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winning sales tech stack

How to build a winning Sales Tech Stack

In the sales world, tech stacks are always evolving, new products and technologies emerge constantly. So where are you supposed to start when looking to add on to your existing one?

Remember the goal of your sales team is to close as many quality deals as possible with the least amount of resources in order to drive down your customer acquisition cost. It’s important to think about sales tech stack saturation – yes it’s a thing. There are tons of available tools that can almost become paralysis by analysis. We have an entire podcast on that – listen here.

The goal is that with the right technology in place, your sales team can easily connect, handle objections, and seamlessly move prospects through the sales pipeline.

If you’re a sales leader, investing in these tools is no longer an option – it’s a competitive necessity. A winning sales tech stack can help you crush your goals and maximize productivity. The hardest question though is which tools do you select?

Sales Leader Needs

Most importantly, as a Sales Leader you need to review what technology you currently have and determine your sales KPIs you are trying to focus on. This can be correct call opening, qualifying questions being asked, lead response times, closing ratios, meetings booked, etc. For more information on missing sales KPIs, read this!

Now you need to determine what the ROI is of each of your current sales tech stack items. For example, when it comes to conversational intelligence software, are you able to measure the additional meetings booked? What about the number of objections handled correctly and turn that into an ROI for each sales rep?

Metrics will be key when determining the winning sales tech stack.

Just because certain software is really cool and offers many features, doesn’t mean your sales team likes using it. Nor does it mean it’s the best tool to fit your specific business or goals.

Pain Points

It’s also important to analyze your workflow and your sales pipeline. Where are your prospects getting stuck? Where are the miscommunications happening among your team members? Are there currently any blockages or hold-ups that can be solved with a software solution?

This is where real-time call coaching software or conversational intelligence software comes in. If you haven’t added one of these to your toolbox, sign up for a demo today. You are missing out on the next generation of sales tools.

Figure out what your pain points are as a Sales Leader and that will help you to fill in any holes with the tools you need.

Next Level

Stagnant growth is something that can haunt any business. What does your sales pipeline look like? What is your customer retention rate? Without sales, a business can die. I know that’s harsh, but it’s true.

After you’ve set clearly defined goals, you need to determine what it’s going to take to get you to those goals. For many start ups, there isn’t time to waste. When evaluating your tech stack, it needs to align with your growth goals to help your sales team get there.

Take some time to talk to other companies, read reviews, see what others are using to make the best decision for your team as a Sales Leader.

Sales Tech Stack

There are infinite tools that you can use and all will play a small role in growing your business. However, which ones are going to make the greatest impact? That’s what you need in your tool box. Here are just a few examples of technology we’ve used either here at Abstrakt or at prior companies.

CRM

  • Hubspot

    If you’re using Hubspot to manage your marketing campaigns, its CRM is a great way to follow your leads and customers all the way through the funnel. It offers many key sales and marketing tools, its intuitive dashboard is easy to use, and the capabilities are endless. Plus they have a free version.

  • Salesforce

    Salesforce’s CRM platform is a great option for your more advanced businesses. With more customizability than Hubspot and better pricing on more complex features, this platform is for large enterprises with a more robust sales team.

Conversational Intelligence/Real-Time Call Coaching

  • Abstrakt

    From SDRs to AEs, Abstrakt allows for real-time call objections triggered by the prospect’s response as well as the ability to see the call performance and transcript immediately after. Don’t wait until the call is lost to make a change.

Email/Outreach

  • SalesLoft

    SalesLoft helps SDRs and AEs to automate their outreach, manage their emails and calls in one platform, and track their progress. It also can provide insights and tips for optimizing engagement.

  • Vidyard

    If you aren’t sending videos, you are missing out on a huge advantage and adding a personal connection when most things are remote now. Their video service can be text or added to your emails. Plus there is a free version.

  • Cliently

    Create workflows and keep track of leads to view an entire map of their journey. All powered by AI-driven recommendations, it also integrates with Hubspot allows you to keep track as sales and marketing work together.

  • LinkedIn Sales Navigator

    Both SDRs and AEs can utilize the data on this paid service. It allows them to find companies and leads to target, optimize their outreach efforts, and engage with prospects.

Communication

  • Zoom

    First off, who isn’t using Zoom? Zoom is the easiest and one of the most popular softwares to set up virtual demos or meetings.

  • Slack

    Slack’s messaging platform has become the industry standard for communicating within your team.

While there are endless solutions, we hope this helps you determine a path forward in finding your winning sales tech stack. If you ever want to give real-time call coaching software a try over-reactive conversational intelligence software, book a demo.

We promise we’ll blow your mind as technology is ever-evolving and we’re on the forefront.

Author

Clare Dobson - Director of Marketing

With experience from SaaS to home services to non-profits, Clare has built proven marketing strategies for various customers. She is passionate about the customer’s success as well as empowering those around her each and everyday.