13 Sales Enablement Tools for Businesses To Consider
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A sales enablement tool can help position a sales team for success by providing them with a variety of capabilities. These types of software products generally involve marketing automation, data collection, audience segmentation and streamlined user experiences for sales team members. Learning about the different sales enablement tools available can help you find one that works for your sales team. In this article, we discuss what sales enablement tools are, explain how businesses use these tools and provide a list of 13 sales enablement tools to consider, along with tips for choosing the right one for you.
What is a sales enablement tool?
A sales enablement tool is a software product that often involves business analytics, content, marketing and user behavior for sales teams. It helps collect data from disparate sources and brings that data together to give team members a complete picture of potential customers or user behavior. For example, a sales enablement tool might track the sales of certain products and deliver this information to a sales team, allowing them to know which products are doing well. This can help the marketing team learn what products to market to potential customers and understand how effective their marketing efforts are.
What are sales enablement tools used for?
Sales enablement tools and needs can vary depending on the company and industry. For example, a company that uses content marketing might want software that tracks user behavior to determine what content marketing tactics work. Sales enablement tools usually involve aligning different operations and departments within a company and providing stakeholders with critical information. Sometimes, a sales enablement tool might include a level of marketing automation involving onsite customer engagement or email marketing campaigns.
13 sales enablement tools
Here are 13 sales enablement tools to consider using:
Albacross is a business-to-business, or B2B, lead generation tool that transforms user data into actionable information. It tracks the user journey and follows user engagement, providing insight into what causes onsite lead conversion. Albacross shares behavioral data points to help clients make marketing and sales decisions. The platform tracks data such as the size of a visitor's company, its revenue and its business.
Spotio is a sales enablement tool that helps managers quickly create lists of potential sales. This lead generator uses data mining technology to provide data regarding potential customers. Spotio can help companies identify potential leads in geographically defined areas. The platform also gathers data in numerous areas, creates profiles of potential customers and provides that data to the sales team.
Artesian gathers data from across the web and provides to its clients. The data harvesting might involve potential customers or information regarding competitors. Artesian can track information from news organizations, websites and social media platforms. The tool then transforms that information into actionable data points for marketing and sales teams.
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LeadFuze creates leads with sortable data lists, helping sales team members make decisions and priorities. This tool collects data regarding B2B clients such as company size, revenue, area of business and marketing spend. The data allows a sales team to research potential clients and create lead lists based on specific data points. Other aspects of LeadFuze include gathering potential contact information, such as email addresses or website addresses.
Showpad is a sales enablement and management platform that aligns content management, marketing and sales duties to create a singular experience for users. While Showpad provides valuable insights to sales teams regarding customer insights, it also provides data to marketing teams regarding the effectiveness of tactics. A marketing team can then share valuable data with the sales team to better facilitate sales.
Allbound provides sales intelligence to companies, helping them manage client relationships. The platform provides data analytics reporting and content marketing management. It allows for content collaboration and helps clients evaluate the effectiveness of their content marketing efforts. Allbound can also facilitate communication with external partners regarding content marketing campaigns.
7. HubSpot Sales Hub
HubSpot Sales Hub is a customer relationship management tool. This platform provides analytics and sales data and customer information. It includes price quote ability and allows a sales team to engage with customers in an informed way. The platform brings together disparate pieces of data to create a unified vision of customers and sales. The tool can also help align sales and marketing efforts, providing both with the same view of the customer.
The Cloze sales team management system provides sales team members with an easy way to track client relationships and keep their information regarding clients fully up-to-date. For example, Cloze can pull data from disparate sources to create a single client profile for a sales team member. It can track client contacts and suggest follow-ups with potential leads. Cloze can also prioritize client contact lists, keep track of deadlines and help sales team members stay current with customers.
Clari is an artificial intelligence tool that collects various data points and makes them actionable and connected to revenue. It involves creating marketing automation, gathering CRM data, collecting email information and tracking customer contact data. Clari extracts insights from the data to create forecasting and highlight data trends to team members.
Enablix is a sales enablement tool that focuses on processing leads and helping companies maximize the return on investment of their marketing activities. It helps track and deliver pertinent incoming data and information to sales teams to increase efficiency. Enablix also facilitates improved communication between sales and marketing while preventing sales teams from becoming overwhelmed by data and content.
ExecVision focuses on helping achieve onsite conversions. It gathers customer data through observing and tracking customer interactions. The data that ExecVision gains allow for optimizing digital processes to maximize conversions based on analysis of user behavior. This tool also focuses on customer-facing conversations and uses insights from them to improve company communication and marketing efforts.
Marketo is a marketing automation platform with behavioral targeting and segmenting capabilities. Marketo can allow a sales and marketing team to send targeted emails. It also provides reporting regarding user behavior and creates user profiles. The automation element can streamline marketing and sales demands while increasing communications with potential customers.
Pipeliner is CRM software meant to foster user engagement and a positive user experience. Pipeliner takes a visual approach in delivering information, allowing users to customize what they see and how they see it. This tool also provides a robust reporting system with customizable reports and dashboards.
Tips for choosing a software enablement tool for a sales team
Here are some tips to help you pick the right sales enablement tool for your sales team:
Assess the company's needs
It's helpful to know your team's needs when choosing a tool. This is because different companies have different needs for sales enablement tools, which also have varying capabilities. For example, if you work with content marketing, you might want a sales enablement tool that includes content management capabilities.
Understand industry needs
Sales enablement tools can vary greatly based on your industry. For example, if a company is B2B, it's probably a good idea to choose a tool designed specifically for B2B. If you choose a sales enablement tool focused on direct-to-consumer businesses, it might not align as well.
Determine reporting capabilities
Reporting can be a crucial element of a sales enablement tool. Many sales enablement tools involve a significant amount of data collection and sharing. It's often helpful to consider how a specific tool presents data visually and what the tool's reporting capacity is.
Decide on CRM integration
Many sales enablement tools work with an existing CRM. Understanding your CRM's capabilities can help you determine if a sales enablement tool might be redundant. Consider ensuring that the CRM platform can integrate with a sales enablement tool.
Look for automated marketing
Evaluate whether the sales enablement tool you're considering includes a marketing automation component. Marketing automation can help your sales team conduct email campaigns. It can also provide user engagement options on a website to help facilitate lead generation. If marketing automation is important to the business you work for, it can be beneficial to check the software's capabilities.
Learn about content management
Content management is the focal point of many sales enablement tools. These types of tools can help present content to sales and marketing teams and streamline the process of gathering data. Understanding the content management aspect of specific software can be an important consideration in deciding whether a tool is right for a company.
Find a user-friendly tool
If you bring in new technology, it's helpful to consider if team members can use it effectively. Ensuring that a new technology is user-friendly is an important aspect of evaluating sales enablement tools. Bringing in technology with tremendous capabilities that people are comfortable using might help generate positive results.
Please note that none of the companies mentioned are affiliated with Indeed.
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