Examples of common sales stack tools
Choosing the best sales tech for your organization can be a daunting task for a number of reasons, such as the need to integrate diverse technologies, align with various team preferences, and address legacy systems.
As a starting point, consider your existing sales processes to identify the most essential tools for salespeople at your organization. Just as no two sales teams are identical, every organization's tech stack needs will also look a little different. Let's take a look some some of the more common types of tools in the sales tech stack:
- Account and contact managementsoftware focuses on managing individual contacts and accounts and is particularly useful for sellers who need to track interactions, manage follow-ups, and stay updated on account-specific details. While some features may overlap with a CRM (see below), it does not support the full customer lifecycle.
- Sales content management software (CMS) stores marketing and sales collateral in one place, helping GTM teams collaborate, automate processes, and manage approved assets. A sales CMS also surfaces relevant content for sellers and enables them to personalize collateral for their customers.
- Conversational intelligence (CI)software uses AI to capture, analyze, and provide insights into sales conversations, whether they occur over the phone, through video calls, or in written messages such as email and chat. CI software can also identify keywords and topics of conversation, making it easy for leaders and sellers to understand the salient points of the call. This gives GTM leaders the right intelligence to make strategic business decisions, coach sellers, and forecast deals.
- Customer relationship management (CRM) software is a platform for managing all customer interactions and relationships, providing a holistic view of the customer lifecycle. It includes account and contact management but goes beyond by offering functionalities like sales automation, lead tracking, opportunity management, pipeline forecasting, and customer service management.
- Sales engagementsoftware is designed to streamline and optimize the entire sales process, from prospecting and outreach to closing deals and nurturing customer relationships. It offers a centralized platform with functionality that enables multichannel communication, personalized messaging, lead prioritization, activity tracking, and analytics and reporting.
- Sales forecasting software uses historical data and predictive algorithms to forecast future sales trends and help organizations make informed strategic decisions. The software integrates with various data sources to create a comprehensive dataset for analysis and uses various forecasting models — such as time-series analysis, moving averages, exponential smoothing, and regression analysis — to predict future sales revenue accurately.
- Training and coaching tools provide learning programs that are quick and easy to consume, helping sellers onboard and access continuous training on the latest sales techniques, company product updates, and business trends. Training, coupled with real-life scenario-based practice gives reps the personalized coaching needed to improve their skills and reach their goals.
