Sales technology stack is a term that gets thrown around a lot in the sales world, but what does it actually mean? A sales technology stack is simply the collection of software tools that you use to help you sell more effectively.
For example, your CRM (customer relationship management) system might be one part of your sales tech stack. Or maybe you use a tool like SalesforceIQ or Pipedrive to help manage your deals and pipeline. Whatever software tools you use to help with selling can be considered part of your sales tech stack.
The important thing to remember is that there’s no one-size-fits-all solution when it comes to choosing which sales technologies to use. It all depends on your specific needs and goals as a seller. With that said, let’s take a look at five different types of sales tech stacks that can help you boost your selling game.
What is a Sales Technology Stack?
A sales technology stack is a group of tools that help salespeople do their jobs better. The tech stack is a must-have for any sales team that wants to be successful. It helps reduce administrative tasks, provides invaluable insights into leads, and guides them to success.
Let’s discuss why a sales tech stack is important, what types of technology you should deploy, and how to build a successful one.
How to Build the Best Sales Tech Stack
Finding the right tools for your sales process can take a lot of time and research. You need to understand your current needs and figure out what your salespeople need in order to work more efficiently.
Here are some quick tips to get you started:
- Consider why you need your sales technology — from a business perspective and a customer’s perspective.
- Ask the sales team what their expectations are about new sales technologies.
- Do your due diligence on potential service providers. Research their offering, their pricing, and their customer service.
- Your tech should allow you to adapt and scale as your business grows.
1. Phone Automation
While it may be more difficult to make sales through a cold-calling campaign, it can be useful in certain scenarios. For example, if your company sells a product that requires a lot of explanation, then making phone calls may be a good tactic.
A great solution for staying on top of your leads is to adopt a calling software that can auto-dial numbers and help organize your leads automatically. This can all be connected to your CRM for easy management.
Find a solution to keep track of customer interactions. It automatically logs all interactions into your CRM, so you can follow up later.
You can deliver a consistent, seamless experience across voice and digital. And, you don’t need to replace your existing infrastructure.
Software programs can increase sales phone calling efficiency by 2 times. In addition, their click-to-call feature allows you to make phone calls directly from your CRM.
You can record your own voice to leave a voice mail for a prospect and triple your connection rates with localized phone numbers.
Automation can increase the number of qualified prospects your sales team can speak with on a daily basis. Not only does the software ensure every dial results in a live conversation, but you can also make up to 1,200 dials per day and have 40-100 conversations. This could be a game-changer for your business.
2. Email Automation and Social Selling
If you can’t reach someone by phone, the next best bet is to send him or her an email or message them on social media.
With nearly everyone having access to the internet wherever they go, you can guarantee these channels will be open.
After you’ve assembled a list of quality, targeted, and interested people, you now need to plan how you’re going to contact these people. This can take a lot of time and be expensive.
Sales tech tools can help optimize your outreach efforts and increase your chances of landing a meeting.
With a platform that integrates seamlessly with CRM systems, you can execute multichannel campaigns, and automatically personalize your messaging with dynamic data. You can view all your stats and KPIs for each of your campaigns on a single, easy-to-use interface.
You can track all your campaigns, including their statistics, from one single location. This makes it easy to see your progress and any areas that may need improving.
Set up email campaigns, make phone calls, and use social media to reach out to your prospects. You can also track how well your reps are doing, and which methods work best.
They provide you with valuable insights into which of your selling techniques are working and where to fine-tune.
Automatically track, log, and manage your emails and phone calls while managing and tracking your tasks and engagements.
3. Video Prospecting Software
When it comes to getting a prospect’s attention, you can’t afford to blend in with the noise. Video is an excellent way to cut through the clutter and get your message across in a creative, personal, and original way.
It’s different, creative, and personalized.
Send personalized video messages that will help you book more meetings and close more deals. This helps you stand out from your competitors and increase your response rate.
When you are speaking to people, it’s important to be concise and clear in your communications. You can do this by making sure your message is creative, personal, and shows through in your voice and body language. This will help ensure there is no confusion.
Boost customer engagement with personalized video. You can easily integrate it into your existing CRM workflows, so your videos are always sent at just the right time.
You can track the success of your YouTube videos by monitoring the number of viewers, how many times the video is watched, and how many people click through to your website.
4. Smart Teleprompter and Conversation Intelligence
Equipping your teams to handle interactions with customers better is easy. Some tools provide your people with real-time, actionable data, and can help them make quick decisions.
Customer interaction analysis provides your team with the insights they need to close more deals and be better aligned across the enterprise.
Record, analyze, and take action on every single customer interaction with your business. This lets you see where things are going well and where improvements can be made. By leveraging this data, you can drive process and behavioral changes that will impact your bottom line.
Measure how successful your sales team is and how your coaching sessions are performing. You can also see how your reps stack up against top performers, and how to improve your own performance.
5. Direct Mail Automation Software
With the increasing amount of email spam, there’s a growing trend towards using traditional mail.
With automated mail marketing, you can quickly and easily manage your marketing campaigns. This lets you spend more time on other tasks while your letters and gifts are delivered automatically.
Manage your mass mailings, track your campaign’s progress, and follow up on responses with your customers via email.
You can send personalized mail, packages, and gifts to businesses on a mass scale.
Companies can even outsource their direct mail marketing campaigns to save time and money on in-house print and postage.
Send out personalized postcards to your prospects within 24 hours!
How to Choose the Right CRM for Your Sales Team
We’ve discussed some of the more important tech stacks for your sales process.
But did you notice that one thing missing?
Yup, it’s your CRM software.
Your CRM system is where you build and manage relationships with your customers and prospective customers.
Your CRM system is so versatile that it can be used in any scenario.
The sales tools that we discussed above are the building blocks of a successful sales process, but your CRM system is the foundation of your process.
Before you decide on any other part of your sales tech, you need to do two things:
- First, choose the right CRM for your sales team
- Second, make sure all of your sales stack tools integrate with your CRM
By making sure your CRM is your first and primary sales productivity app, you’ll be able to easily integrate any other tools into your workflow.
Stop wasting so much time on data entry and spend more time closing deals.
So, how can you choose the best CRM system for you and your team?
- Easy lead import and organization
- Automatically recorded conversations
- Intuitive pipeline capabilities
- Integrated with everyday tools
- Outreach features adapt to your team’s needs
- Easy to learn
What is The Biggest Challenge for Sales Tech Stacks?
Sales software is only as useful as its users.
Nearly half of the respondents said the biggest drawback of digital tools and software is a low rate of company-wide adoption of the tools.
Other disadvantages of using sales automation tools are that they’re not cost-effective (39%), take a long time to learn (32%), and negatively affect the user experience (32%).
When sales teams have problems with their technology, it can have compounding effects.
If team members don’t adopt the project management software, it could lead to missing milestones and delayed deliverables.
The sales team leader is responsible for choosing appropriate sales tools and then relaying that value to the team.
The growing popularity of affordable (and often free) CRM tools is allowing more companies to remain competitive.
SaaS companies have the responsibility to educate their users on the best ways to use their service.
Communicating the value of a new tech purchase can alleviate the sticker shock and buyers’ regret that occurs when teams don’t ramp up on a new platform quickly enough.
Technology is more affordable than ever, especially sales technology.
A CRM system can cost as little as $20 per user per month.
As more businesses become like consumers, with self-serve options and à la carte services, the sales process is becoming increasingly similar to consumer buying. Ultimately, it comes down to how valuable a tool is to a sales department.
For B2B SaaS companies, it’s particularly difficult to sell a product to a business if the buyer can’t directly see how the product will impact their revenue.
While it can be difficult for sales reps to show the impact of their tools, asking clients about their goals can help demonstrate the value. By showing potential clients how a tool could help them achieve their goals, it can help them see how the tool could increase their revenues.
By helping your buyer understand how your product can solve their pain point, you can show them how that solution can positively impact their bottom line.
In the end, you must connect all of your sales documents back to your return on investment. This will ensure your team understands the value the product has and that it generates money.
What Are Technology Stacks?
A technology stack is a set of software tools and technologies used to create a complete product or solution. A technology stack may include a programming language, database, web server, and operating system.
What is a CRM Tech Stack?
A CRM tech stack is a combination of software products and technologies that work together to create a complete customer relationship management system. A typical CRM tech stack includes a customer database, contact management software, sales force automation software, and marketing automation software.
What are Sales Technologies?
Sales technologies are tools and platforms that salespeople use to help them manage their sales process and pipeline, track customer interactions, and close deals. Common sales technologies include customer relationship management (CRM) software, sales intelligence software, and proposal or quoting software.
If you’re looking for a sales technology stack that will help you sell more, look no further. In this blog post, we’ve shown you the 5 best sales technology stacks to help increase your sales. No matter what your specific needs are as a seller, there’s bound to be a sales tech stack out there that can help you reach your goals. So don’t wait any longer – start building your own killer sales tech stack today!