Sales teams use an average of six tools to bring in new clients and close deals. This includes your company’s CRM system, prospecting tools, email platforms, and more. Do they need to use these tools? Probably not, but it certainly makes earning new business a lot easier.
If you have any of the previously mentioned tools above, your organization already practices sales enablement — allowing salespeople to sell more effectively by providing special tools, resources, content, etc. to get the job done. Because these resources allow sales teams to sell more and do it faster, sales enablement is crucial for scaling your organization’s growth.
Even though you may have already equipped your sales team with helpful tools and assets that bring in more revenue, there might be new and more effective sales enablement tools that you aren’t aware of yet. To help you identify those tools and how they can bring value to your sales team, we’re going through our top sales enablement tools. Check them out below.
According to Demand Gen Report, 51% of buyers seek out and rely on content to inform their purchasing decisions. This makes your company’s content all the more important for generating leads and moving prospects through the buying cycle.
The sales enablement tools below are aimed at helping your sales and marketing team generate and nurture leads through content.
As one of the most popular and useful marketing platforms our there, HubSpot provides several helpful tools that help your team generate leads and track their journey. Their list of sales enablement tools range includes content marketing, marketing automation, lead management, and prospecting.
Personally, we’re big fans of their marketing hub that makes inbound marketing incredibly efficient and easy to implement. For example, with their marketing hub you can build and optimize your website, put your content in front of the right people, and create custom drip campaigns that nurture leads and bring them closer to the conversion stage.
Part of being an effective sales team is being able to work well together. SharePoint is a tool that helps teams do just that. With SharePoint your sales team can share, collaborate, and manage their content assets, resources, applications, and much more. It’s essentially a company intranet that enables teams form a collective knowledge and improve their internal processes. This helps eliminate common roadblocks that may come up internally during the sales process and also increases collaboration between reps to close deals faster.
In today’s digital landscape, a good sales team is also a good social team. Through social selling, your sales team can boost brand awareness, attract new prospects, and engage clients through social media. Bambu is a social selling tool that makes it easy for all of your employees to amplify brand awareness, engage prospects, and gain trust with compelling content.
If you’re one of the 91% of B2B marketers using content marketing, you likely have content that is tailored for specific stages of the buying cycle. But to deliver that content at the right time is hard to do without the right tools and insights. Showpad is a sales enablement platform that makes it easy to deliver the right piece of content to the right person at the right time.
By 2020, the customer experience will beat out product and price as the key differentiator for brands. Because of this, it is critical that you keep an ear to the ground and listen for customer feedback. This allows you to address poor customer experiences and promote positive customer feedback.
Check out the top sales enablement tools below that give you added insight into what your customers really think about you.
OpinionLab is a leader in improving customer experiences by helping companies listen to the voice of their customers. Through a customer feedback tab, you can instantly see what’s on your customers’ minds, see what might be influencing their opinion, and receive suggestions on immediate actions that you can take. At the end of the day, this added insight into customers’ minds allows you to make improvements to your customer experience, increasing their overall satisfaction with your company.
Listening to customer feedback is critical for improving brand loyalty, building trust, and reducing churn. The Questback customer feedback platform helps brands do all three of those things by making it easy to monitor customer engagement and feedback. Their tools are designed to help you improve the customer experience by identifying what inspires customer satisfaction, tracking the Net Promoter Score (NPS) at each touchpoint, notifying you before customer problems occur, and more.
Customer Relationship Management
One of the most popular and widely used sales enablement tools is the CRM system with 65% of businesses adopting a CRM within their first five years. As your go-to data storage system for all of your company’s contacts, your CRM system is an important resource that sales reps can use to access customer and prospect information.
Given that CRM systems are used far and wide, there are countless CRM vendors out there. And instead of boring you with our top CRM choices (trust us, there are almost too many to count), check out this list of best CRM software from Capterra.
Already have a CRM system but struggling to get your team to use it? Here’s a helpful guide with expert insights from firms like EY and Forrester on how to encourage CRM adoption and optimize your CRM’s value within your organization.
Sales Reporting and Performance
Without proper reporting and analytics, how can you be sure that your sales team is reaching your goals and achieving success? Below, we list our favorite sales enablement tools built for robust reporting on sales performance.
LevelEleven is a sales performance platform that gives you real-time insight into the day-to-day performance of your sales team so you can increase or decrease their capacity accordingly. In addition, LevelEleven defines key sales behaviors and keeps your team on track with daily, weekly, and monthly goals. By reviewing daily performance and behaviors, you can encourage the behaviors that lead to a higher quantity and quality of sales.
Tracking sales performance isn’t always about revenue. Sometimes it’s about effort. How long does it take to complete a project or close a deal? Mavenlink is an online project management tool for tracking your team’s resources and projects in a single, user-friendly app. With added insight into your resources, budget, and projects you can form more accurate sales forecasts and make more cost-effective pricing decisions.
Relationship Intelligence and Analytics
While customer relationship management is a great sales enablement tool, there’s still the problem of connecting the dots between contacts and really understand their prospect and client relationships. This is where relationship intelligence comes in.
It’s a sales enablement tool that is an automated, actionable, predictive way of understanding and analyzing your client relationships.
We may be a little biased, but we feel we are the best suited sales enablement tool for relationship intelligence and analytics. As a provider of relationship intelligence automation for CRM’s, we provide organizations with a 360-degree picture of their client relationships, enabling sales teams to see common connections and acquire warm introductions that accelerate sales. Fully automated, your client data is collected, analyzed, and delivered to your sales team without any manual input. This reduces workloads and provides teams with the relationship intelligence they need, when and where they need it.
Plus, our relationship analytics automatically score your customer relationships so you can instantly see where you stand. Our tool will also notify you of hot accounts and at-risk clients so your sales team can jump into action. And as an enhancement for your existing CRM, our relationship analytics integrate into your existing CRM reports and dashboards.
What’s Next for Your Sales Team?
Enablement doesn’t boil down to just the sales enablement tools above — there are other pieces to the puzzle. Stay tuned right here and subscribe to the Introhive blog to uncover more sales enablement secrets, strategies, and tips.