In the last couple of years, we have seen an accelerated need for digital transformation during the COVID-19 pandemic which has driven the need for practical and scalable enterprise sales tools. Enterprise sales tools and sales enablement platforms allow salespeople to understand their prospects, track real-time data to make better decisions, and build an all-star team to streamline lead generation.
And as we face a future of work that is more flexible and agile than ever before, the best enterprise sales tools are working double-time to keep our teams connected and productive. But not all technology is equal. And while there are many great solutions and clever product managers to market them, it can be hard to find the right fit for your business.
- 1. Humanizing Sales Enablement
- 1.1 Types of Enterprise Sales Tools
- 2. Top 10 Enterprise Sales Tools
- 2.1 Salesforce
- 2.2 LinkedIn Sales Navigator
- 2.3 Hunter.io
- 2.4 Zoominfo
- 2.5 Terminus
- 2.6 Tableau
- 2.7 People.ai
- 2.8 Gong
- 2.9 DocuSign
- 2.10 Vidyard Enterprise Video Platform
Humanizing Sales Enablement
Sales enablement simply refers to the tools that help your sales team connect with potential customers. Once upon a time, any smooth-talking salesperson with a well-designed pitch could close the deal. But today’s decision-makers need more. They need proof, transparency, and connection even to consider taking the next step. As the sales process becomes more human, your team’s tools to do their jobs effectively also become more human-centric.
Enterprise sales tools provide the functionality to compile all your core sales enablement requirements with an easy-to-use platform so that your team has the right information at the right times during the customer journey to build your customer base. 76% of organizations saw a significant increase (6%-20%) in closes when they invested in sales enablement tools.
Types of Enterprise Sales Tools
There are five types of important enterprise sales tools:
- Data Collection and Reporting
- Defined Sales Processes
- Lead Scoring Systems
- Contact Databases for Leads, Next Steps, Customers
- Sales Content (Case Studies, Demo Decks)
As working from home and hybrid work continues to be embraced as the “new normal,” sales teams increasingly rely on recorded video sharing by the salesperson instead of in-person product demonstrations. As industries truck through the isolation of the COVID-19 pandemic, human-focused enterprise sales tools are redefining what’s possible for the foreseeable future.
Top 10 Enterprise Sales Tools
Listed below are the most innovative enterprise sales tools on the market today. Learn how they can power your sales funnel.
Salesforce is the definitive sales tool. It’s a customer relationship platform (CRM) that offers scalable, cloud-based deployment. A key benefit of Salesforce is that it’s exceptionally customizable.
Salesforce makes it easy to configure widgets so your company can track the datasets that are most important for your bottom line.
On the flip side, all that customization power can cause your costs to skyrocket. Salesforce uses a scalable pricing model, which means the more add-ons/users you have, the more you pay. Another obstacle to the customizable nature of the software is limited technical support.
9. LinkedIn Sales Navigator
LinkedIn is the business world’s answer to social media. Its platform facilitates networking in the digital world. So great that LinkedIn realized they could monetize through a trial model by limiting certain functions that require a subscription.
LinkedIn Sales Navigator lets users send “InMails,” build prospect lists, receive lead recommendations, and connection notifications in a convenient format that effortlessly integrates with an existing CRM.
LinkedIn’s name recognition is probably the only thing that lands it on this list. The data is there, but it isn’t intuitive or easy to access. And let’s not even get into what happens if you want to share information outside of your team. However, if you’re already using LinkedIn for some activities, then its tools might fit a niche-specific need.
Hunter.io is a Chrome extension prospect list-building tool for finding contact information, facilitating email verification, and conducting bulk domain research. However, the Hunter.io tool is limited in scope (contact information only), which makes it great for building email lists, but it does not help when it comes to targeting social media.
Zoominfo is a contact intelligence software for list building. It’s similar to competitors like Hunter.io.
Zoominfo is a cloud-based sales enablement tool that is considered the gold standard for industries like talent acquisition. The company is growing fast and adding new features to expand its software while making big strides to expand the data available.
Terminus brands itself as an account-based engagement platform. Teams can use their software to collate customer data, discover intent, and create targeted lists. Detailed analytics are available across multiple marketing channels. Using Terminus software, your team can track digital engagement to create better efficiency in your marketing efforts.
Tableau is a data analytics platform that focuses on data visualization and simple navigation. The company believes that your team should be able to access the right data without learning another software. Tableau aims to be the one platform that everyone from IT to sales and executives can easily use. Tableau integrates with your Salesforce CRM to put the data exactly where you need it.
People.ai is a data aggregator add-on that integrates with your Salesforce CRM. If you’re looking for a way to get better data that keeps your sales team focused while managers and C-level executives monitor end-to-end visibility. People.ai is a great tool for setting custom key performance indicators (KPIs) to track, as well as keeping accurate data on daily sales activities.
Gong is an enterprise tool that allows you to monitor customer interactions, simplifying the process with alerts for risks and opportunities so that you can spend your time where it will make the biggest impact. The software, while useful, has some room for improvement, especially when it comes to transcription.
(Bonus: Gong integrates with Vidyard! When your contact watches a video you sent, you’ll see data about that view—like how much of the video they watched—right on Gong’s Activity Timeline. It’s great for pinpointing which next steps to take, or for identifying who at the account is your most likely champion.)
DocuSign is a suite of applications to streamline the paperwork side of sales. From electronic signatures to automated workflows and contract management, it’s an essential tool for remote work. It’s fully compatible with Salesforce CRM. However, if you’re only using the software to sign documents, you might get by with free tools from Adobe.
1. Vidyard Enterprise Video Platform
Video tools are undeniably the star player of remote sales tools. Vidyard’s enterprise video platform lets you take video content beyond YouTube to achieve your sales and marketing goals.
Vidyard lets you create, personalize, share, embed, organize, and analyze data on all your video content, plus robust integrations mean it works with your core CRM, MAP, and Sales Engagement solutions. For example, screen record your sales pitches, then embed the video in a sales outreach email—from there, you can track engagement through Vidyard’s enterprise video platform.