How to choose your sales toolsĪs you begin to build your sales stack, it’s important to consider what each tool accomplishes and how they work together. Choosing the right tools ensures efficient and effective performance from your team and ultimately creates happier customers. Sales tools come in multiple categories, including customer relationship management (CRM), sales and market intelligence, lead handling and prospecting, analytics and reporting, sales training, and sales automation and integration. Sales tools are applications and software used by sales professionals to make their job easier. But first, let’s start with a simple definition. “Because of this, sales organizations must be able to sell to customers everywhere the customer expects to engage, interact, and transact with suppliers.”īut what does this mean for you and your business? Building a flexible sales stack helps maintain sales efficiency and sales effectiveness while also meeting the demands of modern buyers – even as you scale.īelow we take a closer look at the best frameworks for guiding your sales tool selection and our recommended sales tools to accelerate your sales motions, increase revenue, and boost ARR in 2021.

“As customers increasingly learn and buy digitally, sales reps become just one of many possible sales channels,” says Cristina Gomez, Managing Vice President at Gartner. Recent research from Gartner shows that 80% of B2B sales interactions between suppliers and buyers are expected to occur in digital channels by 2025 – signalling a shift from the traditional reliance on sales reps to a need for digital solutions like automation, live chat, and conversational marketing in the long term. Image credit: Nancy Nardin’s smart selling tools With 1,078 vendors in the sales tech space and more being added daily, building your sales tech stack can quickly become an overwhelming exercise, even for the most experienced in sales operations.

This is especially true when you consider the seemingly endless list of sales tools to choose from.

But figuring out which sales tools you should buy and invest in – let alone understanding what each tool even does – can be a daunting task. As your sales organization grows, your tech stack almost always does too.

Salesdials vs upilot