Sales Stack 2018: The Tools


SALES STACK 2018

SALES TOOLS FOR
PROFESSIONAL SALES



SALES STACK 2018: THE TOOLS



SALES STACK 2018: THE TOOLS


In an ever evolving world, we in the business of selling SaaS have to embrace and stay ahead with the latest sales tools that are emerging in the market. These tools are what we use to deliver elite services to our clients and strengthen our B2B sales processes. 

That’s why we started listing and classifying the software tools in the sales stack to look forward to in the coming year. This year we’ll be sharing parts of the YourSales outsourced sales stack tools as part of the list. You’ll learn what some of our reasons are to use the sales tools on this list and why you might want to consider any of the players on the list. As a B2B sales outsourcing company, we’re using several of these tools to gain an edge when doing SaaS sales on assignments for our clients and for ourselves.”

We are big on using smart tools and working with the sales stack to help our clients increase win rates, deal sizes, and shorten the sales cycle. With this software, we operate with more insight, and help them be better SaaS companies. We’ve learned a lot since the first YourSales.com sales stack tools post. The 2018 edition is as usual a live document,  similar to the 2017 edition.

To maintain sales velocity and competitiveness, Inside Sales and Field Sales Professionals and teams alike need to continuously assess the tools they have in their sales stack so as to stay ahead in outsourcing and generation of leads for the business. B2B sales and selling have become synonymous with continuous change at an increasing speed. Keeping an overview of the flood of new tools in the sales stack is increasingly difficult.

The sales stack tools list below is categorized for easy viewing and searching and will also be updated as inevitably these tools – some of them feature doubling for products – will fail or be acquired and assimilated into actual products. Equally quite a few of the current tools for B2B selling on this sales stack list will eventually die as they fail to create a revenue generating model.

Do you have tools that belong on this list or belong in multiple categories? Let us know, and we’ll make sure to include and categorize them to everyone’s benefit.

Here we go:

The 2018 Sales Stack Tools List


CRM

CRMs We Use

  • Hubspot CRM – Close More Deals with Less Work
    We’ve started working more closely with Hubspot for a couple reasons. Hubspot provides a very broad set of tools for the sales stack as well as, of course, for marketing. Since a client kicked our then favourite CRM tool out in favour of Hubspot a few years ago, we’ve ben studying its progress and now test out the suite’s ability to really deliver on workflows.
  • Pipedrive – Sales CRM & Pipeline Management Software
    Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. It’s one of the most simple CRMs around to set up – all you gotta do is add data. Over the past few years its gotten a little stale and allowed other entrants to persuade companies – and us – to see if the grass is indeed greener on the other side.
  • Salesflare – The Intelligent Sales CRM
    Currently our preferred CRM, Salesflare became one of the CRMs we tinker with back in 2017. It’s mainly very good at allowing sales professionals to not do much at all with the CRM. It’ll track any Google-based Sales Professional’s efforts across email, calendar, and phone, and share interaction clients have had with emails, websites, or when they’ve called back. Sales Pros are reminded to pay attention to opportunities before they grow stale. Also with Salesflare we’ll be testing this non-suite player’s ability to act as a suite as part of a workflow.
  • Salesforce.com – The Customer Success Platform To Grow Your Business
    Obviously, Salesforce.com is the gorilla in the CRM-room, having been around since the beginning of SaaS. It’s interesting – it’s both the CRM everyone aspires to be like and be different than.

Other CRMs

Social Selling

We Use

  • Discoverly – Put Social to Work
    Discoverly’s Chrome extension lives in your Gmail, looking for profiles that match individuals you receive email from.
  • LinkedIn Sales Navigator – The social selling era starts now.
    LinkedIn Sales Navigator is the regular LinkedIn on steroids. Work with anyone, anywhere, now.

Other Tools

Web Visitor ID/Tracking

We Use

Other Tools

Collateral Tracking

We Use

Other Tools

Prospecting Leadgen List Creation

We Use

Other Tools

Sales Intelligence / LeadGen

Smart Scheduling

We Use

Other Tools

Automation/Acceleration

We Use

  • Drift – a messaging app for sales & customer success
    Currenty investing time in our Drift setup. Very interesting so far how we can automate and execute some of processes more intelligently with Drift.
  • Intercom – Customer Communication Platform
    Originating from customer service, Intercom increasingly are finding their way into the funnel. On assignment we have Account Executives using Intercom for email sequences.
  • Zapier – The best apps. Better together
    If you’re reading this and you don’t know Zapier already, this might be the biggest find on this entire list. Zapier brings it all together and turns your disparate best-in-class software into a suite on steroids.

Other Tools

Marketing Enablement & Automation

We Use

  • Buffer – A Smarter Way to Share on Social Media
    Long time first pick for how to easily share social media updates. Plans are about to change and we’ll see during 2018 how that pans out for Buffer.
  • KuKu.io – Social media management tools
    Social Media manager, similar to Buffer.com. We use Kuku to post to more accounts than we can with our Buffer account.

Other Tools

Performance Management

Screenshare, Demoing, Conference Calls

We Use

Other Tools

Email Outreach

We Use

Other Tools

E-Signatures

We Use

  • Docusign – DocuSign for sales—sweet deal
    Some of our clients are particularly happy with Docusign. Signing electronically isn’t only about making the software work – it’s also about trust. Working with one of the very first players in this space sometimes makes the process of signing a lot smoother…
  • PandaDoc – Send proposals and quotes in minutes, not hours
    …but then sometimes it’s interesting to work with a challenger. 

Other Tools

Phone Systems/Solutions/Client

We Use

Other Tools

Team Communication

We Use

  • Skype – enabling the World’s conversations
    Slack is our leading internal communications tool, but sometimes it’s just more practical to communicate with parts of the extended team using Skype chat.
  • Slack – Be less busy
    We like Slack for channels, private messages and first and foremost for its Zapier integration, which elevates internal communication to a while new level.

Other Tools

Planning

Sales/Marketing Alignment

Sales Stack Tools Graveyard:


What triggered this article is a year-old question on Quora wiki, which you can find here. The problem in the Quora wiki is that everyone can add and delete content. Competitors would remove each other and add themselves, making the wiki unreliable.

Edited and categorized by Jakob Thusgaard. I’m making sure to keep a copy, so this list of tools for the Sales Stack remains as relevant as possible. Send me a message or comment here if you have any problems whatsoever with that.

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