Does your sales development team have everything they need to convert leads effectively and efficiently? The right tools are essential to keep your sales process running smoothly, and they can make all the difference when it comes to closing deals.
Sales enablement is the process of providing your team with the tools they need to maximize efficiency and conversions. This might include software, information, content, or learning resources. Sales enablement tools can help you track analytics and improve your revenue and productivity.
There are hundreds of sales enablement tools on the market, and with so many options to choose from, it can be difficult to narrow down the best choice for your team. This article highlights ten of the best sales enablement tools to use in 2022, along with tips to help you implement these tools at your organization.
How to choose the right sales enablement tools for your team
Before you begin researching tools, it’s essential to review your sales enablement strategy. Understanding your team’s unique needs and where the gaps in your strategy are will help you choose the best tools to fill those gaps. This will also help you identify key metrics you want to track or improve. You’ll need to make sure the tool you’re considering tracks this data, as well as any related numbers.
You’ll also want to consider how well the tool integrates with your customer relationship management (CRM) software. If your sales development team already has a CRM they love, choose a tool that works well with that software.
If content is a key part of your sales enablement strategy, you’ll need tools for content creation and management. Finally, you’ll want to consider the usability of each tool. If you need to get started right away, choose a user-friendly sales enablement tool and avoid those with a lengthy learning curve.
Top 10 Sales Enablement Tools in 2022
The best sales enablement tools for your company will depend on your unique needs. That said, these ten tools are worth considering regardless of your industry or sales enablement strategy.
Clearbit was designed to help B2B companies nurture leads throughout the sales lifecycle, from acquisition to conversion. The software uses real-time data to analyze your website visitors and single out the most qualified leads.
Once you’ve identified your prospects, Clearbit will send your sales development representatives (SDRs) real-time alerts to let them know when that person has visited your website or performed a product search. This ensures your SDRs are reaching out to prospects at the optimal time.
As a bonus, Clearbit integrates with Hubspot and Salesforce CRMs, which allows you to keep contact information organized and streamline the sales process.
2. LinkedIn Sales Navigator
LinkedIn Sales Navigator is a powerful search tool to help your sales development team identify and qualify leads. The platform allows you to save lists of target accounts and leads, and will also notify you when new prospects come up that meet your search criteria.
The Sales Navigator allows your team to combine the power of their networks and reach any of LinkedIn’s 500 million members. You’ll be able to send messages and track viewing behaviour, allowing your reps to see which messages work best and refine the sales process accordingly.
The Sales Navigator can be integrated with Salesforce, Microsoft Dynamics 365, and Hubspot.
Email marketing is an essential part of outbound sales development, but the process of manual outreach can be both time-consuming and tedious. Boomerang makes email a breeze, with scheduled sending, follow-up reminders, one-click calendar scheduling, and seamless integration with Google Workspace and Outlook.
The Respondable feature uses artificial intelligence to analyze and improve every email you send. The tool analyzes response patterns and open rates and keeps track of what makes your recipients more likely to open an email. It then automatically schedules emails to be sent at the optimal time.
Boomerang integrates with a wide variety of CRMs, including Hubspot and Salesforce (view the full list here). If email marketing is a critical part of your sales enablement strategy, this tool will help you maximize open rates and conversions.
If your sales development team is working across a wide range of platforms, Fision could be just what you need. The platform offers a full suite of sales enablement tools, allowing you to run all your campaigns from one central location.
The greatest benefit of Fision is its integration of sales and marketing. Sales reps have 24/7 access to all branded assets and selling material (everything they need to close a deal), while marketers can control brand compliance, what sales and marketing materials are available to download and customize content as necessary.
The data from each campaign and asset is tracked in Fision’s analytics system, making it easy to see what’s working and what needs improvement.
MindTickle combines sales enablement with content marketing, conversion intelligence and coaching tools to ensure every rep on your team is ready to close the deal. The training aspect is highly individualized, with AI reinforcement and practice exercises customized for each rep.
The program allows you to compare individual and team-based metrics, and to see how each skill set affects business outcomes. Leader boards encourage friendly competition as sales teams work to meet their numbers.
Outreach is an AI-driven engagement and intelligence platform designed to help your team manage workflows and simplify the sales process. The software promotes personalized outreach with proven playbooks and messaging recommendations. It also provides deep insights to allow your team to make data-driven decisions and analyze their performance with the Buyer Sentiment Analysis.
Outreach integrates with a wide range of other sales enablement tools and CRMs, including Salesforce, Microsoft Dynamics 365, and Hubspot. View the full list of integrations here.
Salesloft is an all-in-one sales engagement platform that works through every stage of the buyer’s journey. The platform coaches sales development reps through each deal by providing account-specific insights and allowing communication with prospects directly in the platform.
With built-in live coaching tools and one-on-one SMS messaging, your team will be supported every step of the way. Salesloft integrates with many different tools, including email platforms, meeting software, and CRMs such as Hubspot and Salesforce.
Gong is one of the top sales enablement tools for revenue intelligence. The software helps your sales team maximize productivity and train new hires faster, by recording, transcribing and analyzing every sales call. Pull up specific calls on-demand to use as examples and compare call data to find areas for improvement.
This technology makes it easy to identify the individual coaching needs of your team. As a sales development leader or manager, you’ll be able to provide personalized feedback and ensure every rep has the support they need to close more deals.
Gong connects with most major communication channels (Slack, Zoom, Google Workspace) and CRMs. View a full list of integrations here.
Similar to Gong, Chorus is an intelligence tool that allows your sales team to capture and analyze calls, meetings, and emails. One of the primary benefits of this tool is its ability to identify top-performing reps and understand what they’re doing differently. With these insights, you can replicate their success across the whole team.
With a focus on relationship intelligence, Chorus keeps track of all your prospects in one place as well as the status of each relationship. This in-depth view of relationship history makes for a smoother handoff and keeps deals moving through the pipeline.
Chorus integrates with a variety of communication channels and CRMs, including both Hubspot and Salesforce, as well as other sales enablement tools like Salesloft.
Upmarket is a sales enablement software designed to simplify the sales process. The platform automates several time-consuming aspects of outbound sales by turning the traditional playbook into an easy-to-use system, with call personalization suggestions, insight tracking, and onboarding support.
Upmarket integrates with a variety of communication channels and CRMs, including Salesforce, Outreach and Slack.
Implementing sales enablement tools at your organization
Before implementing any sales enablement tools, make sure all relevant information is properly stored and organized within a CRM. Keep track of all contacts, deals, campaigns, and correspondence, ideally in one place. This will make it much easier to start using a new tool.
When implementing any sales enablement tools, ensure open communication between your sales and marketing teams. According to the Precision Marketing Group, sales and marketing alignment results in 24% faster revenue growth, but few companies make an effort to integrate the two. Introducing a new tool is a great opportunity to foster collaboration since it’s likely that members of both teams will be using the same platform.
Final tips for using sales enablement tools
The right sales enablement tools will make it easier for your reps to do their job and ultimately help them close more deals. Although there are many different tools on the market, choosing the right one doesn’t have to be complicated; start with a strong sales enablement strategy, consider your organization’s goals, and choose your tools accordingly.
If you need help building out your sales enablement strategy, click here to learn about our coaching and consulting services.
Experience and a lot of testing have shown us that it is possible to create email templates that people actually resonate with.
You don’t have to figure it out alone, whether you’re starting off as a sales representative, looking to improve your game or providing your team with expert advice, we have your back!