according to the features that will aid you most in finding new leads. The best B2B sales tools are able to do everything, but they differ in the degree to which they emphasize certain features. For example, some tools provide more robust analytics and reporting capabilities than others, while some focus more on the original goal of helping salespeople find new leads more effectively.
- SalesLoft: is a sales engagement platform that enables professionals to organize their sales strategies and sales patterns by responding to customers’ buying signals. With 35 integrations with other sales software vendors, it helps sales teams in many sales activities, from reaching out to prospects through whatever channel they prefer for tracking their cold calling, emails, and social media.
- Outreach: is the next step in the sales acceleration process. Outreach guides companies through communication cadences and then helps them track sales activity and work with their customers. But instead of providing a management platform for customer engagement, outreach focuses on task management. It helps a company identify sales opportunities and grow its business by proactively guiding them through their tasks for the day.
Improve Your Sales Right Now
Regardless of how you approach this process, there will always be a need for new sales tools. Your team should continue evaluating new software and honing your sales practices.
