Sales Enablement
5 Important Steps to Build a Successful Tech Stack for your Sales Team
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What does a sales enablement team do? They tend to have specific objectives like creating and managing a sales rep team, aligning them with the marketing and customer success teams, and so on. But how do they go about achieving these objectives? There is one important idea here: building a good application stack for your team to use. Find out the five most important steps to follow here for building a successful tech stack.
CRMs (Customer Relationship Management)
Customer management is an important part of any sales process. It helps your sales team to manage customer profiles, validate and update their data, and is easy for user interface. This also helps with customer engagement and to map the best route possible to reach your customers. CRMs also manage contact information needs, data about new leads, and more information about them to help your sales team in contacting them. Commonly used CRMs are HubSpot, Zendesk, Salesforce, etc.
Sales Enablement Tools
These tools are designed to streamline the sales process and can also be used to provide your sales team with content, resources, and analytics they might need to engage with prospects better, and close leads. An advanced use of sales enablement tools also means that these tools can be used for training your sales reps, informing them of their sales achievements, and for setting up their performance indicators.
Content Management Tools
These tools help businesses create, manage, store, and distribute digital content. These tools are imperative in managing content assets, ensuring version control, and facilitating collaboration across teams. Some of the examples of content management tools are WordPress for web content, Dropbox for file storage and Adobe Experience Manager for Enterprise level content management.
Sales Intelligence Tools
Sales intelligence tools provide actionable insights into prospects and customers helping sales teams to prioritize leads, understand buyer behavior and personalize outreach efforts. Some of the examples of sales intelligence tools are Cognism, which provides you with high privacy and is GDPR compliant. There is also LinkedIn Sales Navigator which allows you to narrow your search based on industry, location, company size, job title, and other criteria.
Coaching Technology
Coaching technology is an enourmous help in providing training, circulating feedback, and enhancing the performance of your sales team. For instance, video coaching platforms like Vidyard and Gong.io allow sales managers to review and provide targeted feedback on sales calls and presentations, fostering skill development and refining pitch techniques. AI (Artificial Intelligence) driven analytics tools like Clari or Chorus.ai analyze sales conversations to identify spaces for improvement and successful conversations alike.
Sales enablement is a strong planning team on its own, but to put it into use, you need to provide your sales team with a strong tech stack. Tech stacks like this increase your team’s productivity and help your sales-enablement strategies reach their goals better.
