Sales Stack 2019: The Tools


SALES STACK 2019

SALES TOOLS FOR
PROFESSIONAL SALES



SALES STACK 2019: THE TOOLS



SALES STACK 2019: THE TOOLS


It’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. It’s going to be an exciting year. You’ll get lots of content from us along with advice for your sales process. The focus for 2019 is going to follow this prioritized order:

  1. Which customer journey experience are you creating?
  2. Which sales process works best with your customer experience journey?
  3. Which sales tools best support your sales process?

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What do we mean with “best”?

When it comes to the “best” sales process, we’re talking about sales process effectiveness: which sales process has highest conversion from any stage to the following stage?

When it comes to the sales tools that “best” support your sales process, we’re aiming for efficiency: which sales tools will support the best sales process AND allow that process to happen at a maximum rate. This typically happens by following our mantra: “automate where you can, go manual when you must”.

This content contributes to you staying ahead of your competitors. It’s relevant for companies and individual Sales Professionals. As a company you really don’t want to fall behind. Same goes for Sales Professionals. In both cases, not knowing what’s possible leaves you behind in the global sales tools arms race.

The sales tool categories below aren’t set in stone and will be updated from time to time.

As in previous years we’re still sharing what we’re using. During this year we’ll also start sharing the country sales tools stacks series entitles “Sales Tools made In…”.

Finally all that is being tied together in integrated tool stacks with some of our friends at the companies listed here.

Let’s not wait any further. Sign up to updates using the box and let’s dive into looking at the sales tools, which will take you to your next level of growth.

The 2019 Sales Stack Tools List


 

CRM

CRMs We Use

  • Salesflare – Simple yet powerful CRM for small businesses selling B2B 
    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 spend much time at all updating the CRM and maximize sales time. 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 we’re seeing early success with this non-suite player’s ability to act as a suite as part of a workflow using Zapier.
  • 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

 
 

Account Based Selling

Back to the Start of the List & Table of Contents

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Conversation Intelligence

What is Conversation Intelligence:
In short Conversation Intelligence is the gathering and the analysis of conversations with the aim of saving time and improving outcomes structurally. Imagine if you could make qualify every single lead faster and more accurately and consistently convert the good leads faster at a higher rate. That’s the promise of Conversation Intelligence.

Why is Conversation Intelligence Important?:
As with most other categories there are plenty of good reasons to get started with Conversation Intelligence tools. Here are a few:

  • sales managers don’t really generally have the time, the skills nor the insight to provide accurate and impactful coaching based on listening in on live or recorded calls;
  • saves time by helping reps more efficiently (dis-)qualify leads;
  • helps sales leaders understand the answers to many of the questions they’ll have about individual deals;
  • help sales reps get A LOT better through actually knowing what works and getting coached on implementing it;
  • increases the impact of those highly-paid sales reps and improves the conversion of those expensive leads.

How is Conversation Intelligence Done?:
In B2B sales we’ll be using call recording, call transcriptions, call analytics and call scoring. That’s obviously just for calls, though. Conversation Intelligence obvious benefits are about to be reaped across all customer communications including video, email, sms, and chat.

What’s the shortcoming?:
Conversation Intelligence by and large is an English-only affair. That means all your French-German-Dutch-Japanese-Russian sales communication will remain a “mystery” for the foreseeable future.

Regardless, we’ve gathered a few tools to get you started.

 
 

Social Selling

We Use

Other Tools

 
 

Web Visitor ID/Tracking

We Use

Other Tools

 
 

Smart Scheduling

We Use

Other Tools

 
 

Prospecting Leadgen List Creation

We Use

  • Voogy (renamed from Salestools.io) – Connect with anyone. Direct Emails and Phones.
    Salestools allows us to build lists of organizations based on a number of criteria all over the World and automate it with their Auto Prospector.

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.
  • Story Chief – create awareness and gather initial interest
    Story Chief makes it a lot easier to generate inspiring thought leadership content and distribute it to blogs, social networks, influencers, email marketing software and more.

Other Tools

 
 

Sales 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.
  • PieSync – Integrate your Apps 
    Just absolutely great at syncing contact information between CRM, Google Contacts, and other relevant apps.
  • Salesflare Email Tracking – The Intelligent Sales CRM
  • 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

 
 

Sales Forecasting

What is Sales Forecasting:
Predicting with varying degrees of accuracy which deals or which volume of business is going to close within a certain time period. Forecasting sales volume for product categories is a common addition.

Why is Sales Forecasting Important?:
This varies by industry and the range of reasons for forecasting is fairly wide. It includes the following:

  • manufacturing products in correct amounts at the appropriate time and help with correct resource allocation;
  • managing stock market expectations for revenue, profit, and for specific product categories;
  • an accurate forecast makes it possible to create plans.

How is Sales Forecasting Done?:
In B2B sales the most well-known method is the forecast call or forecast meeting, where each Sales Professional estimates the near-, medium- and/or long-term for their respective areas. All input is consolidated into a department and company view of the total sales forecast.

Sales reps, of course, can’t hold or crunch vast amounts of data on product category splits sold vs forecasted, seasonal changes, and  under-/over-forecasting percentages.

For this and other reasons companies increasingly use technology to gain productivity and increased understanding in the forecasting process, in order to efficiently produce an accurate company-wide forecast.

This category represents those much needed tools.

 
 

Email Outreach

We Use

Other Tools

 
 

Sales Stack Apps Integration

We Use

  • 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.
  • PieSync – Integrate your Apps 
    Just absolutely great at syncing contact information between CRM, Google Contacts, and other relevant apps.

Other Tools

 
 

Live Chat

We Use

  • Crisp – Give your customer messaging experience a human touch
    In tests.
  • Drift – the new way businesses buy from businesses
    Drift is a relatively new entrant in what was Intercom’s market. Unlike Intercom they come from Sales and are committed to helping companies have more meaningful dialogue with their clients. Sequences are an important part of how that’s done.

Other Tools

 
 

Screenshare, Demoing, Conference Calls

We Use

Other Tools

 
 

E-Signature

We Use

Other Tools

 
 

Phone Systems/Solutions/Dialer

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

 

Sales Stack Tools Graveyard:


What triggered this article is a year-old passion for tools for the sales process along with a 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 as always by Jakob Thusgaard. Making sure to keep a copy, so this list of tools for the Sales Stack remains as valuable and relevant as possible. Send a message or comment here if you have any problems whatsoever with that.

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Comments 16

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      Author
  1. Wow, great list.

    I noticed two exceptions of tools we use:
    Appointlet.com – scheduling software (we chose this after reviewing against Calendly for functionality we needed)
    Envoke.com – marketing automation and email marketing software (full disclosure; our company)

    1. Post
      Author
  2. Hi – great list!
    Any reason you aren’t including the following categories:
    1.) ABM/ABS (account-based marketing/sales)
    2.) Content (creation, management, distribution, analytics) – especially creating quality content at scale. It underpins pretty much any outbound/inbound strategy/campaign and is extremely ‘manual’ still

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      Author
  3. Enjoyed reading the article above , really explains everything in detail,the article is very interesting and effective. Thank you and good luck for the upcoming articles.

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      Author
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      Author
  4. Pingback: Work Tips #37 - Coworking, Boas práticas e Sales Tools — EHayashi

  5. Pingback: What is a Sales Stack?​ | I´m Andreas Cederblad

    1. Post
      Author
    1. Post
      Author

      Thanks for asking, Robert. It should be possible to make one. I have it all in a more raw data format. What kind of visualization are you interested in and what might the purpose be?

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