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March 1, 2023

How to build the ideal sales tech stack

If you're looking for a good starting point in building out your own sales tech stack, then you've come to the right place. We wanted to give you a leg up in selecting sales software that will grow with you as your business scales by sharing the software categories you should consider and some of the top-rated tools within those categories. To keep things simple, we decided to use the sales software categories used by G2 — because why reinvent the wheel? But before we dive straight in, let's cover what a sales tech stack is.

A sales tech stack is a collection of technology tools and software that sales teams use to manage and automate their sales processes. The core of the tech stack is customer relationship management (CRM) software and other technologies are selected around the CRM to help streamline and optimize the sales process. The goal of a sales tech stack is to improve the efficiency, effectiveness, and accuracy of sales activities, ultimately helping sales teams close more deals and generate more revenue.

Customer Relationship Management

CRM stands for "Customer Relationship Management". It refers to software or technology that businesses use to manage interactions with customers and potential customers. A CRM system typically includes a database of customer information, tools for managing customer interactions (such as email, phone, and social media), and analytics tools to help businesses understand customer behavior and preferences. The goal of a CRM is to improve customer relationships, streamline sales and marketing processes, and ultimately drive business growth.

Some of the top-rated sales compensation tools include:

Sales Compensation

Sales compensation software, also known as sales commission software or sales incentive compensation management software, is a tool used by organizations to automate and manage sales compensation plans. The software helps companies design and administer sales compensation plans by calculating and tracking commissions, bonuses, and incentives based on individual and team performance. It helps ensure accurate and timely payouts, improves transparency, and motivates sales reps to achieve their targets.

Some of the top-rated sales compensation tools include:

Contract management and E-Signature

Contract management software is a tool that helps businesses manage the entire lifecycle of a contract, from creation to execution and beyond. This software is designed to help businesses create, store, track, and manage contracts in a centralized system, making it easier to manage the entire process from beginning to end. Features may include automated workflows, approval processes, e-signatures, tracking and reporting, and more. The software can help businesses improve contract compliance, reduce errors and omissions, and improve overall efficiency in the contract management process.

Some of the top-rated contract management tools include:

Sales acceleration

Sales acceleration software is a suite of tools and technologies designed to help sales teams improve the efficiency and effectiveness of their sales processes. These software solutions often include features such as lead scoring, predictive analytics, data enrichment, sales email automation, dialers, and more, with the goal of helping sales teams close more deals in less time. By streamlining sales processes and providing salespeople with the right tools and insights, sales acceleration software can help organizations increase productivity, reduce costs, and drive revenue growth.

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This category is massive and contains many sub-categories as you can see below.

  • Conversational intelligence
  • Digital sales room
  • Email tracking
  • Lead-to-account matching and routing
  • Outbound call tracking
  • Sales coaching
  • Sales enablement
  • Sales engagement
  • Salesforce CRM document generation
  • Sales performance management
  • Sales planning
  • Sales training and onboarding

Rather than listing out our favorites within each sub-category, here are our picks across the board:

Sales Intelligence

Sales intelligence software is a type of technology that provides sales teams with relevant and actionable data and insights to help them make informed decisions and close more deals. It typically includes features such as lead and account prioritization, predictive analytics, competitor analysis, social media monitoring, and more. The goal of sales intelligence software is to give salespeople a competitive edge by providing them with a deeper understanding of their prospects and customers, as well as the market and industry trends that impact their sales performance.

Some of the top-rated sales intelligence tools include:

The Takeaway

In conclusion, building an effective sales tech stack is crucial for the success of any sales organization. A well-rounded sales tech stack should encompass a range of software solutions that help sales reps to work efficiently and effectively throughout the sales process, from prospecting to closing deals. It should also provide real-time insights and metrics that allow sales leaders to make data-driven decisions to optimize their sales processes. By leveraging the right combination of tools, sales teams can streamline their workflows, reduce manual tasks, and ultimately increase productivity and revenue. So, invest the time and resources needed to build the right sales tech stack for your team, and watch as your sales organization becomes a well-oiled machine.

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Guido Bartolacci

Guido is Head of Product and Growth Strategy for New Breed. He specializes in running in-depth demand generation programs internally while assisting account managers in running them for our clients.


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