6 Types of Salesperson Tools To Succeed In Your Job
To become a successful salesperson in the 21st century, it is essential to utilize the benefits of sales technology to improve your sales game. Salespeople use various tools and software available in the market to improve sales, build lasting relationships with clients and stand out from the competition. In this article, we discuss the six most common types of salesperson tools along with examples for each category.
What are salesperson tools?
Salesperson tools are tools that leverage technology to make the work of sales professionals easier. These applications and software help salespeople identify prospective leads and create personalized conversations for these leads. They help increase sales velocity, save time on tedious administrative tasks and shorten the sales cycle.
Effective types of salesperson tools
Salesperson tools help the team understand which prospects are more likely to be successful when to reach out to those prospects and what should be discussed with them. These tools save time on tedious and time-consuming administrative tasks so that salespeople can focus on providing value for people and businesses. Here are the six types of salesperson tools commonly used:
1. CRM (Customer Relationship Management) software
CRM (Customer Relationship Management) software is a system designed to manage your relationship with customers. It helps companies track and manage existing customers, improve customer retention, enhance customer relationships and advance sales and marketing efforts. Basically, it gathers all the customer data into a single location and allows the companies to drive growth and profit.
A CRM software is often the first and the most extensive investment in sales technology that a company makes. Due to technological advancements and a very competitive market, CRM's have matured into complex, multi-tiered support systems. From automating workflows to customer data management to advanced reporting and analytics, CRM software offers countless features to help salespeople optimize their process. The CRM software is either located on-premise and hosted on your office servers or a cloud-based CRM hosted on the CRM provider's server.
Some of the commonly used CRM software are Salesforce, Microsoft Dynamics, Hubspot and Pipedrive.
2. Lead generation and sales prospecting tools
Lead generation and sales prospecting tools are required to find new leads and nurture them into customers. These tools eliminate many manual processes, verify the accuracy, and give you a complete overview of every prospect. It helps to accelerate the entire sales prospecting process making it much easier to close the deals.
A good sales prospecting tool helps you gather more information, move faster and engage prospects in a meaningful way to close more deals easily. These tools help accomplish a number of tasks such as building a prospect list, qualifying prospects, finding contact details, engaging with your prospects and even book meetings.
Some of the top lead generation tools include leadfeeder, One2Lead and findthatlead. Popular sales prospecting tools include Salesforce Engage, Marketo,Prospect.io, RingLead's DMS capture and Bloobird.
3. Conferencing software
Video conferencing software enables sales professionals to communicate with remote employees, prospective customers or other stakeholders without being limited by travel capability. You can use these video conferencing applications to be in constant contact with your customers, organize large conference calls and conduct meetings and presentations.
In addition to video conferencing, many tools also offer additional features such as screen sharing, file sharing, call recording, white-boarding. While there are numerous video conferencing software available in the market currently, some of the most popular ones include Skype, WebEx, Zoom and GoToMeeting.
4. Sales and market intelligence tools
Sales and market intelligence tools allow sales professionals to find new opportunities and improve the quality and quantity of sales leads. These tools enable salespeople to conduct real-time pointed searches for companies using specific data points. A study by Forrester Research shows that companies that implemented sales and market intelligence solutions reported 35 percent more leads and 45 percent of high-quality leads leading to improved sales and growth.
An important element of these intelligence tools is that they provide dynamic data with contextual information about companies and contact. In the context of companies, they provide information like major decision-makers, financials, budget, organizational reporting structure and technology stack. Regarding contacts, these intelligence tools provide information such as digital footprints, purchase history and customer behaviors and needs. Widely used sales and market intelligence software include Sales Hub by Hubspot, LinkedIn Sales Navigator, Vainu, Clearbit, D&B Hoover, InsideView and Owler
5. Performance management tools
Performance management includes analytics and reporting tools that enable the sales team to effectively track, monitor and enhance the performance of their activities. They help you visualize and assist in effective decision-making by making data accessible to stakeholders in impactful ways. These analytics tools are usually implemented on top of CRMs and use the algorithm on existing data to predict trends, results and relevant insights.
Sales teams usually have an abundance of sales data from various sources and tools. Using sales performance management tools, organizations can adopt a data-driven approach to improve sales productivity and monitor sales performance. Some of the commonly used tools include Hoopla, Qstream, Veelo and Jiminny.
6. Sales Automation tools
Sales Automation tools allow companies to streamline their marketing and sales workflows and optimize their marketing strategy by automating tasks such as email marketing, lead generation and uploading social media posts. By implementing sales automation tools, your sales team can save time spent on tiring, manual tasks and focus on building a relationship with customers and improving the sales process.
Some sales automation tools offer an end-to-end experience, from automated lead generation and contact management to analytics and reporting. Alternatively, there are specialized sales automation tools that focus on specific tasks or processes of the sales journey, such as social media posting, automated meeting scheduling, lead research and more. Your sales team can increase productivity and focus on selling and closing more deals with the help of sales automation. It will also give your business a competitive edge and often leads to increased customer satisfaction.
Popular holistic sales automation tools include Pega Sales Automation, Bpm'online sales, Hubspot, Prospect.io, Autoklose and Growbots. There are several specialized automation tools such as Yesware that work with the email inbox, Calendly for automated meeting schedule, LeadFuze for automated sales prospecting and lead generation and PandaDoc to automate sales deal closing process and workflows.