It’s been awhile since we’ve done a “Tools We’re Loving” post, but it’s always a treat to see posts like this and this continuing to drive traffic. It serves as a nice reminder that folks are always on the hunt for tools to help them do their jobs better, faster, and more efficiently.
This time around, we’ve collected our favorite tools for sales teams who want to accelerate their sales cycle and close every deal strong. Enjoy!
P.S. If you're looking for more pro sales tips, be sure to download our free eBook: "The Ultimate Guide to Lean Selling." It's chock-full of actionable tips for sales teams looking to sell more efficiently.
1. Data Scraping Tools
Gone are the days of scrolling through hundreds of LinkedIn profiles in search of bits of information about a company, a team, or a specific individual. With data scraping tools like Clearbit, sales teams have the opportunity to collect information about thousands of prospects in just a few clicks.
Before you raise your hand to ask about exactly where that information is coming from, Clearbit gathers data from sites that are public and searchable. The tool simply aggregates information much (much) faster than a human can.
Once sourced, the data is cleaned up and made searchable. Sales teams can then filter the data by titles (like “COO”) or by industries (like “Real Estate”) for a nice, tidy list of information.
In addition to being a great tool for SDRs, data scraping can also help sales teams get insight into their company’s existing customers. Running customer emails through the system will return information about their roles, their current and past companies, and much more.
2. Prospecting Tools
Ever stop to think about where the term prospecting comes from? Before it became synonymous with sales, it was used to describe the act of surveying a vast expanse. Later on, it became known among gold mining communities as the act of finding gold amidst miles of silt. All this to say – prospecting has always been a daunting challenge. Searching for precious little in a vast expanse is no easy task.
Luckily, modern technologies have made it much easier to find your treasure.
There’s quite the selection when it comes to prospecting tools. Some come in the form of investigative tools that integrate with your CRM – like HubSpot’s Sidekick for Business – while others are standalone – like Charlie App or Norbert. These tools help SDRs find the right people to contact, then help them focus their outreach on the most valuable out of the lot.
A couple of the more comprehensive prospecting tools include SalesLoft and Outreach. Both help SDRs manage their prospecting workflows more effectively. Both help to take the guesswork out of what the reps should be doing at any given time.
3. Email Tools
Emails remain one of the most valuable communication currencies for sales. Phone calls are easily ignored or blocked. Paper letters are almost never received. But emails – people look at their emails as they’re eating cereal in the morning, commuting to work, and right before they go to bed. If you can send helpful, targeted, friendly, actionable emails as a sales representative, you see the rewards in exchange. If you can use tools to help you achieve this, all the better.
Take an email tool like Boomerang, for instance. This tool allows you to make sure you never let a prospect, client, or business partner slip through the cracks. It works by allowing you to set the exact time you’d like a message to go out, and to boomerang a message back if different criteria are met. For example, “Boomerang this email back in one week if it goes unanswered” or “Boomerang this email back regardless of response.”
More robust tools like Yesware take email management to a new level by adding tracking to the emails, so you can see exactly when a prospect has viewed or opened the email. It keeps you in the loop so you’re not simply sending your emails into a black hole.
4. Video Chat Tools
Face–to–face time is incredibly important for sales teams. That’s why video chatting tools are still valuable go-tos for sales teams engaging with long-distance or international sales. One of our HelloSign Account Executives, Mike Petrosyan had high praise for the oldest and most well-known video chat tool: Skype.
“Skype is awesome for face–to–face interactions and it really helps to build relationships overseas. [If your company] is a global service, that's invaluable for sales and – especially – retention.”
And while Skype might be the old standard, other video chat tools continue to pop up.
Other favorites include:
5. Team Communication Tools
Piggybacking off client communication tools, tools that enable easy communication between teams are also invaluable to sales teams. These chat tools are helpful for sharing important information between teams and departments instantaneously. But there’s another compelling benefit for sales teams.
Mike had this to share about another of his favorite tools: “Hipchat is more focused on internal operations; the "indoor Skype.” It's a great tool to get quick responses from internal subject-matter experts during a call.”
Beyond Hipchat, other team communication tools include:
- Slack (PS HelloSign integrate with Slack, giving sales teams the power to see real-time notifications when contracts are signed!)
6. HelloSign eSignatures (and HelloSign CRM Integrations)
We’d be remiss if we didn’t include HelloSign eSigantures on the list. As all good sales representatives know, a deal can’t be made official until the contract is signed. HelloSign gives sales teams the power to sign and send contracts online in a matter of minutes. We can also be integrated into beloved CRM systems like Salesforce and Hubspot.
Email reminders for any unsigned contracts give sales reps peace of mind that nothing falls through the cracks, and automatic notifications for document activity (like when it’s opened, viewed, and signed) give you a full overview into the journey of the document.
Other reasons that make HelloSign an appealing option for sales teams:
- Instantaneous signing from clients, resulting in a total average document turnaround time of under 45 minutes.
- eSignatures can be used as competitive product leverage. If you're selling a service or platform that includes document management, the appeal of eSignatures is an incredible lure for clients. Brokermint, a platform for back office paperwork management, saw a 23% increase in sales when they integrated the HelloSign API.
7. Customer Success Tools
With customer success becoming an enormous asset to successful sales cycles, it’s no wonder that more sales teams now consider customer success tools to be an essential piece to their wheelhouse. Luckily, there are tons of these tools at our disposal.
For example, Preact, which bills its value as “Enabling SaaS Companies to Reduce Churn.” They empower their users to do this by providing data to assess customer health. Other popular customer success management platforms include big hitters Gainsight, Intercom.io and Totango.
Hungry for More?
Sales tools should always be considered enablers of a strategy, not fix-all solutions for your lack of one. Matt Heinz, President of Heinz Marketing Inc. puts it quite nicely: "Tech for tech’s sake doesn’t help you win deals. Tech that makes you faster, smarter, more effective, more efficient — that’s the tech you need."
If you're interested in seeing how HelloSign eSignatures and HelloSign's CRM integrations can help you or your sales team become faster, smarter, more effective, and more efficient, download our free 32-page resource: "The Ultimate Guide to Lean Selling."
We have a free sales resource to hold you over. Download "How Sales Teams Use eSignatures to Sell Smarter" today!