In the last few years, we’ve seen an accelerated need for digital transformation during the 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 more flexible and agile work than ever, 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. Different Types of Enterprise Sales Tools
- 2. Top 10 Enterprise Sales Tools Your Teams Should Evaluate
- 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
Different Types of Enterprise Sales Tools
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.
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 the preference for how we work, sales teams increasingly rely on recorded video sharing by the salesperson instead of in-person product demonstrations. As industries survived 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 Your Teams Should Evaluate
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 is rated as the top tool reps want to take to their next role with them. 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 most important datasets 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 and 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 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 and keep 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 identifying who is your most likely champion at the account.)
DocuSign is a suite of applications to streamline the paperwork side of sales. It’s an essential tool for remote work, from electronic signatures to automated workflows and contract management. 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.
Video tools are undeniably the star player of remote sales tools—reps say it’s a top sales tool they’d want to take with them to their next job. But it’s not just for sellers.
Video creation increased nearly 30% last year, and teams need an effective way to manage all that content. The Vidyard platform lets you take video content beyond YouTube to achieve all your go-to-market 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 analytics tools.
This post was originally published on January 6, 2022. It was updated on July 15, 2023.