In today's competitive marketplace, equipping your sales team with the right tools is crucial for success. Sales enablement tools can streamline processes, boost productivity, and ultimately drive revenue growth. But with the abundance of options available, it can be challenging to determine which tools are the best fit for your team. In this comprehensive guide, we will explore the top sales enablement tools that can empower your sales team and lead them to victory.
Understanding Sales Enablement Tools
Sales enablement tools encompass a wide range of technologies and applications designed to enhance the performance of sales teams. These tools enable sales reps to operate more effectively and efficiently, aligning marketing, sales, and content teams throughout the sales funnel. With complete visibility into the sales cycle, these tools facilitate seamless collaboration and enable data-driven decision-making.
Sales enablement tools can be categorized into various types, including sales engagement tools, sales content management platforms, "bite-size" video platforms, sales intelligence tools, and sales intent tools. Each type of tool serves a specific purpose in empowering sales teams with the right assets and information to close deals successfully.
The Best Sales Enablement Tools for 2023
1. Highspot
G2 Rating: 4.7 ⭐
Ideal for: Sales Leaders and Sales Reps at B2B Companies
Highspot is an intelligent sales enablement platform equipped with AI-powered analytics and end-to-end features. This tool offers content management, training, and customer engagement capabilities. Highspot's advanced filtering system ensures easy access to relevant content, while tailored pages or "kits" can be created for specific audiences. With its sales analytics feature, Highspot provides valuable insights for refining sales strategies and increasing revenue.
Key Features:
- AI-powered recommendations and predictive content analytics
- Sales plays for step-by-step guidance and improved productivity
- Advanced analytics for optimizing content performance
- Onboarding and reskilling functionalities
- Seamless integration with various tools and content types
Pricing: Highspot is priced at $600 per user annually, with a minimum requirement of 50 users.
2. Showpad
G2 Rating: 4.6 ⭐
Ideal for: Sales and Marketing Teams at B2B Companies
Showpad is a comprehensive sales enablement platform that offers a wide range of tools to streamline the sales process. With seamless integration with other commonly used tools, Showpad provides content management, campaign planning, and audience engagement features. Showpad's marketing rules and machine learning capabilities enable customized content recommendations for sales reps, ensuring personalized interactions with potential customers.
Key Features:
- Intelligent search and filtering for quick content access
- Personalization and differentiation of buyer interactions
- Analytics for identifying and addressing funnel gaps
- Integration with popular applications such as email platforms, CRMs, and social media platforms
Pricing: Showpad offers different pricing plans tailored to specific needs, which can be requested through their website.
3. Seismic
G2 Rating: 4.7 ⭐
Ideal for: Sales Enablement Teams, Sales Teams, Marketing Teams
Seismic is an AI-powered sales enablement platform that optimizes marketing strategies through its comprehensive set of tools. It offers content management, campaign planning, and audience engagement features. Seismic's predictive content recommendation feature suggests relevant content at the right stage of the selling process, saving time and improving success rates. With powerful analytics and integration capabilities, Seismic empowers sales and marketing teams to track performance and measure ROI effectively.
Key Features:
- Predictive content recommendation for time-saving and improved success rates
- Engagement tracking and performance optimization through analytics
- Integration with various applications for seamless workflow
- Customizable content control permissions
Pricing: Seismic typically costs between $384 and $780 per user per month, based on customer reviews.
4. SMARTe
G2 Rating: 4.8 ⭐
Ideal for: Sales Professionals and anyone who prospects
Consider using SMARTe if you want to prospect powerfully. It's a sales intelligence tool that provides globally accurate contact and company information. Unlike its competitors like ZoomInfo, Apollo.io and cognism, with SMARTe you can save upto 50% of your data spends. Additionally, SMARTe's enrich improves lead quality by filling in missing information about prospects, utilizing a vast database. Get a superior mobile number coverage of 70% in NA and 45-50% across EMEA, APAC & LATAM.
Top features we liked:
- Extensive database - With over 260+ million companies and more than 20 million contacts, SMARTe has a global database so that sales users have access to accurate information
- CRM integration - SMARTe integrates seamlessly with popular CRM systems and sales enagement tools, making it easier for to save contact data thus improving efficiency and saving time
- Chrome Extension - Prospect on company websites and LinkedIn profile, reveal contact information and save it to your CRM with leaving your browser tab.
Pricing:
Sign up for free and get 10 free reveal credits every month. Check this out for custom pricing.
5. Storylane
G2 Rating: 4.8 ⭐
Ideal for: Sales Solution Engineers, Sales Reps, Product Marketers, Customer Success Teams
Storylane is an intuitive product demo platform that helps businesses create visually stunning demos to engage prospects, shorten sales cycles, and accelerate onboarding. With auto-personalization features, Storylane caters to each prospect's unique needs, resulting in higher engagement and conversions. Real-time analytics provide valuable insights into lead engagement, while interactive product walkthroughs can be shared across multiple platforms, increasing visibility and sales.
Key Features:
- No-Code Personalization for complete demo personalization
- Interactive guides with flows and product tours to keep prospects engaged
- Analytics and valuable insights for tracking engagement
- Integration with various tools, including HubSpot, Salesforce, Marketo, and Pardot
- Team collaboration for seamless demo creation
Pricing: Storylane offers different pricing plans, including a free plan, starter plan, growth plan, and enterprise plan.
6. Mindtickle
G2 Rating: 4.7 ⭐
Ideal for: Sales Leaders, Frontline Sales Managers, Sales Ops Teams
Mindtickle is a cloud-based sales readiness and enablement platform designed to improve sales skills and increase revenue growth. It offers onboarding and sales training tools, content management, and conversation intelligence capabilities. Mindtickle's engaging learning methods, such as micro-learning, videos, quizzes, and gamification, keep sales reps motivated and involved in the training process. With data-driven insights, Mindtickle allows you to measure the effectiveness of your training program and track progress.
Key Features:
- Sales training and content management for improved selling
- Continuous learning with bite-sized sales training modules and challenges
- Performance management tools for monitoring progress and rewarding success
- Personalization and customization options for profiles and dashboards
- Data-driven insights for measuring training effectiveness
Pricing: Mindtickle offers pricing tailored to specific features and the number of users.
7. HubSpot Sales Hub
G2 Rating: 4.4 ⭐
Ideal for: Sales Reps and Managers
HubSpot Sales Hub is an all-in-one sales software that simplifies lead management, sales activity tracking, and revenue forecasting. It offers sales analytics, sales engagement tools, advanced permissions, and a built-in CRM for clear insights into leads, accounts, and stats. HubSpot Sales Hub is available in multiple languages and provides a complete sales solution for teams worldwide.
Key Features:
- Salesforce automation and desktop integration for streamlining sales processes
- Video recording for creating engaging content
- Additional features such as calling, call tracking, product library, and playbooks
- Email marketing, lead qualification, and territory management capabilities
- Unique features not available in all CRM solutions
Pricing: HubSpot Sales Hub offers different pricing plans, including a free plan, starter plan, professional plan, and enterprise plan.
8. Guru
G2 Rating: 4.7 ⭐
Ideal for: Sales Teams, Marketing Teams, Support Teams, Product Enablement
Guru is a knowledge management solution designed for B2B, B2C, SaaS-based companies, and educational industries. Guru empowers teams with the right information when they need it, ensuring consistent and accurate messaging across the organization. With its AI-powered recommendations and integrations with various tools, Guru facilitates seamless knowledge sharing and enables efficient collaboration.
Key Features:
- AI-powered recommendations for quick access to relevant information
- Integration with popular tools for seamless workflow
- Team collaboration for efficient knowledge sharing
- Analytics and insights for tracking knowledge utilization
- Customizable permissions to ensure data security
Pricing: Guru offers different pricing plans tailored to specific needs and team sizes.
9. Ambition
G2 Rating: N/A
Ideal for: Sales Teams that Focus on Sales Coaching and Gamification
Ambition is a sales enablement tool that specializes in sales coaching and gamification. It tracks performance in a fun, visual way, making it ideal for teams that want to improve both in-person and remote sales staff. Ambition helps sales managers streamline the onboarding process, personalize training for seasoned salespeople, and optimize communication and dialing capabilities.
Key Features:
- Sales coaching and gamification for improved performance
- Onboarding tools for a seamless transition
- CRM integration and communication features
- Customizable training programs
Pricing: Ambition's pricing details can be obtained by contacting their sales team directly.
10. Boomerang
G2 Rating: N/A
Ideal for: Sales Reps Focused on Email Outreach
Boomerang is an email marketing tool that elevates email outreach to an art form. It utilizes data and analytics to optimize email open rates and response rates. Boomerang's automation feature resends emails at the most opportune time for increased chances of response. With built-in calendar integration and compatibility with popular email platforms, Boomerang enhances productivity and effectiveness in email outreach.
Key Features:
- Email marketing optimization for increased response rates
- Automation for strategic email timing
- Calendar integration for seamless scheduling
- Compatibility with popular email platforms
Pricing: Boomerang offers different pricing plans, including a free plan, personal plan, and pro plan, with varying features and limits.
11. Cloze
G2 Rating: N/A
Ideal for: Sales Reps Engaging with Multiple Clients across Multiple Platforms
Cloze is a customer relationship management tool that consolidates customer interactions across various platforms into one easy-to-access page. It eliminates the need for manual data entry and prompts follow-ups based on a holistic view of communication history. With document tracking and sharing capabilities, Cloze ensures seamless organization and recall of shared content.
Key Features:
- Consolidation of customer interactions for easy access
- Follow-up prompts based on communication history
- Document tracking and sharing capabilities
- Integration with popular communication platforms
Pricing: Cloze offers different pricing plans, including a free plan, individual plan, and team plan, with varying features and limits.
12. Datanyze
G2 Rating: N/A
Ideal for: Sales Reps Conducting Research on Qualified Leads
Datanyze is a sales intelligence tool that helps sales teams identify and target qualified leads. It provides valuable insights about a prospect's business by scanning public information, including websites and other online sources. Datanyze offers qualifiers such as annual revenue, number of employees, and existing solutions, enabling sales reps to tailor their outreach to specific needs effectively.
Key Features:
- Sales intelligence for targeted lead generation
- Insights into a prospect's business for personalized outreach
- Qualifiers and relevant information for effective targeting
Pricing: Datanyze's pricing details can be obtained by contacting their sales team directly.
13. Emissary
G2 Rating: N/A
Ideal for: Sales Reps Seeking Personal Insights from Industry Executives
Emissary is a unique sales enablement tool that connects sales reps with high-level executives. Through the Emissary network, sales reps can gain real-time advice and insights from industry leaders. This person-to-person connection enables sales reps to understand how leaders think and close deals more effectively. Emissary is an invaluable resource for sales teams seeking personal insights and guidance from industry insiders.
Key Features:
- Real-time advice and insights from high-level executives
- Personal connection for understanding industry leaders
- Guidance for effective deal closure
Pricing: Emissary's pricing details can be obtained by contacting their sales team directly.
Conclusion
Sales enablement tools are essential for equipping your sales team with the necessary resources and information to succeed in today's competitive marketplace. Whether it's content management, sales engagement, or sales intelligence, choosing the right tools can streamline processes, boost productivity, and drive revenue growth. Evaluate your team's unique needs and explore the top sales enablement tools discussed in this guide to empower your sales team and achieve sales success in 2023.
Remember, each tool has its own pricing structure, so it's important to contact the respective sales teams for detailed pricing information.
Disclaimer: The ratings provided are based on G2 reviews at the time of writing and may be subject to change. It is recommended to visit the respective tool's official website for the most up-to-date information.
FAQs:
Is CRM a sales enablement tool?
Yes, Customer Relationship Management (CRM) software is often considered a sales enablement tool. CRM systems help organizations manage their interactions and relationships with customers and prospects. They provide sales teams with valuable tools for tracking leads, managing contacts, automating tasks, analyzing customer data, and improving communication, all of which can enhance the efficiency and effectiveness of the sales process. By providing a centralized platform for managing customer information and sales activities, CRM systems enable sales teams to be more productive and make data-driven decisions, making them a key component of sales enablement strategies.
What is Sales Enablement?
Sales enablement refers to the process of providing sales teams with the resources, tools, training, and information they need to effectively engage with customers, close deals, and drive revenue growth. The primary goal of sales enablement is to empower sales professionals to sell more efficiently and productively, ultimately leading to improved sales performance and results.
How do you create a Sales Enablement strategy?
Creating a successful sales enablement strategy involves careful planning and alignment with your organization's sales goals and objectives. Here are the key steps to create a sales enablement strategy:
- Understand Your Sales Team and Target Audience:
- Start by gaining a deep understanding of your sales team's strengths, weaknesses, and needs. What are their skill gaps? What challenges do they face in the sales process?
- Understand your target audience, their pain points, objections, and buying journey. Your sales enablement strategy should align with how customers make purchasing decisions.
- Define Clear Goals and Objectives:
- Determine what you want to achieve with your sales enablement strategy. Examples of goals could include increasing revenue, shortening sales cycles, improving win rates, or enhancing customer satisfaction.
- Create Buyer Personas:
- Develop detailed buyer personas that outline the characteristics, challenges, and motivations of your ideal customers. This information will inform your content and training materials.
- Identify Key Sales Assets:
- Take an inventory of your existing sales assets, including presentations, case studies, product documentation, and marketing materials. Determine what's working and what needs improvement.
- Develop Sales Playbooks:
- Create sales playbooks that outline best practices, objection handling techniques, and step-by-step guidance for various sales scenarios. Ensure these playbooks align with the buyer's journey.
- Content Creation and Management:
- Develop high-quality, relevant content that addresses customer pain points and provides value at each stage of the sales funnel.
- Implement a content management system to organize and distribute these assets effectively to your sales team.
- Training and Development:
- Provide ongoing training to your sales team, covering product knowledge, sales techniques, objection handling, and the use of sales tools and technology.
- Consider leveraging e-learning platforms and providing certification programs to ensure knowledge retention.
- Technology and Tools:
- Invest in and integrate the right technology tools, such as CRM systems, sales automation software, and analytics platforms, to support your sales team's efforts.
- Feedback and Continuous Improvement:
- Establish mechanisms for collecting feedback from your sales team and customers. Use this feedback to make continuous improvements to your sales enablement strategy.
- Measure and Analyze:
- Define key performance indicators (KPIs) to measure the effectiveness of your sales enablement strategy. Common KPIs include revenue growth, win rates, sales cycle length, and content engagement metrics.
- Regularly analyze data to identify areas for improvement and adjust your strategy accordingly.
- Align Sales and Marketing:
- Foster strong collaboration between your sales and marketing teams to ensure messaging consistency and effective lead generation.
- Sales Enablement Governance:
- Implement clear governance and ownership of your sales enablement strategy to ensure it remains a priority within the organization.
- Communication and Adoption:
- Effectively communicate your sales enablement strategy to the entire sales organization and ensure adoption through ongoing reinforcement and support.
Remember that sales enablement is an ongoing process, and your strategy should adapt to changes in the market, customer preferences, and your organization's goals.
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