Advances in technology have given sellers many B2B sales tools that can add big impact to their efforts. There are a growing number to choose from, and the options may seem overwhelming. But with some guidance, sellers can make smart selections and add to their digital stack.
Sellers need to understand what exactly these tools are and how they can help. According to SalesIntel, sales tools include technology solutions that streamline, automate and enhance specific tasks and processes.
How can they help?
Sales tools can boost efficiency and productivity for sellers. In particular, they can:
Automate tasks
Track and analyze data
Provide insights
Prioritize leads
Streamline communication
Organize your approach
The most common types
There are many B2B sales tools to choose from and each offers unique value. Ariana Shannon introduces a variety of tools and shares how they can help. The first type she discusses assists sellers with prospecting.
Prospecting solutions are popular, which aligns with sellers’ struggles. SalesFuel’s research shows that over a quarter of sales professionals say prospecting is one of their top weaknesses. Investing in these tools should be a priority, according to Shannon.
“Leveraging cutting-edge sales prospecting solutions is integral to maintaining a healthy sales pipeline,” she writes.
These tools offer various functionalities, including:
Lead identification
Data enrichment
Personalized outreach
Predictive analytics
Multichannel engagement
She suggests that sellers consider the following when analyzing which tool(s) to choose:
Data accuracy
Ease of use
Integration capabilities
Compliance with regulatory standards
Another one of the most popular B2B sales tools is a productivity tool. As Gartner reports, today’s sellers often face delays, conflicts and politics during a buyer’s purchase process. These all hamper productivity and can negatively impact closing.
By automating certain tasks, sellers are free to nurture other aspects of sales, Gartner explains.
“[Tools] enable salespeople to better address the human and emotional behaviors that drive high-quality deals,” Gartner explains.
These productivity tools can perform several helpful functions, such as:
Task automation
Contact management
Email tracking
Performance analytics
Communication enhancement
Kayvon Kay, writing for The Sales Connection, says sellers can even use them as organizational tools.
“[They allow] you to better document, track, and learn from your sales activities,” he explains.
Again, when considering these sales tools, reps should take into account certain factors. Regarding productivity tools, Shannon advises sellers to consider:
Usability
Integration capabilities
Scalability
Alignment with your team’s workflow
Sales analytics
Sales analytics software is a B2B sales tool that helps sellers track and analyze their productivity and performance. Sellers can then use those findings to identify areas for improvement. Shannon notes that they can also help with looking ahead.
As she explains, “the tools are helpful to forecast the sales based on the on-going performance chart and insights.”
Using these tools help cut down on error and missed insights. And, they can boost efficiency by cutting down on the time needed to track and analyze manually. They also help organize findings, cataloging them into easily accessible reports.
“In the age of big data, sales analytics has become an important part of every sales report,” Shannon adds.
As demonstrated by these specific tools, sellers have many valuable options available to them. These, and other, B2B sales tools, have the power to revolutionize your sales process. They can save you time and money, optimizing your own performance and helping close deals.
For even more insights into using sales tools, take a look at these tips shared by SalesFuel. You’ll find that taking the time to learn and be selective about your tools will pay off in improved sales.
Photo by Alejandro Escamilla