Sales or business development is one of the toughest jobs, hands down. Sales reps spend day in and day out generating revenue and achieving targets and it’s not an easy job to do. Apart from empathy, grit, and determination, understanding people (customer) is a necessary skill. But thankfully it’s 2020 and we have a plethora of sales tools for literally any need.
We agree that sales require a human touch, no matter what. But that should not be the excuse to do every single aspect of the job manually. You don’t have to manually scroll through thousands of webpages to find leads or follow up every cold email one by one – there’s a tool for everything.
But sadly, most organizations do not even think about providing their business development teams with the various sales tools available in the market today. Shockingly, people still think of only a CRM when we talk about sales tools.
So to help you sales folks out, we came up with this exhaustive list of sales tools – which will help increase your productivity in 2020.
What are sales tools?
Sales tools are digital tools (generally SaaS products) that Sales professionals use to reduce redundancy and increase their productivity. Sales tools can be classified into various categories like sales intelligence, sales enablement, sales productivity, sales promotion. sales forecasting, sales automation, and CRM.
In this article, we have broadly classified the various sales software and tools into different categories. We have tried to cover all possible kinds of tools and have created this ultimate list of sales tools for 2020.
Types of Sales tools:
It is quite surprising that most sales professionals don’t even know the amount and types of tools available in the world today. From blazing fast sales prospecting tools to smart CRMs, sales reps today are spoilt for choice. The use of A.I. is again another interesting fact to notice when it comes to these tools and it has really made lives of salespeople easier. These are the major types of sales tools available in the market:
- Sales Intelligence Tools
- Enablement Tools
- Productivity Tools
- Sales CRM Software
- Sales Promotion Tools
- Forecasting Tools
- Automation & Integration
- Mobile Tools
We don’t generally associate the word “intelligence” to sales, do we? Sales intelligence tools are generally SaaS products that help salespeople find, understand, and monitor a prospects’ information. These tools, also known as sales prospecting tools are heavily based on data, machine learning and artificial intelligence to help your sales prospecting process. Such tools or software come with a wide range of features including lead prospecting, bulk prospect information extraction, CRM integration, contextual intelligence, et cetera.
What this means is these tools are backed by a huge amount of pre-collected data, which the users can get access to for a price. Where is the “intelligence” part in that? It is the filters and the conditions you can set to find the prospects you want – company revenue, industry, etc., is where the intelligence kicks in. Listed below is an array of the best sales prospecting tools/ intelligence tools that we think are a must-have for 2020.
LinkedIn is THE leading professional social media platform in the world. Almost everyone you know is probably on LinkedIn already. LinkedIn Sales Navigator is a prospecting tool that helps sales reps to reach out to potential customers directly. Some of the key features of LinkedIn Sales Navigator are:
- Advanced Lead and Company Search
- Lead Recommendations
- CRM Integration
- Real-time Sales Updates
- Notes and Tags and much more
Ampliz SalesBuddy is a global B2B data platform that provides you with accurate prospect information in a jiffy. Apart from having nifty features like prospect fit score & business integrations, Ampliz also comes with contextual intelligence. Ampliz works great as a sales prospecting tool. This free sales tool has highly accurate data that enables your sales team to increase the conversion rate. Some of the key features of Ampliz are:
- Global B2B Contact Data
- Target customer persona and prospect fit score
- LinkedIn profile, Email Ids, and Direct Dial numbers
- Contextual Intelligence and much more
Clearbit is another useful sales prospecting tool that provides you with information on the right prospects to start the interaction. Apart from this, you can have the option of personalizing every marketing and sales interaction with the leads.
Hubspot is a massive sales & marketing suite which has a huge range of products – marketing automation to CRM to email campaigns. Hubspot is a go-to option for any sales or marketing professional and is definitely a top recommendation on our list.
This sales tool has multiple features ranging from marketing and sales intelligence to huge business contact databases. With the data of ZoomInfo, your sales team can multiply your conversion rate very quickly.
Product Hunt is a platform where all the members present their newly launched product, and a plethora of people come to know about the features of the product. There is a high probability of getting the clients if your product suits their requirements. You can use this tool for hunting prospects.
Angelist was built on the premises of supporting the startup culture. This is one online platform where your sales team’s quest for prospects will be met. It has been designed exclusively keeping entrepreneurs, startups, investors, and recruiters in mind. Angellist is a free to use platform.
Hunter is a browser plugin that helps you collect email ids from websites. It has a huge database of verified email addresses and is surely a trusted platform in this niche. However, you need to have a list of company domains in order to extract the relevant contact information. Hunter is not a sales tool per se but will come in handy for anybody in sales or marketing.
Voila Norbert is another email address hunting hub that extracts contact details of your prospects. You need to provide your prospect’s first name, last name, and domain name to get the email address from this tool. If you choose to use this tool, the first 50 leads are available for free.
Calendly is a fantastic tool for scheduling appointments and follow-ups. It is one of the most user-friendly scheduling tools out there and thus grabs a position in our list of sales tools. Apart from scheduling meetings, Calendly also has the functionality to do follow-ups on WFC (Waiting For Confirmation). Using this tool, you can eliminate unnecessary calls and save time thus increasing productivity.
Lusha is a sales intelligence tool that is used to find contact details, such as email addresses, phone numbers, and LinkedIn profiles, of your prospects. With these details, the sales and marketing people can identify the right opportunities to take the sales discussion further.
Sales enablement tools are used to strategize the sales process and also to motivate the salespeople. These tools for sales also come loaded with other features like pipeline optimization, incentive plans, sales coaching & training, et cetera.
This sales tool is a one-stop-shop for managing sales resources, ranging from the information of customers to content solutions. Seismic suggests accurate content to sales reps at the right stage during the sales process. Also, it supplements with content like news, product updates, and other relevant collaterals to enhance the sales reps’ knowledge.
Whatfix is an end to end onboarding training solution software that helps you to provide concise information to the employees. It is a user-friendly sales tool and it facilitates easy creation of training modules like PDFs, annotated videos, slideshows, et cetera. This tool eases the onboarding and training process for new employees.
Membrain helps sales teams with sales processes, content management, training, automation, and other similar activities. To add to these functionalities, it has analytics, dashboards, behavior tracking and process integration. This tool integrates with Hubspot, Salesforce, and Zendesk.
HighSpot is an AI-powered sales enablement tool that has quite a lot of use cases – Content management, Sales plays, Sales communication, Sales training, and buyer engagement. Also, it includes features like business analytics, security and several integrations.
Productivity tools are software that increases the performance of salespeople thus reducing the time and complexity involved. As the name suggests, these tools have been built for the sole purpose of boosting your productivity at work. These type of sales tools have become increasingly popular among business developers.
Dropbox is a great online platform to store files and documents and to collaborate with other people. It provides the option to access your files from anywhere at any moment. Storing data efficiently (especially a platform where you can collaborate) helps increase productivity manifolds.
Datanyze is an advanced sales tool that elevates the performance of the business growth team. It offers the opportunity to research sales accounts, browse through contact lists, and decide the right prospects to move further.
G-suite comes with a range of Google tools like sheets, doc, drive, et cetera and is undoubtedly one of the most sought after services offered by Google. The best part about a Gmail account for your work email id is that it gets seamlessly connected to Google Analytics.
Customer relationship management (CRM) is a technology for managing all your company’s relationships and interactions with customers and potential customers. The goal is simple: Improve business relationships. A CRM system helps companies stay connected to customers, streamline processes, and improve profitability. – Salesforce
Your sales team can accelerate the conversion rate using this tool. LeadSquared is a saas platform for sales execution and marketing automation tools. This sales tool tracks complete activities of a lead ranging from visiting the home page, submitting the inquiry form to opening the email sent by your company. The activity report will help your sales rep to decide the right prospect.
Salesflare is one of the best CRM for salespeople. The principal feature of this tool that differentiates it from others is, while sales reps maintain the customers’ or prospects’ data manually, Salesflare automates it to make sales reps focus on increasing sales.
This software empowers all types of organizations ranging from very small to large size. Zoho is a one-stop-shop where a company can manage all the departments like marketing, sales, customer service, and inventory management. Zoho offers a few of the best sales tools that can come handy for 2020 & beyond.
Sales promotion tools aim to target and retarget prospects directly. Notably, sales tools like MailChimp and Buffer have unique features to approach the various opportunities.
Connecting with prospects and customers via social media becomes more comfortable if you use this tool. Buffer is a handy tool to plan social media content schedule. But the free version of this tool has the very least option where the paid version of this tool provides a wide range of options to reach your target audience.
If you want to send an insightful and beautiful email to your customer, this tool is the best option for you. You can choose to engage your audience with social media posts through this tool. Apart from this, MailChimp also offers “automatic tagging from landing page” where the new visitors of your landing page are labeled. It helps you to identify and target them with personalized messages. Mailchimp is again one of those sales tools that are very useful when it comes to setting up meetings or cold emailing your prospects.
Kontentino is an intuitive tool for the effective management of your social media accounts. It helps to organize social media posts and to manage multiple profiles in one calendar. Apart from this, it offers live post previews and plans to boost your company’s social media posts in advance.
Better Proposal is an excellent tool to initiate the business with your client that helps to create well designed and attractive proposals. Apart from this, this tool’s web-based trackable projects that will impress your client and multiply the conversion rate. Your sales team can boost their performance with the help of this tool.
These sales tools predict the upcoming prospects or customers based on the previous records of sales. It analyzes the logs of the previous transactions and forecasts the outcome of the revenue generation for the current year.
SalesLoft is a leading sales engagement platform that helps sales organizations to produce better and effective results. Almost 2,500 customers use the company’s category sales engagement platform to engage in authentic and relevant ways.
MoData is an ultra-modern sales tool powered by AI that helps B2B enterprises to generate more revenue and conversion. With the help of it, the Sales and marketing team prepares effective pipeline management, forecasting, and account-based sales.
Kepion is a planning and analytics platform designed for marketing, sales, finance, and operations. It provides insights on (KPI) key performance indicator along with the reports and analytics. It enables you to set a realistic pipeline for your sales team.
IBM Planning Analytics is a useful cloud-based platform for all size organizations. It helps to manage the strategy, forecasting, score carding, and budgeting. You can track your sales team to measure if they have achieved the target or not.
Data science and machine learning-based technology can optimize business functions. They have helped businesses with their revenue to skyrocket. Analyzing historical data can help your team to develop the forecasting capabilities while optimizing the performance. You can track the performance of your sales team with Spring ML. Thus Spring ML makes it to our ultimate list of the best sales tools.
Automation & Integration
These tools enable businesses to automate their sales process starting from finding prospects to nurturing the relationship to closing the sales. We are in 2020 now and our lives are surrounded by automation of some sort or the other. Thus, our list of sales tools contains an array of software that make the lives of salespeople easy
Zapier is another powerful tool that enables people to connect and automate the apps they use. Companies can use this tool to offer their customers integrations with 1000+ apps, and this platform also provides the opportunity to the developer to add API for private and public use.
Outreach is a sales engagement platform that empowers the revenue growth by optimizing every interaction of the customer life cycle. This platform manages all communications with a customer either through email, voice, or social media and guides a sales rep to take the right action at the right time.
Yesware is a very efficient tool for sales. It transfers your Gmail or Outlook inbox to the sales tools by tracking and analyzing all interactions. You will get a notification every time someone reads your email or opens the attachment. Accordingly, your salespeople decide to follow up or to send the push notification to the prospects. It also has an added advantage to integrate your salesforce and Linkedin sales navigator account.
Prospect.io is a sales tool that helps you find the new prospect and automates the follow-ups and email campaign process. Apart from this, it tracks and analyses your campaign and provides the statistics. It has a unique feature of finding the email address of your prospects from LinkedIn and company websites.
Growbots is a fantastic outbound sales platform that provides you the list of potential prospects based on the specific criteria. It also helps you with the decision maker’s email address for further communication. Apart from this, it has options to personalize, customize, track, and send the email campaign. It allows you for A/B testing of your campaign template to make it unique and compelling.
At the outset, we need to understand that any tool that can be invariably used from anywhere at any time is called a mobile application in a more exact essence. These sales tools are handy for you, especially when you are not at the office place.
People get inclined towards things where there are minimal hiccups. As a marketer, you can beat the expectation of prospects and clients if you offer a more comfortable option. Adobe Sign made the contracting procedures easier for newer clients. Previously it was known as EchoSign and eSign. It can be used to create, transmit, manage, and sign the forms, agreement or any documents from anywhere at any time from any device.
DocuSign is also another effective electronic platform to manage the agreement and contracts between the two parties. It not only provides the option to modify the terms in the agreement (If both parties agree) in the middle of the process but also has an option for the third party to be a witness. One of the best features of this sales tool is performing the addendum procedure without initiating the process from scratch. It can be copied from the original document and change the necessary part amid the contracting process. It is easier for your sales team to drive a new client or customer, guiding them step by step.
Slack is a perfect platform to keep in touch with your sales team, and you can be aware of all the proceedings in the sales team. It is the platform where all team members collaborate and share essential information looping all the right people. It is also a very user-friendly tool for new members.
Hello Sign provides digital workflow ranging from e-signature to electronic fax solution. Over 80,000 customers and millions of people have good experience with this tool for rapid growth. It has the option to invite up to 20 signers at a time, and once the agreement procedure is over, each signer gets a copy of the document. It aids salespeople to deal with the more significant projects and close it swiftly.
What sales tools do sales reps need?
There are a lot of sales tools out there which can significantly improve the performance of your sales team. While marketing people are always armed with a range of tools, it’s kind of unfair to not provide the same for sales professionals. Although the list of tools for sales above is quite exhaustive, there are broadly 6 types of tools that sales rep need:
- Sales Intelligence Tools
- Sales Enablement Tools
- Productivity Tools
- Customer Relationship Management (CRM)
- Sales Forecasting Tools
- Automation and Integration
It doesn’t matter if you are a product-based or service-based company, grooming your sales team and providing them with relevant best sales tools will result in revenue growth.
Using efficient tools to track your sales team’s performance is significant for any business. Also, enabling the sales team with the right tools accelerates sales revenue and provides a new approach to solve an issue or close deals efficiently.
Sales tools save time and effort for the sales team in generating leads and closing deals. Take a look at this ultimate list of tools for sales and have your pick at the ones that suit your business!