25 Sales Tools to Improve Productivity and Convert More Prospects

Gross sales instruments automate day-to-day processes, enhance effectivity in all elements of the gross sales course of, and simplify varied elements of a gross sales rep’s day to avoid wasting helpful time — time that may be spent specializing in prospects and offers.

There are dozens of forms of gross sales instruments accessible in the present day. And inside every of these classes are a whole lot of instruments to select from.

On this publish, we’ll cowl the next:

• What are gross sales instruments
• Why use gross sales instruments
• Greatest gross sales instruments
• CRM instruments
• Gross sales automation instruments
• Gross sales prospecting instruments
• Gross sales administration instruments
• Gross sales forecasting and gross sales evaluation instruments
• Gross sales productiveness instruments
• Gross sales mapping instruments

What Are Gross sales Instruments?

Merely put, gross sales instruments are instruments that help and empower gross sales professionals to make the gross sales course of extra streamlined and generate extra gross sales. These software program and purposes automate processes, accumulate key buyer information, and allow information integration. 

Why Use Gross sales Instruments?

It’s no secret that each one members of gross sales groups — from BDR to Account Government to Supervisor — are busy. There are various sides of the promoting course of that usually require important time and guide effort. Gross sales instruments could make these processes extra environment friendly and impactful.

Gross sales instruments additionally assist with the next:

• Productiveness and optimization
• Lead technology
• Lead monitoring
• Gross sales course of automation
• Lead scoring
• Streamlining communication

Greatest Gross sales Instruments

As talked about, there are a lot of forms of gross sales instruments. This text is supposed to offer steering round a few of the most typical choices.

Word: Most of the instruments under match into a number of classes resulting from their array of options and integrations.

CRM Instruments

Buyer relationship administration (CRM) software program helps you handle all elements of your relationships with clients.

A CRM serves as a single and central location the place all data and information about your clients is saved for straightforward entry by anybody within the enterprise.

CRMs are vital as a result of they supply perception into the standing of each considered one of your buyer relationships and, because of this, perception into the well being of your complete enterprise.

1. HubSpot CRM

Greatest software for: Creating outstanding buyer experiences and aligning your complete enterprise on a single platform that can scale with you as you develop.

Distinctive options: HubSpot is not only a gross sales CRM — it is a enterprise platform that goals to scale with your enterprise whereas remaining simple to make use ofr.

Gross sales groups can use HubSpot’s CRM as a single supply of fact the place they’ll arrange, electronic mail, and preserve observe of contacts. For individuals who choose into Gross sales or Advertising and marketing Hub, you need to use instruments like sequencing, Tk, and TK, which proceed that will help you transfer your CRM contacts by the funnel.

With its further mixture of built-in and highly effective instruments — together with Advertising and marketing Hub, Gross sales Hub, Service Hub, CMS Hub, and Operations Hub — in addition to reporting and a whole lot of accessible integrations, your group can align and create pleasant buyer experiences for all the purchaser’s journey.

Professional Tip: Use HubSpot to determine a single supply of fact for your enterprise in relation to every part associated to your clients.

2. ActiveCampaign

Greatest software for: Automating lead prioritization and call administration with the assistance of a gross sales CRM.

Distinctive options: ActiveCampaign is a gross sales CRM for automating varied elements of the gross sales course of together with lead prioritization, contact administration, and deal and pipeline monitoring.

ActiveCampaign automates different gross sales processes to avoid wasting reps time when: 

• A lead submits a kind, a brand new deal is created, and a marketing campaign is shared with that lead
• Offers are up to date and duties are created
• A lead must be nurtured.

3. EngageBay CRM

Greatest software for: Automating gross sales pipelines and undertaking administration, aligning advertising and marketing, gross sales, and buyer assist

Distinctive options: EngageBay isn’t just a gross sales CRM. It presents a 360-degree view of shoppers and expertise to assist companies enhance the lifetime worth of their clients. 

EngageBay is designed particularly for small companies and helps you scale your gross sales operations for an inexpensive value. Gross sales pipeline administration lets gross sales reps shut offers quicker by automating follow-ups, proposals, and extra.

4. Monday.com CRM

Greatest software for: E mail integration, monitoring buyer information, and undertaking administration.

Distinctive options: Monday.com is well-suited for undertaking administration with boards for organizing totally different initiatives, shoppers, and processes;  maintaining communications with clients in a single place with electronic mail sync, electronic mail monitoring, electronic mail templates, and exercise administration; and efficiency monitoring.

Monday.com delivers the instruments wanted to arrange your complete gross sales course of.

Gross sales Automation Instruments

Gross sales automation instruments automate totally different elements of the gross sales course of — reminiscent of follow-ups, gross sales pipeline administration, customized communication, information entry, scheduling, and extra. They save reps time by eliminating redundant processes.

5. HubSpot Gross sales Hub

Greatest software for: Closing offers, strengthening relationships with prospects, and managing your gross sales pipeline all by Gross sales Hub.

Distinctive options: Gross sales Hub is a strong gross sales software program that features a versatile and customizable gross sales CRM, gross sales engagement instruments, CPQ capabilities, and reporting and analytics.

Gross sales Hub additionally presents stay chat, account-based advertising and marketing (ABM), quote creation, and gross sales administration playbooks (e.g. battle playing cards and name scripts), in addition to electronic mail templates, monitoring, and automation.

Dialog intelligence pulls out key particulars from calls with prospects for you, whereas name monitoring helps prioritize, place, and document calls.

Tailor Gross sales Hub to your group’s wants by integrating it with any of the 800+ accessible apps and instruments.

Professional Tip: Shut offers, strengthen relationships with clients, and handle your pipeline all with HubSpot’s CRM-powered gross sales software program.

6. Postal.io

Greatest software for: Automating junk mail and gifting.

Distinctive options: Postal.io is an automatic junk mail and gifting software program that integrates along with your advertising and marketing automation and gross sales enablement platforms to extend buyer engagement.

Postal.io makes use of mail and items as a means to assist gross sales reps add better worth to their options for prospects — and because of this, assist them appeal to extra certified prospects and shut extra offers.

The software additionally goals to enhance the gross sales course of by including triggers for customised gifts and mail which are set in sequences you create.

7. BIGContacts

Greatest software for: Creating extra participating and customized experiences by leveraging the ability of automation and call administration

Distinctive options: BIGContacts helps gross sales executives construct stronger relationships with prospects and clients by driving extremely customized interactions. The CRM software brings all earlier touches and upcoming occasions to 1 place within the type of detailed exercise timelines. It allows you to preserve observe of gross sales alternatives utilizing a customized gross sales pipeline with a drag and drop interface. 

BIGContacts makes gross sales administration considerably simpler with lead prioritization, on the spot alerts, automated workflows, and highly effective integrations. You may nurture extra leads into clients by creating drip electronic mail sequences utilizing the advertising and marketing automation capabilities of this software.

This CRM software has a strong reporting and analytics module that helps you keep on high of your gross sales actions and optimize their efficiency. The software permits you change extra prospects into long-term clients by automating redundant duties and including a personal touch to each engagement effort.

Gross sales Enablement Instruments

Gross sales enablement instruments guarantee reps have the supplies, assets, processes, data, know-how, and information that they should efficiently convert prospects and shut offers.

8. Seismic

Greatest software for: Creating participating content material for all the gross sales course of after which appropriately timing when reps share that content material with prospects

Distinctive options: Seismic helps gross sales groups supply memorable buyer experiences by offering gross sales reps with real-time insights and proposals on tips on how to have interaction and work together with prospects.

The software helps reps create immersive and interesting content material for all the gross sales funnel — Seismic then makes suggestions based mostly on key insights it gathers about when reps ought to share that content material.

Seismic’s reporting and analytics pinpoint what your high reps are doing effectively and assist your group scale that data throughout the gross sales org.

9. Gong Gross sales Enablement Software program

Greatest software for: Monitoring the effectiveness of your gross sales enablement group, highlighting finest practices, and coaching new hires.

Distinctive options: Gong is good for data-driven gross sales groups that need to establish actionable insights that result in alternatives for development. The software is good for ramping new gross sales hires in addition to serving to reps enhance upon their efficiency.

Gong permits your gross sales enablement group to handle and monitor the effectiveness of your gross sales coaching in addition to spotlight and scale finest practices throughout the group.

Combine Gong with HubSpot to counterpoint your conversations with account information for improved insights.

Gross sales Prospecting Instruments

Gross sales prospecting instruments assist reps establish potential leads, qualify leads, attain out to prospects, and prioritize high-quality accounts.

10. LinkedIn Gross sales Navigator

Greatest software for: Figuring out certified leads on LinkedIn and personalizing outreach on the platform.

Distinctive options: LinkedIn Gross sales Navigator is a gross sales software that helps reps establish certified leads on the platform after which create participating and customized outreach to focus on these prospects.

Superior lead and firm search capabilities guarantee reps are being guided to probably the most related prospects. LinkedIn additionally supplies details about the correct folks at your particular goal accounts to succeed in out to.

Combine LinkedIn Gross sales Navigator along with your CRM to log and align all your prospect and account information.

11. LeadIQ

Greatest software for: Capturing and sequencing outbound prospecting contact data.

Distinctive options: LeadIQ is supposed for capturing and sequencing all contact data gathered from outbound prospecting.

With LeadIQ, you may first establish a goal account and find it on LinkedIn Gross sales Navigator. Then, slim down your record of contacts. LeadIQ will analysis these contacts and save their data for you.

Gross sales Engagement Instruments

Gross sales engagement instruments assist handle each interplay between reps and prospects. This will likely embrace interactions throughout varied channels reminiscent of electronic mail, voice name, or video name.

Gross sales engagement instruments can also supply contact facilities, gross sales dialers, SMS, and digital conferencing in addition to personalization and automation options.

12. Dialpad

Greatest software for: Synthetic intelligence-powered calling, conferencing, and gross sales dialing.

Distinctive options: DialPad is an AI-powered, cloud-based communication platform with calling, gross sales dialing, conferencing, and call middle capabilities.

The gross sales communication options additionally embrace video conferencing and SMS so your complete group can depend on a single, shared software for all interactions with prospects.

Native CRM integrations exist to automate contact and information entry. You can even observe name quantity and sentiment, and create a listing of gross sales name “hits” in your group to be taught from and use for teaching.

Combine HubSpot with DialPad to attach your enterprise’s cellphone with HubSpot and automate exercise.

13. Troops

Greatest software for: Establishing income communications in your group.

Distinctive options: Troops is income communication software program for gross sales, buyer acquisition, and buyer success. It connects all your messaging to your CRM so contacts and communications are saved in a single location that everybody has entry to.

Troops screens all your databases and programs of document. It then notifies your group if something occurs that might doubtlessly influence your income so reps can take motion.

Combine Troops with HubSpot to get indicators for kind submissions, pricing web page exercise, and downloads.

Gross sales Administration Instruments

Gross sales administration instruments observe KPIs and metrics that matter to your group to assist reps and group leads perceive efficiency and the way you are monitoring towards your objectives.

Gross sales administration instruments might overlap in definition with gross sales enablement instruments as a result of gross sales administration instruments may also present entry to content material and supplies reps must information prospects by the client’s journey.

14. Zoho Gross sales Administration and Monitoring Software program

Greatest software for: Streamlining the gross sales course of to assist reps promote extra successfully.

Distinctive options: Zoho Gross sales Administration and Monitoring Software program is a complete gross sales administration software meant for serving to reps successfully promote.

Zoho brings collectively all your enterprise information in a single software so gross sales reps have the entire data and context they should shut extra offers.

The software comes with totally different modules to streamline the gross sales course of — examples embrace modules for lead monitoring, account administration, stock, and your CRM.

15. Monday.com Gross sales Administration Software program

Greatest software for: Customizing and supporting your gross sales course of with out the necessity for any code.

Distinctive options: Monday.com has a gross sales and undertaking administration software that is totally customizable and might assist all elements of the gross sales course of together with lead monitoring, pipeline administration, buyer onboarding, and report creation.

There is not any code crucial and you’ll combine Monday.com with the entire gross sales and enterprise instruments your group already makes use of, reminiscent of HubSpot.

You can even create a group data base the place vital matters and knowledge reps ought to concentrate on are organized into simply accessible teams (e.g. customer support, financials, invoices). Paperwork, coaching content material, gross sales enablement supplies, and extra can stay in your data base.

Gross sales Forecasting and Gross sales Evaluation Instruments

Gross sales forecasting instruments predict future gross sales and income based mostly on a wide range of intel and knowledge reminiscent of group efficiency, market traits, shopping for processes, and buyer behaviors.

Gross sales evaluation instruments present an in depth look into how your gross sales group is performing and/or how your opponents are performing.

16. InsightSquared

Greatest software for: Managing income intelligence in your complete enterprise and integrating that information along with your CRM.

Distinctive options: InsightSquared is a income intelligence platform for gross sales, advertising and marketing, and buyer success. The platform robotically syncs deal and engagement particulars in your CRM to make it simple to assessment and analyze the gross sales course of.

InsightSquared makes use of machine studying to mix details about rep-to-customer conversations (e.g. transcripts or discuss time) with lifecycle information so you possibly can higher perceive how the varied elements of your enterprise (e.g. gross sales forecasts and product roadmaps) are working.

Use the Guided Promoting function to automate real-time and customizable gross sales teaching for everybody in your group.

Interactive reporting and AI-powered forecasting guarantee your gross sales efforts and studies are data-driven and correct.

Combine InsightSquared with HubSpot to find now precisely why and the way you win.

17. Looker Gross sales Analytics

Greatest software for: Visualizing the gross sales metrics your group cares about in real-time and sharing these studies.

Distinctive options: Looker is an analytics platform that gives gross sales groups with actionable information.

The software presents real-time gross sales forecasting and quota administration — it visualizes these studies and metrics for you in real-time, too. Then, Looker sends automated studies with this information to your group for transparency.

Looker integrates with a wide range of gross sales and enterprise instruments so all your information is in a single place. This information is accessible to your complete group from anyplace because of Looker’s cloud-based design.

18. Crayon

Greatest software for: Gathering aggressive intelligence information that your gross sales, product, and management groups can apply.

Distinctive options: Crayon presents market and aggressive intelligence instruments — particularly, it tracks over 100 forms of market intelligence to present you a 360-degree view of your opponents (from their web site, social media, app, assessment websites, and extra).

Create battle playing cards that robotically warn you with new aggressive intelligence. Then, analyze your battle playing cards with the utilization information the software supplies.

You can even select to obtain aggressive intelligence alerts for occasions like pricing updates or newly added critiques to keep watch over what your opponents are as much as and what’s working effectively for them.

Combine HubSpot with Crayon to win extra aggressive offers with dynamic and measurable battle playing cards.

Gross sales Productiveness Instruments

Gross sales productiveness instruments are people who assist the day-to-day actions of gross sales group members reminiscent of inserting calls, scheduling conferences, sending follow-up messages, managing paperwork and proposals, and recording particulars from all conversations and interactions with prospects.

19. FastSpring

Greatest software for: Creating interactive gross sales quotes to simplify pricing conversations.

Distinctive options: FastSpring Interactive Quotes (IQ) makes it simple to construct customized, interactive quotes that empower prospects to choose and select what they need — then settle for, signal, & pay immediately from the quote. This eliminates the necessity for back-and-forth conversations, accelerating your offers straight to shut. 

Not like conventional proposals, spreadsheets, and slide decks, IQ connects your pricing, quoting, e-signatures and funds multi functional place, lowering gross sales circulate friction and resulting in increased win charges. 

IQ’s real-time analytics additionally lets you already know precisely how prospects are participating with pricing and what packages they’re exploring – for extra environment friendly follow-ups and helpful deal insights. 

Combine FastSpring IQ with HubSpot so you possibly can observe your Offers and Quotes in a single place.

20. PandaDoc

Greatest software for: Automating the processes of making, signing, and approving safe gross sales paperwork.

Distinctive options: PandaDoc is a proposal, contract, and doc answer that helps you create, observe, approve, and electronically signal gross sales (plus advertising and marketing, income ops, and buyer success) paperwork.

The software program is supposed to help with the creation of proposals, interactive quotes, contracts, and e-signatures in addition to the gathering of funds.

There are templates you possibly can customise, model, save, and reuse. After sharing your paperwork, assessment PandaDoc’s real-time analytics for particulars about when your doc was opened, how lengthy it was seen, and when the recipient accomplished the doc.

Combine PandaDoc with HubSpot to create, observe, and signal gross sales proposals & contracts from HubSpot.

21. Proposify

Greatest software for: Creating customized and branded gross sales proposals.

Distinctive options: Proposify is a software for making proposals, agreements, and contracts — it helps you guarantee your messaging, pricing, and workflows are constant and on-brand.

Proposify additionally has a library of templates to hurry up the method of making proposals, content material, and picture libraries.

The software supplies perception into how prospects are spending time along with your proposals, section-by-section.

22. Qwilr

Greatest software for: Designing and creating B2B gross sales proposals, quotes, and paperwork.

Distinctive options: Qwilr helps B2B gross sales groups create tailor-made proposals, quotes, consumer updates, and different paperwork, all with a mobile-friendly design.

Quite a lot of pre-built templates and an easy-to-use doc builder exist so that you by no means must enlist the assistance of a designer when creating proposals and quotes.

Present prospects with interactive quotes in order that they’re in a position to decide on a bundle on their time, with out having to trip with a rep.

Qwilr’s analytics let you know how prospects work along with your paperwork together with once they view and settle for your paperwork in addition to how a lot time they spend in them.

Combine HubSpot with Qwilr to create stunning and interactive proposals and quotes from HubSpot.

23. Calendly

Greatest software for: Scheduling appointments and gross sales calls, and robotically syncing calendars.

Distinctive options: Calendy is an internet appointment and scheduling software program.

Reps inform Calendy what their availability is and share a hyperlink with prospects by way of web site or electronic mail — no matter time a prospect selects then seems on the rep’s calendar, eliminating the necessity for any forwards and backwards.

The software program helps all forms of assembly scheduling together with one-on-one, group, and round-robin. You can even combine the software along with your different calendar software program reminiscent of Google, Outlook, or iCloud so all schedules are updated and correct.

With Calendy, calendars are all the time conscious of time zones. The software additionally creates buffers between your conferences so that you all the time have time to arrange notes out of your final assembly and put together for the following one.

Combine Calendly with HubSpot to shut offers and have interaction with leads by leveraging automated scheduling.

Gross sales Mapping Instruments

Gross sales and account mapping instruments visually symbolize information factors and the relationships between them.

Gross sales mapping instruments visualize prospects, clients, and gross sales territories whereas account mapping instruments visualize the individuals who work at a particular account.

This data supplies perception into particular areas which are performing effectively or want consideration in addition to who the important thing gamers are at a goal account.

24. GeoMapper

Greatest software for: Geographically mapping, figuring out, and finding enterprise alternatives and certified leads.

Distinctive options: GeoMapper is a geographic-mapping software that you need to use from inside HubSpot — it helps you propose enterprise journeys, enhance attendance charges at occasions, and handle geo-marketing campaigns.

Determine potential enterprise alternatives round present clients and prospects. And since GeoMapper integrates with HubSpot, you’re in a position to make use of your CRM properties to geographically find contacts and alternatives.

Combine GeoMapper with HubSpot to map your firms and contacts with out leaving HubSpot.

25. OrgChartHub

Greatest software for: Creating group charts in your HubSpot information and mapping gross sales persona relationships.

Distinctive options: OrgChartHub is a software for constructing and storing org charts and mapping gross sales persona relationships all from HubSpot. The org charts present a visible understanding of an account’s stakeholders and the relationships between them.

Add gross sales personas to your org charts as a means of displaying the extent of danger each deal has. On every of your org chart’s contact playing cards, embrace the contact properties that matter most to your group.

Combine OrgChartHub with HubSpot to construct and retailer buyer org charts with out leaving HubSpot.

Develop Higher With Gross sales Instruments

There are various gross sales instruments accessible in the present day — determine which space(s) of the gross sales course of you want probably the most assist in and think about the supplied options, integrations, and pricing. Then, get began utilizing your new gross sales software!

Editor’s be aware: This publish was initially revealed in January 2021 and has been up to date for comprehensiveness.