Sales professionals are always looking for ways to boost their performance. The right sales stack can make all the difference. I remember when I first started out in sales, I didn’t have much of a tech stack and it really held me back. I was using an old CRM that wasn’t very user-friendly and struggled to keep track of my leads.
My productivity suffered as a result. It was only when I switched to a new CRM with better features that things really took off for me.Since then, I’ve been constantly on the lookout for new tools and technologies that can help me sell more effectively. And my sales have grown as a result. If you’re not using technology to support your selling efforts, you’re missing out on a huge opportunity to increase your success rate
Sales Stack: A Comprehensive Guide
The term “sales stack” typically refers to the collection of software tools that a sales team uses to manage their workflow and operations.
This can include CRM software, sales intelligence tools, email marketing platforms, and more.
The goal of a sales stack is to help sales teams be more efficient and effective in their work and to provide them with the data and insights they need to close more deals.
Sales professionals use a sales stack to get from prospecting to close. This set of technology tools can come from different companies and address separate parts of the sales process. They often integrate with each other to take advantage of their different features.
Most, if not all, are cloud-based.
These sales tools should improve productivity for sales reps, provide them with pertinent information, and streamline their workflow.
Sales stacks are a crucial tool for sales reps and managers alike. Sales reps use them to manage their pipeline and shorten the sales cycle, while sales managers use them to manage the team and improve the accuracy of monthly revenue predictions.
4 questions to consider before building your sales technology stack
Before we discuss which software is the best fit for you, it’s important to consider your needs.
1. What program are you using currently?
Always be aware of the software you’re using and paying for it. Evaluate which programs are useful to you and which aren’t. That way, you can get the most out of it.
Which program do your salespeople prefer to use? Are you paying extra for services that other programs provide?
Just because a certain software has a lot of features, doesn’t mean it’s right for your business.
This is a great time to clean up your software and get rid of any tools that aren’t serving you. This frees up space in your toolbox for newer, better sales tools.
2. What are your challenges?
Take a look at your sales process and figure out where your prospect is dropping off.
What challenges are you having with communicating with your team members? Are there any problems that can be solved with a software solution?
All sales teams struggle in specific areas, so if yours are struggling with something in particular, chances are good that there’s a software solution out there that can help.
3. What software tools can be easily integrated?
Based on the current CRM you’re using, which new one would be easiest to integrate?
If your software is not compatible with new sales tools, then it may be time to update. New tools can add value to a business right away. Find tools that are compatible with the programs you already use to make the switch easier.
Are there any browser extensions that can give me insights on my website visitors?
4. What tools and apps will help you take your small business to the next level?
What tools are you considering using to help take your company to the next level?
Think about whether your current software is scalable enough to grow with your company.
Should we be paying for a more advanced phone system?
A Sales Tech Stack
A Sales Tech Stack is a collection of software that helps sales teams be more efficient. The best way to build one is to start with the stages of the process and identify where things can be automated or made easier. Then, look for any processes that can be removed or improved. Next, consider how you can better engage with your prospects. By following these three steps, you can build a highly effective and all-encompassing Sales Tech Stack.
The success of any company relies on its sales team, and having the right set of tools in place can greatly help to streamline operations and give your reps a leg up on the competition. By understanding each phase of the sales and identifying where tools can best assist, you can assemble a software suite that will boost productivity, efficiency, and revenue.
Cloud-based tools are taking over the business world, and companies are prioritizing them over traditional, on-site tools.
More and more business leaders are acting as the technology buyer and CIO, and spending on cloud technologies is increasing.
For sales managers, investing in the right sales tech tools is no longer a choice; it’s an absolute must. A solid, effective, and scalable (and ideally, integrated) CRM and sales enablement platform can help your team stay on top of their pipeline, track important metrics, stay organized, and exceed their quota.
But with so much technology out there, how do you decide which tools are best for your sales and business growth? Here, we break down the key categories of tools and which ones you should focus on.
Customer Relationship Management (CRM) Software
The most important part of building customer relationships is finding the right CRM. This will allow you to build relationships with customers that can last for years.
The right CRM software will help you build and maintain strong relationships with your customers from the very beginning of the sales process all the way to post-purchase follow-up. By tracking customer interactions, data, and feedback throughout the customer lifecycle, you’ll be able to increase retention rates, identify opportunities for upselling, and manage new product releases effectively.
There are many great CRM systems out there, but here is an overview of some of the most popular ones:
SalesForce: This popular software allows your team to sync all customer and prospect information, including emails, social media, and phone calls, into one place.
Monday: Monday is a project and task management app, but it also features some built-in customer CRM capabilities.
HubSpot CRM: This web-based platform offers a full suite of sales and marketing tools that include contact management and marketing automation.
Zoho: This low-cost, easy-to-use, and customizable solution is perfect for small to medium-sized businesses.
Sales Enablement and Automation: Tools to Help Your Sales Team Make the Most Out of Your Data
Find tools that help your salespeople make the most of their data, whether by suggesting the next steps or automatically performing part of the sales cycle.
A sales engagement and communication tool, the cloud-based software provides users with a data-backed approach to contacting their contacts, along with feedback, and best practice guides.
Lucidchart – A New Way to Grow Accounts
Account Planning is an evolving field, and it requires a modern approach to work effectively.
At LucidChart, we know that in order to sell to an organization, your reps need to not only identify and engage the decision maker, but also understand and work with the other members of the organization. That’s why we created tools that help your sales team do just that. With these tools, you can grow your account and increase your deal size.
Your salespeople aren’t dealing with just one person, but a whole team of decision makers. That’s why it’s so important for you to know who they are and how to approach them. With LucidChart’s integration with your CRM system, you can identify those key contacts and reach out to them.
With the lucid chart, your sales team can align on goals and easily track progress.
With the ability to integrate with your CRM system, you can leverage your customer data to build out accurate, detailed, and actionable sales plans.
Calendly: Calendly Solves the Problem of Aligning Everyone’s Schedules
Once you’ve called your lead, don’t waste time going back and forth with email. Use scheduling software like Calendly to instantly schedule a meeting.
Let your potential client choose the best time to talk—and luckily, there’s an app for that.
If you’re looking for a way to make scheduling meetings easier, Calendly is a great option. It allows your prospect to choose a time that works best for them and integrates with your calendar so the meeting is automatically added.
Scheduling meetings can be a real pain. Luckily, there’s an app called “Calendly” that solves this problem.
If you’re a busy professional who needs to schedule meetings, then check out Calendly. It integrates with your Google or Outlook calendar, and lets you easily set up appointments with your clients, coworkers, or other contacts.
With scheduling software like calndyl, you can align your availability with your prospects’.
If you’re a busy professional who needs to coordinate meetings with others, then check out calendly. It integrates with your Google calendar, and provides you with a schedule of possible meetings that take into account your time zone.
When it comes to showcasing your product or service, a compelling product demo software can make all the difference. Once you’ve demonstrated what your product or service can do, now it’s time to show them what you’ve been doing. Showing off what you’ve been doing with demos is a great way to impress customers, but nowadays, salespeople have to be prepared for customers who can’t make it to meet face-to-face.
Your product’s demo is your chance to show it off in all its best features. Choose a presentation that is viewable on all devices and can be shared easily. A live video, PowerPoint, or in-person demonstrations are all good options.
Webinars are a great way to host an online meeting, share files, and even have video conferences. The user interface is user-friendly and there is also a free trial.
Zoom is a great way to host product demos because it’s easy to use and has a free version. You can share your screen and files, and hold online meetings, webinars, and conference calls.
Using the free version of zoom, you can hold live meetings with up to 40 people, share screens, and record your sessions.
After all your hard work of finding a lead, pitching them, and closing a deal, you can now enjoy the fruits of your labour.
Why risk your deal by sending your contract through the mail? Why not just email it?
The best way to create a contract is by using online signature software. This way, you can create a legal, sharable, and storable document for your clients.
Adobe Sign: Adobe Sign is a cloud-based e-signature solution that helps you securely collect signatures from customers and prospects.RightSignature: RightSignature helps you collect legally binding signatures on documents electronically, eliminating the need for paper contracts.
DocuSign is the perfect platform to securely sign public or private agreements between parties. Our integration with your CRM makes it easy to manage your documents and contracts.
With DocuSign, you can securely and confidentially send and receive documents between any two individuals or businesses.
Slack – A Multi-Factored Digital Collaboration Software
Fantastic! Your contract is finalized, but your work is just beginning!
Now that you’ve successfully onboarded your new clients, it’s time to start servicing them and ensuring that your teams are on the same page.
With modern businesses often having remote workers, it’s important to have a collaboration tool that allows everyone to stay connected.
Zoom is a cloud-based video conferencing software that offers high-definition video and audio meetings. It’s simple to use and can be accessed on any device, making it perfect for sales teams who are often on the go. Plus, with features like screen sharing and recording, you can make sure that everyone on your team is always on the same page.
Google Hangouts: Google Hangouts is a free messaging and video chat app that’s available on any device with an internet connection. It’s perfect for sales teams who need to stay in touch while they’re out of the office, as it allows you to send messages, make calls, and even share your screen with others. Plus, with integration into Gmail and Google Calendar, you can easily schedule Hangouts sessions with your team without having to leave your inbox.
The communication tool, slack, helps team members to talk to each other and collaborate. It has multiple channels and organizes them by topics, teams and projects. It also integrates well with CRM systems.
You can sync your sales team’s communication tools with your CRM system to make sure you’re notified when a file or video is shared with you.
If you’re interested in implementing this into your workflow, check out these tips and tricks for using slack with your teammates.
The versatile communication tool, slack, allows team members to communicate and collaborate across multiple channels and topics.
By integrating your sales team’s communication tool, such as Slack, with a CRM system, you can ensure that no important information is missed. This integration will help your sales representatives stay organized and keep deals moving.
Interested in learning more about how to use this cool software? Check out our tips on getting started with slack and more advanced tips.
Drift: Drift is a Conversational Marketing Platform
Your brand identity is created through your visual messaging, verbal messaging, and actions. Consistency is key to speaking the same language to your consumers and making it easier for them to speak that language to others.
At Drift, we understand that consistency is key to building your consumer base. We offer a variety of products, like email, chatbot, and video, that are designed to create stronger connections with your consumers and strengthen your brand image.
With powerful, easy-to-use tools like bots, email, and videos, you can engage your audience in a personal way that helps you build stronger relationships, generate more qualified sales opportunities, and close more deals.
If you’re looking for a way to take your marketing efforts to the next level, you need to check out Drift. With their conversational marketing platform, you can use chatbots, personalized emails, video marketing, and automated AI-powered solutions to really connect with your customers and boost sales.
More teams have adopted sales tech tools in the last few years
The last few decades have seen some major changes in the way businesses run their sales departments.
The coronavirus outbreak has pushed many businesses to adopt new digital tools, including video conferencing and online meeting platforms. As a result, many have replaced traditional face-to-face meetings with remote training sessions.
Many businesses are choosing online options over traditional face-to-face training, and here’s why.
Sales teams have long-needed tools that can integrate and create cohesive experiences. Even before the COVID-19 pandemic, sales were trending digital. Now, more than ever, businesses need to invest in sales technologies that will help them stay afloat during these difficult times.
86% of sales reps have been utilizing a tool like SalesLoft for at least one year. A lot of customers, such as the CEO of a sales engagement software, have transitioned from not using any tools to using many tools, which can be difficult.
As more digital tools become available, many will consolidate into single platforms before branching out again. The past 1-3 years have seen massive growth in the number of tools available to salespeople, including everything from CRM systems to productivity tools.
It’s now up to software providers to show how their product adds value, rather than just reducing pain.
If you’re not using a sales stack to support your selling efforts, you’re missing out on a huge opportunity to increase your success rate. The right sales stack can make all the difference in your productivity and effectiveness. So if you’re not using one already, now is the time to start investigating which tools and technologies will work best for you.
Need Help Automating Your Sales Prospecting Process?
LeadFuze gives you all the data you need to find ideal leads, including full contact information.
Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:
- A company in the Financial Services or Banking industry
- Who have more than 10 employees
- That spend money on Adwords
- Who use Hubspot
- Who currently have job openings for marketing help
- With the role of HR Manager
- That has only been in this role for less than 1 year
Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!
We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!