A sales software is a digital application that assists companies of all sizes to optimize, ease and speed up the entire sales cycle. The best sales software is designed in a way that it ensure that the sales reps have access to a variety of in app tools and features that assist them to achieve their sales goals.
At its very core, a sales software is considered as a tool that helps sales people to hit their targeted by moving prospects down the funnel from awareness to consideration to decision stage quicker.
Sales reps are very versed and are aware that generating new leads is not enough anymore, is about the quality and the leads with the highest intent – that’ what counts in today’s world.
By using the right sales software, the sales reps and any other sales professionals like Account Executives, VP of sales, and other can enjoy different features that aim to make their life easier, prospecting tools, meeting scheduling features, alert of which account is spiking, outreach and education tools, and much much more.
What are the benefits of using a Sales software for B2B SaaS companies?
Here are some important benefits of sales software for B2B SaaS companies that you absolutely need to know when choosing your next sales software for your business.
Organized data, one source of truth
The best Sales software out there allowing you to have a complete 360 degrees view of your customers. It provides accurate sales, marketing and support insights to the company stakeholders so that you can have the best possible overview of what’s going on with the different departments.
Combining specific information of full customer profile and preferences, the best sales software allows you to make the most of every interaction and make data-driven decisions based on real-time and up-to-date information.
Improved performance, hitting your quota faster
Well, this one is what sales software is all about. Sales software giving your team the freedom to focus on what matter the most = sales rather than worrying about repetitive tasks such as constantly updating data, scheduling meetings with 6 clicks instead of one or two, or even making notes for follow-up reminders.
Obviously the best sales software has the option to automatically set up follow-up reminders, schedule the right tasks, and most important of all, free up more precious time for the sales team to focus on strategy and creating new ideas.
Better sales predictions, enhanced sales cycle
One of the best things you can ask for is to have a clear sales forecast for your sales team that will essentially help you to see your pipeline growth and how much each effort is worth for your business.
Some of the world’s leading sales software records data in the most effective way and provides important insights that makes it easy for salespeople to make a more accurate sales forecasts.
Actionable insights = Accurate forecasts
Another huge benefit of using a sales software is that your sales team can relatively easily monitor leads’ statuses and sales progress down the funnel, simply since all the data is presented via one unified view for both reps and managers.
You and your sales team should be easily able to build sales funnels, calculate KPIs, define goals per each stage, and have a better visibility on the entire customer journey within the sales funnel.
What are examples of great sales tools?
We already know that sales professionals who rely on the latest sales technology outperform their peers, and are hitting their quota faster, backed by the right solution and increased team collaboration.
Sales tools often refer to digital tools used by sales teams or individuals to make their daily work easier, more data-driven, and effective. Sales tool categories usually include customer relationship management (CRM), sales intelligence, sales acceleration, sales analytics, video conferencing, account-based marketing (ABM), marketing automation, and customer service software’s.
The main goal of any sales tool is to help salespeople with:
- Understanding the buyer persona – who is more likely to buy and who is just researching.
- How to make the perfect outreach, at the right time with the right message.
- What value will the intended prospects will find most interesting, will it be an industry related case study? a customer success story, or even their competitors review.
With the incensement of employees demanding better and more effective work-environment the adoption of the latest technology in sales tool become inevitable. That being said, a recent study found that companies using old-fashioned sales methods not only losing sales and money, but even experiencing some of their sales talent abandonment.
Sales software is all about Sales intelligence and Sales prospecting
Both terms are HOT right now, when it comes to the adoption of modern sales mindset. It often refers to a relatively big chunk of technologies that help the salespeople find, monitor, and understand information on prospects’ and existing clients’ occasionally.
Sales intelligence software permits salespeople to perform more accurate searches for companies using a specific set of real-time data-points, including but not limited to buying signals.
The technology is increasingly becoming vital and crucial all at ones to the majority of salespeople.
Sales intelligence tool have shown the largest increase in usage, nowadays you barely can find a B2B SaaS company who is not using sales intelligence tools.
Sales intelligence is about the information around these contacts, such as purchase history, current contracts, business objectives, and digital usage, in some software you can even find where they searched online for relevant keywords to your business, and if they have interacted with any content related to your keywords and or industry so you can tell if they’re in the market to buy or not.
The modern sales professionals have to be very relevant in each touch point, in order to build a true relationships and awareness among a wider group of stakeholders within the targeted account.
Sales intelligence software aims to helps sales professionals to identify precisely who is the person within the account they should be talking with, what they should be talking about, and when they should reach out to them. All that very important information is in front of them when they’re having that conversation, and leveraging the true power of their sales intelligence software.
Moreover, sales intelligence created a better and quicker sales prospecting procedures by essentially getting reed of the manual process of locating the relevant insights the sales professionals need, while verifying them for accuracy and giving you a complete overview of every prospect.
The best sales software and tools includes in app notifications, account spike in engagement alerts, and even the ability to see what of your branded content they interacted with the most.
How do companies choose sales software?
Out of hundreds of sales tools out there, you’re probably wondering, how companies are making the decision process become easier when choosing the next sales software for their teams to use?
Here are some things you should look at when buying your next sales tool:
Ensure ease of use and digital adoption
User adoption is key for businesses implementing sales software and get the most out of it in a timely manner. you should be asking yourself these two simple questions first,
1. Will my sales team be able to easily navigate the software and use it on a daily basis?
2. Does my sales team have the right functionality they need to reach out the intended audience?
User adoption is key to success, so you must talk and brainstorm with your sales team, ask them:
– What would you like to solve by adopting this new solution?
– What main goals and KPIs you would like to track with the new software?
– Will our quota change if we’ll get this new software?
Look at what sales software your competitors are using
This is a wonderful way to know if you’re considering the right tool for your business.
Are your competitors are using the same software to engage with their prospects? There must be a good reason why! Looking at your competitors tech stack will help you and your team to understand better which software could be a good fit and which is not.
How to do this?
– You can use some Chrome extensions while browsing their website and it can tell you all the technology they use in terms of software.
– You can use ZoomInfo, or any other buyer intent software that can indicate which sales tool organizations are using to engage with their prospects.
All In One vs. Best of Breed sales software
You must decide if you’re going for a more holistic solutions like HubSpot or Salesforce to be your next sales software which both also includes other cross-departmental features like marketing, support, and more.
Or, you can alternatively go for only sales software, which not includes any other cross-departmental features, like Salesloft and Outreach.
Of course that each has it own pros and cons but ideally when you’re tech stack budget is higher you can afford yourself getting the best of breed software for your sales team.