How do you know which Sales Tech Stack is right for your Sales and Growth Strategy?

You might think that Sales tools are all the same, but this couldn't be further from the truth. Different sales teams have different needs, which means they need to focus on different Tech Stacks. 

The perfect Sales stack can help with key lead generation, productivity maximization, quota crushing - just to name a few! In this blog post we will discuss 16 winning Sales Tech Stacks for B2B Companies along with tips for building your own.

Salesforce is commonly used for Sales, but it can also be paired with marketing. It integrates well with both Sales and Marketing Cloud which allows you to tie everything together so that communication between teams is seamless. 

This means better lead generation, deeper customer insights - resulting in higher conversions! However this comes at a cost ($25 per user, per month). Salesforce is a must-have for any Sales Team - regardless of size.

Zoho is great for small teams that need to manage multiple projects and accounts at the same time. It's user-friendly interface allows you to keep everyone on track without cramping their style (or workflow). 

Zillium offers some Sales specific features, such as SalesIQ and Sales Assistant. Zillium can be a little more expensive than Salesforce depending on the number of users - but it is still an affordable option for smaller teams.

Hubspot  is one of our favorite marketing tools because they offer so much at such a great price point (from $200-$400 per month). 

Hubspot Sales is fantastic for lead generation and nurturing, especially since it comes with built-in SalesIQ. If you are looking to take your marketing automation efforts a step further - this is the best way to do so!

Marketo is another solid option if you have limited Salesforce experience or time (it can take some time to learn Salesforce). 

It's clean interface boasts features like SalesPredictive, Lead-to-Opportunity matching, and email marketing. Marketo is super affordable - starting at $75 per month!

Crelate Talent is a great option if you are looking for Sales Recruiting Software . Crelate is Sales focused and integrates well with Sales platforms like Salesforce. 

It's primarily used to help you find the best talent, but also works great for automating your recruiting process (like scheduling interviews). The price point is $99 per month, or if you prefer to pay by Sales rep - that can be negotiated.

Dial + Forge is an affordable Sales CRM that works well for smaller teams (less than 200 contacts). It's unique chat function allows your Sales team to keep track of all their conversations in one place. 

Dial+Forge also integrates with Sales platforms like Salesforce and Zillium.

KiteDesk is a Sales CRM that is similar to Dial + Forge, but comes at a slightly higher cost (from $99-$399 per month). 

If you are looking for Sales software with an emphasis on lead generation/nurturing - Kitedesk might be the best fit for you. 

Sales reps love it because they can manage every conversation in one place, and KiteDesk also offers Sales coaching to help your team stay focused on key goals.

Elastic Sales is an amazing tool if you are looking for Sales Automation . It has great lead nurturing features like personalized email campaigns (that are personalized to each Sales rep). 

It also allows you to prioritize leads in real time with the Lead Queue. Sales reps can easily see who is in front of them, which makes it easy for anyone on your team to take action when needed (without having any prior Salesforce experience).

Nudge is a great option if you are looking for Sales software that is specifically focused on Sales Nurturing . 

It gives Sales reps the ability to "nudge" leads in real time, which allows them to stay front of mind. This increases conversions and minimizes lost opportunities by creating a personalized experience every step of the buyer's journey - from start to finish!  

Infusionsoft is a fantastic small business tool for running everything from marketing automation to accounting - all in one place! 

Infusionsoft Sales is Sales focused and allows you to track your sales pipeline so that nothing falls through the cracks. It's a fairly affordable option for small businesses with easy set-up, no learning curve required!

Maropost  is another Sales focused solution that works well if you are looking to scale up your Sales team (this one might make more sense if you're Sales team is over 15 people). 

It's easy to use (no Salesforce experience required) and comes with features like Lead Scoring, Sales Forecasting, Pipeline Charting, etc. The price point is on the higher side, but worth it if Salesforce isn't your thing.

PeopleDoc is an HR tech solution that works great for companies with Sales teams in different locations (it's helpful to keep all employee information in one place). 

Peopledoc integrates well with Sales platforms like Salesforce and Zillium, which helps you keep Sales reps up-to-date on employee changes. 

It's a great option if you are looking for Sales software that is specifically focused on Employee Onboarding , managing benefits, and other HR needs.

Workarea is another Sales focused solution that works well with companies who outsource their team or have Sales teams in different locations (it's helpful to keep Sales team members connected). 

It is Sales software with an emphasis on customer success, so it's perfect if you want Sales reps who are focused more on retention than lead generation.

WordPress is great for companies looking to grow their Sales through content marketing. You can use WordPress (with the right plugins) to create a Sales blog that helps Sales reps build their expertise and authority in a certain space. 

This will help you attract the right type of leads (and close more deals).

Zillium is Sales software with an emphasis on customer success . It's perfect if your Sales team is focused more on retention than lead generation, or if you want to make Sales reps more accountable to Sales KPIs. 

It integrates well with Workarea, which helps Sales teams stay connected and on the same page from wherever they are in the world!

Clio is a great Sales software option for companies who have their Sales team located all over different locations (it's helpful to keep everyone up-to-date). 

It is Sales software with an emphasis on customer success , so it's perfect if you want Sales reps who are focused more on retention than lead generation.

The benefits of using sales tech stacks are numerous. Sales reps can track key leads in real time, automate outreach, maximize productivity and more - all while keeping Sales KPI's top of mind!

Snov.io is a wonderful service for those who start using a sales CRM as it offers a non-complex user-friendly platform with lots of CRM possibilities and integrated tools for lead generation and email outreach.

On top of that, Snov.io is one of the cheapest solutions on the market (paid plans start at just $39/a month), with CRM being an absolutely free addition to each paid plan. And for newcomers, who just want to test Snov.io functionality, there is a forever renewable free plan.

Lets discuss some advantages of Sales Software: 

A winning sales tech stack increases conversions and minimizes lost opportunities by creating a personalized experience every step of the buyer's journey -

from start to finish Sales platforms like Salesforce and Zillium integrate well with other Sales tech solutions, which helps keep your Sales team up-to-date on changes. 

It's helpful if you want Sales reps who are focused more on retention than lead generation. If you have your Sales team located all over different locations (it's helpful to keep Sales team members connected), Sales software like Workarea can help manage this.

To determine what you need in your stack, start by looking at your sales process. You should use the Inbound Sales Methodology to help us frame our sales process. 

It views each action the salesperson will take (Identify, Connect, Explore, Advise) in relation to where the buyer is in their process (Awareness, Consideration, Decision).

Think through every part of your sales process, and identify where you could streamline processes or make your reps’ lives easier with the right technology.

To help you get started, we’ve pulled together a list of the top types of technology that should be in every sales team’s stack. Do you see any gaps in your stack?

Sales Stack

1. CRM- 

Your CRM is the backbone of your sales team -- and likely your company. CRMs facilitate relationship building with your prospects, speed up your sales cycle, and keep your team organized and goal-focused.

It’s crucial to choose the right one. When selecting a CRM, ask yourself:

Why are we spending money on CRM?

What are the operational business challenges that we must address?

What processes do we need to implement that we don't have?

What is the expected number of persons who will utilise the CRM?

What kind of consumer data do we have?

What additional applications do we use that the CRM should be able to connect to?

How much money do I have to work with?

As you're analysing potential CRMs, keep your responses to these questions in mind so you know which ones are non-negotiable.

2. Automation and Sales Enablement

Sales used to be a very manual process. It doesn't have to be that way anymore, and it certainly shouldn't be. 

Make sure you're looking at what tasks you can automate when you're examining each aspect of your sales process to uncover holes in your sales stack. Some of this automation may be possible with the help of your CRM.

Check with your CRM support person to see if there's a function you can add to your existing programme before purchasing an independent piece of software. 

Here are some examples of how sales enablement can help your team sell more effectively:

Email-based Sales - Sales reps can track key leads in real time, automate outreach, maximize productivity and more.

- Tracking Leads: Sales teams need to be able to monitor the activity of top prospects across all channels -- email, social media etc.

Chat in real time

Is a potential customer looking at your pricing or features page? 

Use direct texting to communicate with them in the moment. Simply apply filtering criteria to verify that your chatbots are providing you with the most quality leads.

Content is a valuable weapon in a salesperson's armoury. A well-targeted case study or timely blog post can help a champion prospect persuade a sceptic CEO. 

Track usage in your CRM and utilise that data to discover and contact potential case study or blog feature clients to ensure you're getting the most out of your greatest use cases.

3. Plan ahead of time

With the correct appointment scheduling software or app, you can say goodbye to back-and-forth emails and make arranging appointments a snap. 

Giving prospects the option to schedule meetings whenever they want makes it easier to get a meeting scheduled — and reduces the chances of being ghosted. 

We've included a few suggestions below, but a more extensive list of appointment scheduling applications may be found here ..

As you can see, there are a ton of Sales Tech stacks out there to help your sales team become more efficient. Sales is one area where technology has made leaps and bounds in recent years - so it’s never been easier to get the tools your company needs to stay competitive!