The Outbound Stack we explored in Part 1 & Part 2 is evolving and evolving fast. Globally businesses spend over $2 trillion on Sales & Marketing activities and use over 25 to 40 different tools on average, yet struggle to hit their quotes month over month.
Until recently, with the broader change in macroeconomic environments, there seems to be some scrutinization of sales tooling. Especially now that you think that at a minimum of $50 ppm, teams are spending northwards of $10,000 per employee on software for sales.
And with over 1000s of such tools, it is critical that Sales Leaders know some of the top tools that they should use. The signal from the noise.
So here are the 6 tools that I feel every Sales team (especially B2B) should think about adding to their stack. And why
Think running account-based reachouts on steroids without having to go through the complexity of using an ABM tool.
It allows SDRs/ AEs to pick the companies they’re planning to engage with to be relayed to the Marketing team, and with a single click of a button, marketing teams can start an SEM, Social Media, and Display campaign on the same accounts. While the outbound team continues their sequences. A mega offering.
Lavender. Phew. Feel like I speak of them in every article I write. But well. The tool is just simply magical.
Emails were and will continue to remain the primary form of communication for Sales teams. And writing great emails is not easy. Especially when you’re doing cold outbound reachouts. This is where Lavender comes in. It provides contextual intelligence and training to sales teams to help them reach out to their prospects with the right set of value propositions and tonality.
This combined with the ability to train teams, analyze performance and improve on a day-to-day basis, makes it an absolute must for any B2B sales team.
Well, this one just rolled out last month, and we have a long way to go to really see how this will all play out. But the prospect of what Genie can do is simply mesmerizing.
With Salesforce Genie, you as a salesperson can get a complete 360 customer view. Genie can bring in data from any data source across the spectrum. Whether it is product usage from your Amplitude, data from your Snowflake, Ticketing information from Freshworks, first-party advertising data, or even your AI from AWS. Genie will clean, transform and populate all that data for you on the go. Enabling you, the salesperson to engage better and thereby sell better.
I am a sucker for data and decks. This is the intersection at which Matik sits. It allows Sales teams (amongst others) to create near real-time decks by adding data points relevant to the customer segement they are reaching out to.
In B2B sales, nurturing and engaging your prospect is absolutely critical. Most companies depend on standard nurturing methods leveraging, whitepapers, case studies, webinars and e-books. But Matik helps teams take it one level further. Bring personalized relevant data right into your sales process.
L&D in Sales is more important than ever. Super low tenure cycles combined with complex sales cycles and long ramp-up times make it impossible for AE/SDRs to bring maximum value to their organizations. Pathlight provides a complete performance-first data-driven approach to enabling sales individuals to ace their quotas.
Bringing in real-time data and excellent coaching modules, it’s a tool that can help every sales individual become a rockstar inside their organization.
MyAmy is another interesting player coming up in this category
A bundled SalesTech solution for companies to solve what they crave the most. Growth, Consistency & Predictability.
Databook brings together data-powered deal & account-level intelligence, builds insights on top of that, and further executes on those insights via intelligent sales decks. It helps teams decrease costs by helping customer-facing teams prioritize the companies most likely to buy and offer a hyper-personalized customer experience.
Gearset is a slightly different entry to the list. It necessarily isn’t a tool for Sales Teams. But what it unlocks is massive. More than 150,000+ businesses use Salesforce. What most people don’t understand is that Salesforce is a massive platform on which companies can do whatsoever development of their choice.
Gearset provides complete DevOps solutions to engineering teams to build Salesforce applications.
I’m sure I have missed out on quite a few exciting innovators in SalesTech, so please mention them in the comment, and we will cover them in the next part.
And as always, If you’re building a disruptive company addressing the marketing stack and our perspective above resonates, we would love to hear from you.