What are the best sales tools to drive your team to more success? In this article, we focus on five essential tools that leverage technology to spur more won deals. They help increase sales velocity, identify promising leads, turns sales pitches into personalized conversations and, generally, shorten the sales cycle. These are:
Does your sales team leverage technology effectively? Keep in mind, just because you’re using the latest sales tools does it mean you’re leveraging tech in an efficient way.
Most companies including small business use an average of three technology tools. However, a sales technology research found out that only about a third of companies think their tech tools have an impact on their sales success. Buried perhaps in these stats is the stereotyped sales rep who, armed with the latest cloud and mobile sales tools, would still use spreadsheets and save his files locally.
In short, having the right tools is not enough; using tech tools properly is what will accelerate your sales team’s performance. In the same research, the positive impact of sales tools for sales reps is most felt in the sales pipeline, pre-call research and account management.
Now, let’s discuss five sales tools that your team can easily adopt to start increasing productivity, efficiency and, ultimately, success to your bottom line.
A subscriber list is the lifeblood of any internet marketing whether paid or organic. We’re talking about using real opt-ins here, not scraping, spamming or buying a list. That’s shooting in the dark. Opted-in leads are more ready to respond to your offers than, say, from cold calls or casual website visitors.
In fact, email marketing still has the best ROI among digital marketing streams. Why? Because when people subscribe to your listing, they’re literally giving you permission to sell to them.
If your marketing team has a mailing list but it isn’t shared with your sales team, it’s time to consolidate both teams’ records. If you don’t have a mailing list at all, it’s time to build one.
While building a mailing list may seem like a marketer’s job, your sales can actually help a lot.
Sales team usually has an abundance of potential opt-ins from their cold calls, prospect lists and customer database that they can channel to your mailing list. Even old customers can be re-pitched to once they subscribe to something from you, either in a form of value content or deal.
Use a CRM to help your sales and marketing teams work out a reliable mailing list. If you don’t have a CRM or are hesitant to get a paid plan for one you can try out HubSpot free CRM which has all the features you’ll need to start building a sales and marketing-enabled mailing list.
Smart contact management tools go beyond capturing contact details, which is something a simple spreadsheet can do. At the heart of such tools is automation: smart contact management tools take away the cumbersome task of manual entries, allowing your sales reps to focus on actual selling instead. It also empowers your sales team to add new entries on the go, in real time and with just a few clicks using a mobile phone.
More than that, a smart contact management should be able to perform these tasks:
You’ll notice that smart contact management is usually a core feature in a reliable CRM software like HubSpot. In fact, the functionalities above are at the core of HubSpot’s smart contact management and one of the highly admired features of this popular app.
Perhaps no other tool is more important to your sales team today than CRM software platforms. The growing cloud computing power, social-driven big data, and mobile technology lend to sales a personalized touch to selling even with a huge customer base. If you’re not using CRM you’re probably lagging behind in your niche. And if you’re using one but still having problems with your sales processes, they could be signs you need to replace your CRM.
A study by Evergage and Researchscape International showed how personalization in customer relationship leads to increased performance in the following:
But to achieve personalization on a mass scale you need a reliable CRM. There are plenty of top-rated CRM tools that are available which you can consider to help you start off on the right foot.
One of the most reliable CRM solutions and the number one according to our experts is HubSpot, which features powerful tools for sales optimization and automation. Some users may prefer the robustness of Salesforce over HubSpot and we’ve made a comprehensive comparison between the two leading CRM solutions for you to see how they stack up. Suffice to say that HubSpot is designed around the core ideas of automation, visibility, analytics, integration, and ease of use, clearly addressing classic pain points of why salespeople are notorious for eschewing technology. To learn more about it you can read our detailed HubSpot CRM review. All in all, it’s a solution that helps you get rid of messy spreadsheets, cluttered inboxes, and confusing tools that bog down your sales team.
Major factors to look for in an efficient CRM:
It is likely your sales team is already using a suite of productivity tools. Most popular productivity tools include:
In general, these tools boost productivity and performance of sales reps. But they can do more if you take the effort to consolidate what your reps are using.
One of the best choices to standardize your sales reps’ productivity tools is to get a Google Suite for Business. It’s Google’s suite of free tools that can be scaled to paid plans for more advanced features.
There’s another reason for going with Google: your clients, prospects, contractors and other third parties are likely using these tools already. Small business, startups and enterprises alike use Google suite, so you’re in good company. That gives your sales team an extensive reach when they need to communicate or collaborate with any of these groups.
Coaching is an important part of building up a powerhouse sales team. Sales reps need to be trained not only in knowing your products and services, but in your market and client sphere. Sales reps will also need constant knowledge updates as your product and market evolve.
Howard Brown writing for Entrepreneur said sales coaching is especially vital today given the lack of phone skills among the millennials. In B2B sales, closing big accounts requires one to be articulate over phone conversations. Which means you’ll have to coach your sales team in those areas.
In most cases, frontline sales leaders take to the task of coaching. And most of them probably know how hard it is to conduct training amidst the daily workload, let alone motivate their people to finish the sessions. Given the sales team’s mobility, busywork and at times indifference to activities that don’t directly improve their quota, learning management systems can be critical.
Major factors to look for in an LMS for sales training:
If you want to know more about the different LMS options available to your sales team, you can begin your research with our comprehensive top 20 LMS solutions guide. It will direct you to the right software with all the features you need.
There are many more sales tools out there but these five are the most essential tools to start accelerating your sales team for more won deals. And among these tools, if there’s one that you should start with because it delivers the best ROI (not to mention it’s free), it’s HubSpot. In fact, you can sign up for a HubSpot free app here and see for yourself how this great sales tool can push your sales success up to the next level.
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