How to choose the right tool for your B2B sales organization

Selecting the right sales tools can seem like a daunting task for SMEs. Here are the main features of sales tools you should take into account when building your technology stack.

Sales tools allow you to organize the sales process and directly motivate a potential customer to make a purchase.

The category of sales tools includes both software (e.g. CRM systems) and digital B2B prospecting tools, as well as specific communication techniques. When interacting with a customer, managers should seize as many opportunities as possible.

According to HubSpot stats, 47% of sales leaders say use of sales tools is one of the most important productivity metrics to track.

What to take into account when selecting the best sales tool

Selecting the right sales tools can seem like a daunting task for SMEs.

Here are the main features of sales tools you should take into account when building your technology stack.

1.         B2B prospecting capability

You can’t make your first sale without getting a lead, and that’s where prospecting tools come in handy.

B2B prospecting is the process of finding information about leads who may show interest in your product or service, and warming up leads to convert them into paying customers. Despite being a critical part of any business strategy, 40% of salespeople say prospecting is the most difficult part of the sales process.

The solution? B2B Prospecting solution powered by Kompass Data, that help you identify, qualify, and prioritize high-quality leads.

By choosing EasyBusiness, you can get:

  • A set of search filters for targeted prospecting: Generate prospect lists without scrolling through hundreds of profiles.
  • Advanced Search: Identify the most relevant persons in the company to contact.
  • CRM Integration: Export data by specified fields to .csv and .pdf files, or directly to your CRM using special connectors.
  • Sales Accelerator module: A turnkey digital sales department that allows you to gather all sales tools in one place – from lead generation and sales funneling to analytics on each employee’s deals and the entire sales pipeline management.

2.         Customer relationship management capability

Customer Relationship Management (CRM) functionality is a top priority when choosing the right sales tool.

According to LinkedIn’s State of Sales 2022 report, 7 out of 10 sales professionals said the CRM plays a very important role in closing deals.

That’s not surprising. After all, CRM software is the central place where all sales data are stored, making it easy for your team to use information, track leads, and forecast revenue.

Sales Accelerator is an all-in-one online solution with sales CRM functions designed specifically for B2B sales.

While some sales management tools require time-consuming training, with Sales Accelerator your entire sales team can get up to speed in minutes.

Segment your target market using the ready-to-use database via EasyBusiness, launch the Lead Management tool powered by Kompass Data, customize the stages of the sales funnel to fit your processes, use connectors to export to top CRM programs, and control your whole sales pipeline.

Sales Accelerator helps you convert a lead from a prospect to a customer.

How it works

Your sales team automatically gets access to a ready-to-use B2B database – to such data as contact information, financial data, sales/purchasing markets, product range and more. No tedious work of searching and collecting information through various sources is required any more.

In addition, Sales Accelerator tracks changes in the information of potential and current customers. When there is any change in the data (for example, a CEO changes), you will receive an alert that will help your sales team move quickly on warm leads and close more deals.

3.         Sales engagement capability

What is a sales engagement feature?

These are solutions that help your sales team handle every interaction with potential customers.

These interactions can happen via email or social media. Introducing sales engagement will allow your team to track these interactions and develop strong relationships with potential customers.

Although e-marketing is one of the oldest digital marketing tools for customer engagement, it still works:

  • Email marketing has a 3800% return on investment.
  • 60% of consumers have purchased a product after receiving a promotional email.

With so much potential, you need a customer engagement tool like EasyBusiness. This software solution will help you organize your email campaigns effectively:

  • Effective audience targeting
  • Generation of databases and marketing lists of companies
  • Possibility to identify decision makers’ emails
  • Email customization
  • Data export to your CRM

In a world where customization can lead to a 20% increase in sales, you need a sales engagement tool like Sales Accelerator to help you respond quickly to business signals and undertake the right sales actions for each potential customer.

4.         Sales forecasting and analytics capability

Numbers never lie.

When you look at your sales analytics dashboard, you realize how well or poorly your team is performing.

It’s a snapshot of the state of your business and a vital tool for understanding what’s working and what needs to be reviewed.

In addition to revenue forecasting, sales analytics tools allow you to dig deeper into the behavior of both your potential customers and your employees. Over time, you’ll be able to predict how likely a deal is to be closed and what strategies will help move it through the sales pipeline.

Data are your business’s secret weapon. It’s hard to make accurate predictions and create sales strategies with limited or poor quality data.

The more data you have and the more you know how to use them, the better you understand the situation:

    • What’s moving you forward and what’s slowing you down.
    • How to accurately forecast deals.
    • When to make decisions or take specific actions.

Sales Accelerator helps you answer these questions and more, creating a competitive advantage by using business intelligence to deliver actionable insights that will affect the final result.

By synchronizing deal and interaction data, you’ll never have to wonder why a deal took so long to close or what went wrong in the sales process.

In conclusion

If you’re feeling overwhelmed by the number of sales tools available, ask yourself: where in the sales pipeline does your team most need help?

Start there and build a sales technology stack that supports your business, rather than chasing what works for everyone else. By spending money wisely and strategically choosing the best sales tool that integrates and combines different functions and processes, you’ll quickly increase conversion rates and build a high-performing sales team.

You can test our EasyBusiness and Sales Accelerator solutions for free during 14 days by completing a short registration.


No Comments