Essential Tools for Your B2B Sales Process
In order to succeed in B2B sales (or sales in general), there are a few tools that are necessary to generate more qualified prospects and in closing more deals successfully.
Yet, with so many tools at your or your sales team disposal, how do you know which ones are best for your business?
Although each business might have a unique experience that requires various sales programs, we put together this list of 8 tools everyone in B2B sales should be utilizing in their company.
Below are the 8 sales tools we recommend for your business and the success of your sales team.
One of the main tools all sales teams should be actively using is Salesforce. I’m sure most, if not a vast majority of businesses, are probably utilizing this tool. However, we still had to mention it.
In order to organize and get the big picture of your sales funnels and pipeline, Salesforce is a required tool for your company.
However, if you or your sales team are not currently using it or unsure of what Salesforce is, let’s dive in briefly.
Salesforce is a Customer Relationship Management (CRM) platform. Their cloud-based applications are for sales, service, marketing, and does not require IT experts to set up or manage.
They offer numerous cloud services, integrations with other programs and APIs, and they continue to acquire other companies that will enhance their software further.
Sales teams use Salesforce to do everything from managing their leads, tracking opportunities created, sales funnels, reports, sales conversations, etc.
Pretty much anything you need to do to manage your prospects and leads.
Yet, we have only scratched the surface of the capabilities of the software.
As of 2017, this is without a doubt the most popular and heavily used software for sales.
Nudge is a great tool to help your sales team build relationships and grow sales. It also happens to be one of our favorites.
This tool uses artificial intelligence to provide sales teams with actionable insights on their target customers.
You’ll get notified when prospects and customers are mentioned in the news, posted on social media, and more.
This means less time prospecting and more time selling.
It also syncs with your communication tools to understand the strength of relationships. So you’ll get insights directly inside your inbox as you prefer.
You can also ask their AI Slack sales assistant questions about what’s happening in your buyer’s world and enhance your outdated CRM records with Salesforce.
If you are interested in seeing why we use Nudge, check out their website to learn more.
One tool our team also utilizes quite often is Salesloft. Some of the well-known companies that use this tool include Facebook, Namely, Cisco, and Dell.
Learn how Dell drove an additional 150,000 shares and 45,000 clicks to their website with EveryoneSocial. Get your free case study.
Their sales engagement platform has a few key features that make this a powerful addition to your collection or your sales team.
- Personalized sales communications with a modern email touch that connects to Gmail, Outlook, and Salesforce.
- Connecting with more buyers with your applications, including a one-click calling feature
- Data driven reports that keep you informed of what is and is not working
The company also has a set of core values that resonate really well with our team as well, one of which is: Put Customers First. Always.
While the majority of these tools are particular to prospecting, lead gen, or lead management, we also have included something a bit outside of that.
In our list, we had to include Clearslide.
So what is it? Clearslide is a sales engagement platform that lets users share content and sales materials via email links or their viewer’s link in a ‘Live Pitch’.
This software includes other features as well:
- Creating presentation slides
- Web conferencing
- Video mail
- Email tracking for campaigns from whatever email platform you are on
- Hosting content materials for sales calls
Our sales teams use Clearslide frequently. Especially for presentations, product demos, and sharing material relevant to our audience.
Employee Advocacy & Social Selling Software
Now, we might be a little bias here, but the numbers do not lie when it comes to the importance of an employee advocacy and social selling platform.
With employee advocacy and social selling software, you can increase the amount of content sharing by 38x and your entire company’s employees can now act as an extended sales team.
Yet, as someone on the sales team, you too are able to share relevant content to prospects, monitor your competitors and buyers, and actively engage in social conversations all through one single tool.
By using or encouraging sales to build quality relationships via social media and having a platform to do so, your company can out-perform cold calling by 72.6%.
There are quite a few platforms in this space that all have pros and cons, but figuring out which best suits your team’s need will enhance sales, reach, brand visibility and quality leads.
Learn how to build your employee advocacy program with this free guide.
LinkedIn Sales Navigator
Out of all the social networks, one platform that should be in your B2B sales process is the use of LinkedIn.
Since this professional social network has most of the company information and employee information you need, this is a must-use platform to build your relationships.
Yet, LinkedIn also had a specific sales feature they call Sales Navigator.
Easily save leads and create a sales lead list to focus on buyers that matter to you the most.
This sales tool also features a sophisticated algorithm to give you lead recommendations that are tailored to you, understanding your buyers, whys to personally engage, and much more.
There are also a few other features and integrations that make this a highly effective tool in your sales arsenal.
If anything though, you should definitely be using LinkedIn to interact and build your lead list.
So far, the majority of this list has been very sales software orientated, but we also wanted to include IFTTT, a tool that can make organization of commands and tasks easier.
IFTTT stands for “If This Then That” and is a free web-based service that people use to create chains of simple conditional statements, called applets.
That “Applet” is then triggered based on changes or updates that happen in other platforms like your Gmail, Twitter, Facebook, etc.
IFTTT can automate web-application tasks, such as posting the same content on several social networks.
They have a ton of features of commands as well as tasks that can be implemented in the most common services/apps most people use daily.
While this platform can be used by the entire organization and various departments, these applets and services can make tedious tasks quicker for sales, who will have more time for prospecting.
Owler is a pretty recognizable name for business profiles, but it needs to be included in this essential sales list.
Simply put, Owler is the largest community-based business insights platform to gain insights on the competition and uncover the latest industry news and alerts.
And, it’s completely free to sign-up and use.
Every six seconds, members of the Owler community contributes unique competitive insights, such as private company revenue estimates and CEO approval ratings to make sure the information on businesses is always relevant.
Then you are delivered three types of emails:
- Instant insights of funding announcements, acquisitions, and leadership changes
- A weekly showdown that provides performance benchmarks on web traffic, CEO approval ratings, press coverage, social follows, and more.
From that above information, you can see how this would be valuable to your B2B sales process.
Generating more leads and closing more deals are always the priority for B2B sales teams.
Luckily there are a ton of new tools on the market to help ensure your sales team’s success.
While each business may have unique needs for sales, this post covered the 8 tools all sales teams should definitely be utilizing within their organization.
Each one of the tools listed above can and will improve multiple aspects of B2B sales. This includes lead generation, outreach, brand visibility, relationship building, increasing win rates, and improving ROI.
What are other B2B sales tools your team is currently using?
Learn how Genesys used social selling & employee advocacy software to increase their won opportunities by 22% and increase their deal size by 165%. Grab your free case study.