Type of Sales Enablement Tools🚰

• Sales communication tools: engage & communicate w/ prospects:

• Email

• Phone

• Social Media

• Sales content tools: Essentially, a sales "playbook" for your sales team

• Helps organize all content (blogs/case studies/PDF/brochure/videos) (for bigger deals/complicated products).

• Great for a boost in productivity!

• Sales intelligence tools: insights on prospect's business to cater to their specific needs.

• Sales intent tools: help sales teams find qualified leads!

• Eg. some sales intent tools can tell you the roles/titles of ppl engaging on website by collecting that data.

🚰How to Build Your Sales Enablement Tech Stack🚰

Where to start?

• Decide, which of above are most important to you...

  • What is non-negotiable?

• Think of this like a wedding! What can and cannot be compromised?

• How can other teams w/in organization also benefit from software?

• Eg. Hubspot: great for sales + marketing + service teams

• Pro tip: Think…how can other teams within my startup also benefit from software?

  Eg. Hubspot: great for sales + marketing

Communication/Engagement Tool: engage & communicate w/ prospect

• Must have if not going door-to-door!

• Phone calls, Video Conferencing, SMS

• Ideally, communicate through any of channel using one app.

CRM

• Helps sales team stay organized by storing all customer data, activity, and relationship history in one place.

• CRM needs to integrate w/ sales enablement tools.

Sales Intelligence/Data Tool

• Many can get away w/ just CRM and phone, BUT to stand out/accelerate need data tool.

• Automate research

• Get more time back from day to actually sell.

Necessary Tools/Software:

• HubSpot

• CRM designed for both sales and marketing teams.

• Comprehensive look at your entire sales pipeline—in a clean, easy-to-use visual interface.

• Sequencing/Cadencing to organize sellers and measure performance of outreach.

• Apollo.io or Seamless.ai or Zoominfo.com

• Lead Generation Software. Collecting info about prospects or existing clients.

• Let's you filter and search for leads using attributes like:

• title

• number of employees

• job changes

• keywords

• more

• Pull contact info straight from LinkedIN.

• Loom/Vidyard

• Video prospecting/video communication

• Great for sales + marketing

• Record screen + face

• Great for both initial outreach and for follow up after initial meeting w/ prospect

• Linkedin Sales Navigator

• Sales intelligence!

• Best for B2B companies

• Effective targeting of prospects

• Personalized outreach

Nice to Have Tools

Demandbase

• Sales intent tool

• How likely are prospects or ppl on website to buy?

Basecamp

• It's to store, analyze, and collaborate on our sales enablement best practices

• Where to host sales playbooks

Salesloft or Outreach

• Sequencing tool

• Arguably a must-have. Why?

  • Organizes you and your sellers.

  • Tracks/measures output of sales outreach

Additional Sales Enablement Tips

• For Sequencing:

  • Put only 'important' people/titles who can be an immediate opportunities in sequences that include phone calls or email personalization. Put 'mere' users into automated sequences.

• For Personalization

  • Don't spend more than 5-minutes personalizing each cold email since most will never get read no matter how good they are.

• For Referrals

  • Put end users into automated referral request sequences.

• For Follow Up

  • Expect it to take 7+ touchpoints to get prospects attention.

  • Reminder: Prospects completely forget about you after 30 days.