Category: Sales Automation

Sales

16 of the Best B2B Sales Tools to Help…

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep’s day to save valuable time — time that can be spent focusing on prospects and deals.

In this piece, we’ll review what B2B sales tools are, why your team should be using them, and 16 of the best options available today.

B2B Sales Tools

B2B sales tools are software and devices meant to help businesses sell their products and services to other businesses. There are tools made for each part of the sales process — some of which have a single purpose (e.g. prospecting) while others support all aspects of B2B sales (e.g. CRM).

Why use B2B sales tools?

It’s no secret that all members of sales teams — from BDR to Account Executive to Manager — are busy. There are many facets of the selling process that often require significant time and manual effort. The good news is that B2B sales tools exist to simplify these processes by 1) streamlining and automating sales tasks, 2) making collaboration simple, and 3) ensuring reps have the appropriate resources to communicate with and convert prospects.

As mentioned, there are tools with very specific capabilities to help with individual tasks as well as tools that impact multiple parts of the sales process (and even teams outside of sales, such as marketing or service).

16 B2B Sales Tools

There are dozens of B2B sales tools on the market today. Here are 16 of our favorite options.

1. Sales Hub Enterprise

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Sales Hub Enterprise is the CRM that supercharges your sales process while eliminating friction (a.k.a the natural result of business growth). Enterprise is the most powerful edition of HubSpot Sales Hub — it offers the greatest flexibility and control. Sales Hub Enterprise supports B2B selling because it’s an all-in-one and easy-to-use tool that acts as a single and central system of record.

Sales Hub Enterprise offers access to an array of features and categories including CRM, sales analytics, sales engagement, and CPQ. It includes custom objects as well as access to over 500 integrations and apps via the HubSpot App Marketplace, APIs, and solution partners.

2. PandaDoc

pandadoc example of a b2b sales tool

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PandaDoc is a proposal, contract, and document solution that helps you create, track, approve, and electronically sign sales (plus marketing, revenue ops, and customer success) documents faster. The software is meant to assist with the creation of proposals, interactive quotes, contracts, and e-signatures as well as the collection of payments.

There are templates you can customize, brand, save, and reuse. After sharing your documents, review PandaDoc’s real-time analytics for details about when your document was opened, how long it was viewed, and when the recipient completed the document.

Integrate PandaDoc with HubSpot to create, track, and sign sales proposals & contracts from HubSpot.

3. InsightSquared

insightsquared example of a b2b sales tool

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InsightSquared is a revenue intelligence platform for sales, marketing, and customer success. The platform automatically syncs deal and engagement details in your CRM to make it easy to review and analyze the sales process.

InsightSquared uses machine learning to combine information about rep-to-customer conversations (e.g. transcripts or talk time) with lifecycle data so you can better understand how the various aspects of your business (e.g. sales forecasts and product roadmaps) are working. Use the Guided Selling feature to automate real-time and customizable sales coaching for everyone on your team. Interactive reporting and AI-powered forecasting ensure your sales efforts and reports are data-driven and accurate.

Integrate InsightSquared with HubSpot to discover now exactly why and how you win.

4. Crayon

crayon example of a b2b sales tool

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Crayon offers market and competitive intelligence tools — specifically, it tracks over 100 types of market intelligence to give you a 360-degree view of your competitors (from their website, social media, app, review sites, and more).

Create sales battlecards that automatically alert you and update based on new competitive intelligence. Then, analyze your battlecards with usage data the tool provides. Use competitive intelligence data to filter and compare that data by characteristic (e.g. data type, keyword, company, or date).

Also, receive competitive intelligence alerts — for events like pricing updates or newly added reviews — to keep an eye on what your competitors are up to and what’s working well for them.

Integrate HubSpot with Crayon to win more competitive deals with dynamic and measurable battlecards.

5. Gong

gong example of a b2b sales tool

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Gong is a conversation and revenue intelligence platform that’s ideal for remote sales teams. It captures customer interactions that occur over call, video, web, or email and provides insights to help sales teams close more deals. Gong offers specific solutions for sales leaders and managers, account executives, and sales enablement. Streamline call coaching for all reps and by allowing sales managers to listen to rep recordings and add feedback or comments directly to those recordings.

Integrate Gong with HubSpot to enrich your conversations with account data for improved insights.

6. DialPad

dialpad example of a b2b sales tool

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DialPad is an AI-powered, cloud-based communication platform with calling, sales dialing, conferencing, and contact center capabilities. The sales communication features also include video conferencing and SMS so your entire team can rely on a single, shared tool for all interactions with prospects. Native CRM integrations exist to automate contact and data entry. You can also track call volume and sentiment, and create a list of sales call “hits” for your team to learn from and use for coaching.

Integrate HubSpot with DialPad to connect your business’s phone with HubSpot and automate activity.

7. Troops

troops example of a b2b sales tool

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Troops is revenue communication software for sales, customer acquisition, and customer success. It connects all of your messaging to your CRM so contacts and communications are stored in a single location that everyone has access to. Troops monitors all of your databases and systems of record and notifies your team if anything happens that could potentially impact your revenue so reps can act on those situations efficiently.

Integrate Troops with HubSpot to get signals for form submissions, pricing page activity, and downloads.

8. Postal.io

postal.io example of a b2b sales tool

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Postal.io is an automated direct mail and gifting software that integrates with your marketing automation and sales enablement platforms to increase customer engagement. Postal.io uses mail and gifts as a way to help sales reps add greater value to their solutions for prospects — and as a result, help them attract more qualified prospects and close more deals. The tool also aims to improve the sales process by adding triggers for personalized gifts and mail that are set in sequences you create.

Integrate Postal.io with HubSpot to select gifting and/ or direct mail options to send while in HubSpot.

9. Proposify

proposify example of a b2b sales tool

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Proposify is a tool for making proposals, agreements, and contracts that aims to ensure your messaging, pricing, branding, and workflows are consistent and customized. Proposify has a library of templates to speed up the process of creating proposals, content, and image libraries.

The tool provides insight into how prospects are spending time with your proposal, section-by-section. Include optional add-ons and pricing that are tailored to your prospects so they’re more likely to upsell themselves.

Integrate Proposify with HubSpot to create, send, sign, and track sales documents directly in HubSpot.

10. Qwilr

qwilr example of a b2b sales tool

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Qwilr helps B2B sales teams create tailored proposals, quotes, client updates, and other documents, all with a mobile-friendly design. A variety of pre-built templates and an easy-to-use document builder exist so you never need to enlist the help of a designer when creating proposals and quotes. You can also provide prospects with interactive quotes so they’re able to choose a package on their time, without having to go back and forth with a rep.

Qwilr’s analytics tell you how prospects work with your documents including when they’re viewed, when they’re accepted, and how much time is spent on each section.

Integrate HubSpot with Qwilr to create beautiful and interactive proposals and quotes from HubSpot.

11. Calendly

calendy example of a b2b sales tool

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Calendy is an online appointment and scheduling software. Reps tell Calendy what their availability is and share a link with prospects via website or email — whatever time a prospect selects then appears on the rep’s calendar, eliminating the need for any back and forth.

The software supports all types of meeting scheduling including one-on-one, group, and round-robin. Calendars are automatically aware of time zones, allow you to establish buffers between meetings (to organize notes or prepare for the next meeting), and integrate with a number of calendars including Google Outlook and iCloud.

Integrate Calendly with HubSpot to close deals and engage with leads by leveraging automated scheduling.

12. OrgChartHub

orgcharthub example of a b2b sales tool

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OrgChartHub is a tool for building and storing org charts and mapping sales persona relationships all from HubSpot. The org charts provide a visual understanding of an account’s stakeholders and the relationships between them. You can add sales personas to your org charts as a way to show the level of risk each deal has. On each of your org chart’s contact cards, include the contact properties that matter most to your team. There are also placeholder contacts available to use until you’ve identified all stakeholders.

Integrate OrgChartHub with HubSpot to build and store customer org charts without leaving HubSpot.

13. GeoMapper

geomapper example of a b2b sales tool

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GeoMapper is a geographic-mapping tool that you can use within HubSpot — it helps you plan business trips, increase attendance rates at events, and manage geomarketing campaigns. With the mapping tool, you can identify potential business opportunities around current customers and prospects. And since GeoMapper works from within HubSpot, you’re able to use your CRM properties to geographically locate contacts and opportunities.

Integrate GeoMapper with HubSpot to map your companies and contacts without leaving HubSpot.

14. Xero

xero example of a b2b sales tool

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If you’re not an accountant or bookkeeper, Xero is ideal for your SMB. This accounting software makes it simple to pay bills, claim expenses, connect to banks, accept payment, and manage bank reconciliations. Sales reps can manage quotes as well as accept payment via Xero while also tracking the close, time, and profitability of specific projects within the tool.

Xero organizes all of your documents including contracts and bills so reps and other team members can access them when needed. Reps can also create and send quotes to prospects and customers via desktop or mobile.

Integrate Xero with HubSpot for access to online accounting software built for SMBs.

15. Crossbeam

crossbeam example of a b2b sales tool

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Crossbeam is an account mapping platform that makes it easy to map your accounts — without any spreadsheets and with unlimited partners — for free. Integrate your current partner system with Crossbeam to generate new and highly-qualified leads. The tool provides real-time channel-sales forecasting and helps your partners identify new leads.

Crossbeam also makes it easy to identify any shared targets between your sales team and channel partners to avoid competition. In fact, the configurable data-sharing feature flags partner overlaps and notifies you if and when an overlap occurs.

Integrate Crossbeam with HubSpot to quickly sync data between the two tools for account mapping.

16. ProfitWell

profitwell example of a b2b sales tool
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ProfitWell is a revenue operations software that offers products that reduce churn, optimize pricing, and give you accurate and free revenue reporting. The segmentation feature allows you to enrich contact data with demographic data as well as use over 100 segment types when selecting your KPIs. Data-driven roadmaps highlight specific product/service features that reps should highlight for certain sales personas in order to increase chances of conversion.

Integrate ProfitWell with HubSpot for accurate, real-time revenue data inside of HubSpot.

There are many B2B sales tools available today — decide which area(s) of the sales process you need the most support in and consider the offered features, integrations, and pricing. Then, get started using your new B2B sales tool!

Sales

4 Data-Driven Sales Prospecting Tips

I didn’t like numbers at all growing up. Math was my least favorite subject and science was a close second. 

But, inevitably, the older I got, the more I valued the two subjects. In fact, nowadays, every decision I make is influenced by numbers. For example, I only buy plane tickets on Sundays and fly on Tuesdays. (Thanks, science!)

With this in mind, it wasn’t a surprise to me to learn that top sales reps use data to drive their strategies and choices. What was surprising is how many aren’t taking advantage of the scores of freely available data at their fingertips.

Do you feel that your sales strategy could benefit from an injection of data? If so, it’s your lucky day. Here are four prospecting tips, backed by data.

1) Timing is everything.

The average buyer receives over 100 emails a day, opens just 23% and clicks on just 2% of those emails, according to Tellwise. With those odds, it’s going to take a lot to make an impact on a prospect. 

The data says:

  • The best times to email prospects are 8 am and 5 pm, according to Get Response.
  • Tuesday emails have the highest open rate compared to other weekdays, says Experian.
  • If a salesperson sends an email Tuesday morning, the best days to call and follow up are Wednesdays and Thursdays from 6:45 am – 9 am and 4 pm – 6 pm. The worst days to call are Mondays from 6 am to noon and Fridays in the afternoon, according to a study from RingLead.

Here’s how to use these statistics to your advantage in the context of a sales outreach campaign. 

Step 1: Write the copy, and save it as a canned response.

By utilizing canned responses, salespeople can easily personalize their emails before sending. With templates built, reps can then tailor a few key areas to improve the chances the prospect will open and respond. (Psst: Here’s how to create a canned response in Gmail.)

For instance, include something personal in each email, such as the buyer’s name. Personalized emails improve clickthrough rates by 14%, and conversion rates by as much as 10%, the Aberdeen Group found. In addition, Retention Science found that subject lines with the recipient’s first name also have higher open rates.

Step 2: Schedule the emails.

Instead of having to save all of these emails as drafts in my inbox and do a major email dump on Tuesday morning, I use sales automation to schedule them to go out at the right time. It’s an easy way to wrap up the day and not have to worry about sending 100 emails when I get to the office.

Scheduling with HubSpot Sales Hub works like this:

I now have personalized emails set to arrive in my prospects’ inbox at 8am on Tuesday morning, improving the chances these prospects open and read what I’ve sent.

2) Establish trust.

Here’s a reality check: 90% of companies report they will only buy from organizations they trust.

We enter the world hardwired for social connections, and we’re more likely to trust someone who is similar to us in some dimension. That’s why establishing a connection is so important.

The data says:

  • 83% of consumers are comfortable making a referral after a positive experience, Texas Tech University found.
  • Vorsight found that sales reps are 70% more likely to get an appointment on an unexpected sale if you join LinkedIn Groups.
  • Customers are 4x more likely to buy when referred by a friend, according to Nielsen.

Establishing a connection starts with doing the research. Find your buyers on LinkedIn, Twitter, and any industry-specific social groups well before you reach out so you get a general idea of who you’re emailing. 

I spoke with two top salespeople last week who identified these three things to look for:

  1. Where the prospect went to college
  2. Where they grew up
  3. The topic of their personal blog (if applicable)

All of this information and more is readily available on buyers’ profiles. And these tidbits provide an easy way to start a conversation. 

Establishing a connection on linkedin based on profile information

3) Send helpful content.

Ninety-five percent of buyers chose a solution from a company that “provided them with ample content to help navigate through each stage of the buying process,” DemandGen Report discovered in a study.

As a content marketer, I’m a little biased here. But I do believe having ample content is important to the sales process.

The data says:

  • 57% of the journey is completed before the buyer talks to sales, according to Corporate Executive Board.
  • iMedia connection found 68% of buyers feel more positive about a brand after consuming content from it.
  • 82% of buyers viewed at least five pieces of content from the winning vendor, according to Forrester.

In terms of using content in sales, the most important thing to remember is to gather and disseminate story-driven content. Having story-driven blog posts, infographics, and testimonials at the ready to prove your product’s results is huge. Dan and Chip Heath found that 63% of sales presentation attendees remember stories, but only 5% remember statistics.

By sending along relevant client case studies, prospects can discover for themselves how a customer went from problem to results with the right product.

4) Stay persistent.

Salespeople quit too quickly. Forty-four percent give up after one follow-up, according to Scripted.

Unfortunately, humans are wired to look for immediate results when we take on a new task. Whether it’s getting in shape, saving money, or making prospecting calls, we want to see progress right away.

In the likely event we don’t hear back from a prospect immediately, the key is to send a follow up note. The data says:

  • 80% of sales require five follow-up phone calls after the meeting, according to The Marketing Donut.
  • Inside Sales found that web leads followed up within five minutes are nine times more likely to convert.
  • The average salesperson only makes two attempts to reach a prospect, according to Sirius Decisions.
  • In a study, Lap Job found that only 2% of cold calls result in an appointment.
  • 93% of converted leads are contacted on the sixth call attempt, according to Velocify.

There’s only one step to staying persistent, and that’s following up! Track where each prospect is in the funnel, and stick to a consistent follow up cadence. Keep a schedule of when the next email or call should go out so valuable prospects don’t slip through the cracks. 

What was once considered a career about technique and style has become data- and science-driven. Taking someone from a prospect to a customer is a skill that can be taught, learned, and iterated.

Editor’s note: This post was originally published in October 2015 and has been updated for comprehensiveness.

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