With a total market value of over 7 trillion, the world of B2B sales is a battlefield of new products, exciting new opportunities, and a seemingly never-ending stream of leads. By working in this industry, I’ve quickly learned that the best way of keeping track of all the fast-moving aspects of B2B sales is to turn to the world of technology.
In order to deliver the best possible sales service, I use a number of tech tools. Each of these tools is perfectly built to tackle a specific problem that I regularly come across within sales.
Whether that’s understanding customer data to better tackle their problem points or accelerating the sales cycle, these tools help me perform to the best of my abilities.
Let’s dive into my ultimate sales stack for 2023.
Improving B2B Sales
From my experience, most B2B products focus on solving a specific issue. Even if you state that you can solve a particular pain point for a business, that doesn’t necessarily bring that solution to life for the customer. Even the most refined websites can’t sell products by themselves, which is where we come in as the sales team.
In order to improve the B2B sales process, we need to streamline our contact points with the customer as much as possible. Instead of bombarding them with email after email or call after call, it’s better to give them something tangible to try out and use.
One of the most valuable tools from my sales stack over the past few months has been tools that allow me to create product demonstrations with ease. In fact, one in two sales leaders states that demos are one of the best ways of catching your audience’s attention.
From my tech stack, my go-to tool for creating product demos that smooth out the B2B sales process is Walnut. The platform stores demos on the cloud, so I never worry about downtime or loading issues.
Moreover, I can create one demo template, replicate it, and then quickly and easily customize it for each individual lead, saving time. The best part, though, is the analytics that I can view following each demonstration.
Understanding Customer Interactions
Over the past few years, customer data, analytics, and data-driven sales have all become huge points of interest in our industry. Simply put, understanding customer interactions allows us to refine what we’re offering, focus on the good, and refine any areas that get less traction.
By putting data to use, we can create better sales experiences and deliver products and pitches that customers are statistically more likely to enjoy.
While there are a lot of data-driven sales tools out there, one I’ve loved using recently is Gong. Gong is an AI-driven tool that monitors customer interactions with a product and turns those interactions into data.
From there, that data becomes actionable insights that guide me to tinkering with the sales process. With AI, they deliver insights rapidly, helping me to constantly innovate my approach to client communications and secure more leads.
Accelerating Growth
Productivity is a buzzword that’s thrown around a lot in the world of sales. Due to how difficult it is to monitor a sense of being productive, people are always looking toward the world of technology to provide new solutions.
Of course, the more productive we are during the sales process, the more leads we can carry through to a conversion in the same amount of time.
Increasing the growth of a product starts with getting enough customers on board to get the ball rolling. In order to do that, we need to optimize our process as much as possible. We can do this on a micro level by refining our sales technique to better approach and convert customers.
On a larger scale, we can optimize the whole sales process by making the process of finding and contacting leads as autonomous as possible.
From my tech stack, Zoominfo has been a star in accelerating growth on both a micro and a macro scale. Zoominfo delivers prospecting solutions to sales teams, helping to increase the total amount of leads that you generate.
From there, it’s all-in-one chat monitoring that will take customer insights from conversations and ensure that you are approaching a customer with the best words possible.
Managing The Sales Cycle
Considering how complicated the sales process can get, it’s sometimes hard to keep all of your ducks in a row. From monitoring and touching in with various clients to ensuring you have your notes in one place per client, there are a lot of moving elements to keep track of. The more clients I find myself working with at once, the more chaotic things become.
The next tool in my sales stack, Dooly, helped me manage the sales cycle much more efficiently. When I take notes on a sales call, I can instantly upload them into a shared space with my team, breaking down data silos and allowing everyone full access.
With their pipeline and deal vitals trackers, I can use data from customer interactions to get a full overview of the sales process. Instead of tracking clients on different platforms, each new sales lead is put into a holistic system, using data visualization to display exactly where they are in the sales process.
The Bottom Line
Tech tools allow me to conduct the best possible sales experience for the customer. Not only does the tech stack I’ve outlined here help me on a daily basis, but they also provide better structure and more effective customer experiences.
As technology continues to evolve, we’ll be able to solve even more pain points by integrating world-class tech tools into our B2B sales stack. These tools have worked for me, and I’m sure will help you excel in your next sales role
