As the saying goes, you have to spend money to make money. And that means investing in the right tools and technology to move your organization further ahead.
Technology continues to grow and get smarter, and businesses must adapt to it and improve their processes, including sales.
"Today's inside sales teams must continue to take the lead on embracing and adopting the technology that will help advance the sales process and profession," Bob Perkins, founder of the American Association of Inside Sales Professionals, told Salesforce.
Cold calling can only get you so far, and if you're stuck trying to find prospects and drive leads with antiquated systems, it may be time to rethink your tools.
Here are 10 of today's top sales tools to help you improve and strengthen your sales process - so you can starting earning more money:
A customer relationship management (CRM) tool like Salesforce helps you track, manage and analyze all of your customers' activity. A cloud-based system, Salesforce will ensure your sales processes are as streamlined as possible. In fact, according to Gartner, companies that automate lead management see an increase in revenue of 10% or more in just 6-9 months.
On his blog, marketing influencer Neil Patel writes, "When it comes to sales and marketing tools, HubSpot is considered the cream of the crop."
HubSpot is focused on streamlining your inbound sales strategy. With the tool, teams are able to monitor their prospects and customers and collect data to learn more about them. This way, you can find the key decision makers in a company. This is important considering an average of seven people are involved in buying decisions, according to Gartner.
If the hefty price tag scares you, HubSpot does offer a free version of the tools which provides you with email templates and helpful content.
Sales is all about building relationships, and the more you know about someone, the better you can sell to them. Dave Elkington, founder and CEO of InsideSales.com, told Salesforce, "You have to generate revenue as efficiently as possible. And to do that, you must create a data-driven sales culture. Data trumps intuition."
This is where SalesLoft comes in. With this tool, you can track and manage all of your engagement with a customer. It also has the ability to A/B test emails. This way, you can see what's working and what's not and adapt accordingly.
4. Voila Norbert
Once you've identified the gatekeeper at a target organization, it's time to contact them. But without their email address, you won't be able to do much. Voila Norbert makes it simple to find anyone's email address through a simple search. Voila Norbert is used by Intel, Twitter, Oracle, SAP, Airbnb and others.
All you need is a first and last name and a domain name and then it's just a click of a button. Then you can contact them directly or export your new leads.
LinkedIn is an often overlooked, but valuable sales tool. Using the advanced search option, you can search for potential prospects using a variety of criteria, including keywords, industry and location. This will allow you to hone in on those prospects that make the most sense for your business and are the most likely to buy from you.
Your customers appreciate follow-up emails, and personalized emails improve click-through rates by 14%, according to Aberdeen Group. But remembering to follow up after a call and send the email at the right time can be a challenge.
With Boomerang, you can draft a follow-up email as soon as you hang up with a customer - and then schedule that email to send at a later, more appropriate time. This will ensure you remember to do it, and you'll write a better email while everything is still fresh in your mind.
From demos to onboarding calls, sales professionals have a lot of meetings. Scheduling all of them can be a pain, especially if you and a prospect or customer are on different systems. But as motivational speaker Simon Sinek wrote on Twitter, "Great leaders don't blame the tools they are given, they work to sharpen them."
Calendly allows you to easily coordinate schedules and find meeting times that work for everyone. It helps you avoid the dreaded back and forth of scheduling appointments and instead saves you time by streamlining the process.
Speaking of meetings, sometimes face-to-face is best. But with business being conducted across the country - and across the world - getting that face-to-face time can be a struggle. With a video and web conferencing tool like Zoom you can meet with multiple people no matter where they are. The tool also allows participants to share screens and even host webinars.
In sales meetings, presentations are often given to communicate your business's unique value or demonstrate how a product works. But a text-heavy PowerPoint can be boring and won't keep people's attention for long.
In fact, Neo Mammalian Studios finds people process visuals 60,000 times faster than text. A tool like Prezi can help with this as it's focused on visual storytelling. Prezi allows sales teams to share information in an engaging and memorable way, leading to more productive meetings and more sales.
When you've finally nailed down a sale, the last thing you want is for that contract to get tied up in someone's email inbox. Instead, using an automatic tool like DocuSign makes the process of getting the contract signed and completed much smoother.
From the tool, you can send a document, get the customer to sign it and even redline it all electronically. You'll avoid hassle and get your sale finalized faster.
What's your favorite sales tool? How has it helped you improve your processes and drive more business? Let me know in the comments below: