Any organization worth its salt is always looking to keep up with the latest sales trends, technology, and software. For sales enablement professionals, it's a major part of the job. It’s not easy though, when there are so many different types of sales software out there. It can be difficult to really get under the skin of what will be a useful addition to your sales tech stack. Will your reps actually use it? Will it improve sales results? Will is just complicate processes and suck up valuable selling time?
Fortunately, we’re here to help. We’ve identified five features that every sales enabler will need from their tech stack at some point, analyzed the options on the market, and picked out the best tools for each task.
What has driven the shift to revenue enablement
- I want to evaluate sales conversations
- I want to maximize customer engagement
- I want to facilitate internal communication
- I want a Learning Management System
- I want to incorporate AI automation
- Sales tech - the conclusion
1. I want to evaluate sales conversations
There’s no need to even explain why you need to evaluate sales conversations. One of the most reliable ways to find out what you’re doing well, and where you have room for improvement, is to analyze and evaluate the conversations happening while you’re trying to make a sale.
Gong is a tool that streamlines this process for you. Gong is designed to “enable leading revenue teams to get the unfiltered truth about their customer interactions, their deals, and transform the way they go to market”.
To put it simply? It analyzes your data, and tells you what you need to start talking about more, what you should mention less often, and the statistics behind why you need to change.
It means fewer head-scratching moments where you can’t figure out what tweaks your strategy needs, and less stress worrying about how you can improve. Just listen to the data and learn.
Another option is Chorus. Chorus allows you to “capture and analyze all customer calls, meetings, and emails to create visibility, drive process and behavior changes, and deliver bottom line impact”. In short, it helps you review all your team’s interactions so that you can learn what works, and what doesn’t.
Analyzing conversations is one of the key ways you can improve your metrics, and having sales software that allows you to do that makes the process that bit easier.
2. I want to maximize customer engagement
High levels of customer engagement are one of the most sought after metrics in all of business. If a customer is interested and engaging with your organization, they’re more likely to trust you, and work with you. It’s not always easy to understand how best to maximize it, but sales software exists to help you with this.
Seismic is a tool based around the consumer. Seismic understands that “the modern buyer expects a personalized experience, supported by relevant content”, so their platform works to align “your people and technology to efficiently deliver on that promise, so your sellers can move faster and win bigger”.
Personalized content, through Seismic, allows your sales team to close deals faster and more efficiently. From an enablement point of view, it’s even better. Seismic provides a ‘centralized hub’ for your sellers, which contains every bit of info they need to succeed.
HubSpot’s platform has a wealth of options, all valuable additions to your tech stack.
For sales, HubSpot will support your reps and “help you get deeper insights into prospects, automate the tasks you hate, and close more deals faster”. When it comes to marketing, you will have all the tools you need to grow traffic and run efficient, sleek marketing campaigns. HubSpot is there to support your customer service team too, with software designed to enhance customer experiences and connections.
Everything HubSpot offers is designed to help your organization grow dynamically, and keep up with all the latest developments in the sales world.
3. I want to facilitate internal communication
Quick, effective internal communication is king in a sales organization. If you’re in need of speeding up chatter and the sharing of information across your team, different sales software exists to facilitate that.
DocSend, as the name implies, aims to make sending, tracking, and managing important documents simple. By using links instead of attachments, DocSend allows you to “increase security, control file downloads, and turn off access anytime”, making it the perfect tool for your tech stack if you and your team share key files on the daily.
Even better, it provides an analytics service that allows you to “receive a notification each time someone views your shared links” and lets you “track how they engage with your document in real-time”.
Using DocSend means peace of mind, knowing important files are protected, and having a more efficient way of sharing documents. What’s not to love?
4. I want a Learning Management System
A great sales organization should aim to facilitate sales rep growth. A Learning Management System (LMS) can take the burden of this away from managers, while still providing reps with an opportunity to be guided towards improvements.
Highspot does this in a really great way. Highspot makes it easier for your reps to find the content they need, when they need it. It keeps your reps in the loop when it comes to the latest techniques and skills in the world of sales and facilitates interactive training.
Highspot is about “empowering organizations to equip, train, and coach sales teams to win together for maximum impact”. If your organization is looking to maximize impact, then Highspot is a great addition to your tech stack.
Another option you may want to consider is Showpad. Showpad is all about preparing sales reps so that “every seller has the relevant content, knowledge and skills to exceed buyer expectations”.
Showpad’s training and coaching ensures your team is best-equipped to sell in the best way possible.
Meanwhile, Leveljump offers an "outcome-based enablement experience" that integrates with Salesforce and is designed to guide reps through the sales cycle, delivering the right content and training just when they need it. Their solution allows you to automatically embed milestones, and track performance-based revenue metrics.
5. I want to incorporate AI automation
As technological developments continue, sales software becomes more and more advanced. AI’s capabilities continue to improve, its uses in a sales environment become more visible.
Bigtincan is incorporating AI and automation into sales enablement solutions. The platform allows you to automate tasks which would previously have to be done manually, includes a virtual assistant to support your reps, and their studio simplifies content creation.
The Bigtincan “sales enablement automation platform helps align sales and marketing teams to drive more revenue”. It’s packed full of features which will make any team’s life a whole lot easier and is definitely worth considering for your tech stack if you want the latest and greatest in sales enablement technology.
Sales tech - the conclusion
So, that’s our list of just some of the sales software that will improve your tech stack in different ways. Whether you want the latest in AI sales technology, a way to make sharing information easier, or a tool that helps you improve your conversations, there are plenty of exciting things to consider for your organization.