The Four Best Sales Tools To Boost Sales Enablement
Julia Smeltzer
Julia Smeltzer
In today’s competitive business landscape, leveraging the right sales enablement tools can make all the difference in driving revenue growth and achieving sales success. In the past 5 years, there has been a 343% increase in the utilization of sales enablement tools. These cutting-edge tools empower sales teams to streamline processes, enhance productivity, and optimize customer engagement.
Discover how these tools can transform your sales strategy, supercharge your team’s performance, and propel your organization to new heights of profitability and customer satisfaction.
Check out these top sales enablement tools:
1. ZoomInfo
ZoomInfo is a powerful multi-platform operating system designed to empower teams and drive business growth. By providing comprehensive access to a vast database of accurate and up-to-date B2B contact and company information, ZoomInfo equips sales and marketing teams with the intelligence they need to identify high-value prospects, build targeted campaigns, and accelerate revenue generation.
ZoomInfo offers four different solutions, but the one most tailored to boost sales enablement is Sales OS.
Sales OS
With its comprehensive suite of tools and integrations, Sales OS enables seamless collaboration, streamlines processes, and provides actionable insights for sales teams, allowing companies to maximize their productivity, accelerate their deal pipelines, and reach their revenue targets. Here are the top 4 features of Sales OS:
Contact and Company Search
Source: ZoomInfo.com
This feature allows companies to access detailed professional profiles, providing valuable insights into job responsibilities, work experience, education, and even social media profiles. By leveraging this extensive information, sales teams can gain a deeper understanding of their prospects, enabling them to tailor their approach and communication for more personalized interactions.
The use of this feature is most beneficial during the early stages of the sales funnel, specifically in the prospecting and lead qualification stages. By accessing professional profiles, teams can assess job responsibilities, work experience, education, and social media profiles to determine the relevance and potential interest of leads.
Overall, leveraging this feature in the early stages of the sales funnel can significantly enhance lead qualification, improve targeting, and increase the chances of converting prospects into valuable customers and serves as a fundamental tool for gathering relevant information, refining targeting efforts, and maximizing the potential for successful customer acquisition and retention.
Track Key Contacts
Businesses can keep their teams well-informed about activities that may impact existing relationships or open up new business opportunities This is achieved through direct notifications that provide updates on buyers’ job changes and company updates. By receiving timely notifications, sales teams can stay proactive and responsive, ensuring they are aware of any relevant changes within the buyer’s professional life or organization.
The feature of receiving direct notifications about buyers’ jobs and company changes in Sales OS is highly beneficial as it keeps sales teams informed, enables timely adaptations in strategy, provides valuable insights into evolving needs, fosters proactive account management, strengthens customer relationships, and drives business growth.
Market Research
Market research becomes a breeze with Sales OS’s advanced B2B search engine, empowering businesses to uncover their next potential client. This powerful tool offers access to over 300 company attributes, enabling users to create infinite data combinations for highly targeted searches. By leveraging this advanced search engine in Sales OS, companies can streamline their lead generation efforts, optimize targeting precision, and unlock a wealth of opportunities for sustainable growth.
Companies would use the advanced B2B search engine feature in Sales OS during prospecting, market research, and data refinement stages. It helps identify potential clients, analyze industry trends, uncover new opportunities, and validate contact information, enabling informed decision-making and effective targeting.
2. Zoom Engage
Zoom Engage is the sales engagement platform that connects your team with the right prospects, at the right time, and with the right message for maximum success. Zoom Engage empowers your team to achieve optimal results by facilitating timely and impactful interactions throughout the sales journey.
Here are key features of Zoom Engage that boost sales enablement:
Sales Automation
With Zoom Engage, businesses can create powerful sales flows, which are multi-channel prospecting campaigns that incorporate automated emails, calls, social connections, and other tasks. These sales flows are designed to be initiated based on market signals that align with the unique needs and objectives of your business. By leveraging these intelligent and automated campaigns, businesses can engage with prospects through multiple touchpoints, ensuring a personalized and targeted approach.
Companies would use the Salesflows feature in Zoom Engage during prospecting and lead nurturing activities to automate targeted, multi-channel campaigns. It optimizes outreach, nurtures leads at scale, and improves sales team efficiency.
Account-Based Selling
Zoom Engage’s account-based selling feature provides valuable intelligence on key accounts, including research insights, funding events, technographic data, Intent signals, and site visitors. This information helps tailor conversations, while the seamless importation of decision-makers and influencers into Sales flows enables targeted outreach with ease.
Source: ZoomInfo.com
Companies would utilize the account-based selling feature in Zoom Engage when implementing a targeted sales strategy focused on specific key accounts. Account-based selling in Zoom Engage enables companies to customize their outreach efforts for key accounts, leveraging comprehensive intelligence on funding, research, technographics, intent, and site visitors.
This targeted approach enhances sales enablement by strengthening relationships, increasing engagement, and driving higher conversion rates.
Email Analytics
Elevate your email analytics with Zoom Engage’s intelligent recommendations engine. This powerful feature goes beyond standard metrics, providing insights into the personas most likely to engage based on past interactions. Additionally, it offers recommended contacts to enhance prospecting campaigns, allowing for seamless integration into Salesflow with a single click. With Engage’s email analytics, businesses can optimize their targeting efforts, increase engagement rates, and streamline their prospecting workflows for better sales outcomes.
Companies would use the intelligent recommendations engine in Zoom Engage’s email analytics to optimize email campaigns, improve prospecting efficiency, and drive better sales outcomes. This feature helps identify engaging personas based on past interactions and provides recommended contacts for targeted outreach, streamlining the lead-generation process.
3. SalesLoft
SalesLoft enables sales teams to streamline their workflows, enhance prospecting efforts, and deliver personalized, engaging interactions. SalesLoft provides the necessary resources and capabilities to optimize sales processes, increase efficiency, and ultimately drive better sales outcomes. Here are some key features to boost sales enablement:
Forecast
With SalesLoft’s Forecast feature, gain real-time pipeline visibility, identify risks early, confidently establish call numbers, and empower revenue teams for consistent forecast delivery.By leveraging Forecast in SalesLoft, businesses can make informed decisions, proactively address potential risks, and drive better sales performance by ensuring alignment between forecasts and actual outcomes.
Companies would utilize the Forecast feature in SalesLoft during their sales planning and forecasting processes. This feature is particularly beneficial when businesses need real-time visibility into their sales pipeline to understand deal health, identify potential risks early on, and make accurate sales projections.
By leveraging Forecast, companies can enhance their sales forecasting accuracy, make informed strategic decisions, and align their resources and efforts accordingly. This enables businesses to optimize their sales performance, improve revenue predictability, and drive overall business growth.
Deal Intelligence
Source: Salesloft.com
SalesLoft’s Deal Intelligence provides a comprehensive view of deals, including player details, stage, and call notes. It leverages data from Cadence, Conversations, and CRM to offer insights on pipeline health and identify at-risk deals. With Deal Intelligence, businesses can make data-driven decisions, mitigate risks, and drive revenue growth.
Companies use SalesLoft’s Deal Intelligence feature for effective sales pipeline management and deal analysis. This feature provides a granular view of deals, including player details, stage progress, and call notes. It enables businesses to identify at-risk deals, make data-driven decisions, and optimize sales strategies for better outcomes and revenue growth.
AI-Based Analysis
SalesLoft’s AI-based analysis revolutionizes buyer engagement understanding and sales call trends. It scans conversation transcripts for keywords, allows quick access to relevant moments, offers playback speed options, and enables time-stamp notations for effective coaching. Enhance sales performance and drive better outcomes with SalesLoft’s AI-based analysis.
Companies can utilize the AI-based analysis feature in SalesLoft during their sales call analysis and coaching processes. It provides insights into buyer engagement, identifies call trends, and offers efficient navigation through conversation transcripts. With playback options and time-stamp notations, businesses can improve sales techniques and achieve better outcomes from customer conversations.
4. HubSpot
HubSpot is a CRM and marketing automation platform that empowers businesses to grow, market, and engage with customers effectively. With powerful tools, analytics, and integrations, HubSpot streamlines operations, nurtures leads and optimizes sales and marketing efforts for business growth. Check out these top sales enablement features:
Deals
HubSpot offers a comprehensive system for tracking potential revenue in your sales process through the use of deals. These deals can be associated with other records, allowing for efficient management. HubSpot provides default deal properties to facilitate tracking and management, and users also have the flexibility to create custom deal properties tailored to their specific needs, all available with any HubSpot pricing plan.
In addition, creating deals directly from your Gmail or Outlook inbox is made easy with the HubSpot Chrome extension, Office 365 add-in, or desktop Outlook add-in. Furthermore, you can automate deal creation by setting up a workflow tool that triggers the creation of a deal when specific conditions are met.
Companies use HubSpot’s deals feature to track potential revenue in their sales process effectively. It allows them to associate deals with other records, manage and monitor progress, and access all relevant information in one place.
Pipelines
Source: HubSpot.com
HubSpot’s pipeline management software enhances deal closure and lead prioritization. It allows for customization of the sales pipeline and enables tracking of key activities, quota attainment, and monthly trends. With all sales cycle organization in one place, users can easily identify roadblocks, track performance, and focus on the most lucrative deals from the sales dashboard. You can even add new deals to your pipeline directly from a company or contact record, saving you time and hassle.
The sales dashboard provides complete visibility into individual and team performance, displaying key sales activities, and prospect progression through the pipeline, and facilitating the identification and removal of obstacles to achieve higher deal closure rates.
Sequences
HubSpot Sequences is a tool that empowers users to implement a series of targeted and strategically timed email templates to nurture contacts over a specified period. This tool automates the process of sending follow-up emails and allows for the creation of tasks as reminders for contacting leads. Users have the flexibility to create sequences, add steps, and make edits as needed, ensuring personalized and effective communication with their contacts throughout the nurturing process.
Companies use HubSpot Sequences to enhance email outreach and lead nurturing efforts. This feature allows for sending targeted, timed email templates and automating follow-up tasks. It ensures consistent communication with contacts and improves engagement and conversion rates. Ideal for managing large lead volumes, Sequences streamlines the lead nurturing process and helps build stronger relationships with prospects.
However, to use Sequences, the HubSpot user account has to meet certain requirements, including:
- The user has an assigned Sales Hub Professional or Enterprise or Service Hub Professional or Enterprise subscription
- The user has connected a personal email address
- The user has Sequences permissions
Quotes
HubSpot offers a streamlined solution for creating and sending sales quotes, collecting electronic signatures, and receiving payments. Populate quotes with CRM data, collect e-signatures, and embed payment links for seamless payment collection. It’s an all-in-one platform that simplifies the entire process and eliminates the need for printing, scanning, or faxing, and it is included in all HubSpot’s pricing plans.
Companies use HubSpot’s integrated solution for creating sales quotes, collecting electronic signatures, and receiving payments to streamline their sales process, improve efficiency, and enhance the customer experience.
Forecasting
The customizable and powerful forecasting tool allows for easy use. It offers customizable forecast categories and models to suit your business needs. By default, the tool predicts revenue using deal stages. However, setting up forecast categories enables the grouping of deals, allowing adjustments to the forecast based on deal knowledge without losing track of the sales process. This tool proves useful during one-to-one meetings with reps, helping identify areas of focus to achieve monthly or quarterly goals.
It also allows sales teams to view revenue projections across multiple pipelines, while service teams can monitor renewals and upgrade deals through their dedicated pipeline. The forecasting tool integrates with sales analytics, offering detailed insights into team performance. It includes features such as forecast categories, weighted sales pipelines, historical snapshots, and customizable filters.
This feature is only available in the premium edition of Sales Hub and Service Hub.
Salesforce Integration
The HubSpot-Salesforce integration offers easy setup and valuable lead intelligence. Select which records sync, send lead data to your sales team, and prioritize outreach with lead scores. Bridge marketing and sales by personalizing emails, segmenting databases, and automating campaign workflows. Revenue data from closed-won opportunities in Salesforce tie marketing campaigns to actual revenue in HubSpot.
Key Takeaways For Sales Enablement
Harnessing the power of effective sales enablement tools is crucial in today’s competitive business environment. These tools provide sales teams with the capabilities to streamline operations, boost productivity, and maximize customer interactions. By embracing these cutting-edge solutions, you can revolutionize your sales strategy, elevate your team’s performance, and propel your organization toward greater profitability and customer satisfaction. Take the leap and unlock the potential of these transformative tools for your business success.
Do you need assistance choosing the right sales enablement tools for your business? Pyxl can help! Contact us today and unlock the potential of these sales enablement tools for your business.
Updated: Jun 27, 2023
Kati Terzinski
Erin Murray