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How to Choose the Best Sales Enablement Tools in 2022

How to Choose the Best Sales Enablement Tools in 2022

Learn how to choose the best sales enablement tools in 2022.

4 min read

Writer

https://ghost.scalestack.io/content/images/2022/04/Mateo.jpg

Mateo Bilbao

scalestack

How to Choose the Best Sales Enablement Tools in 2022

Information about the writer

Sales & Marketing head at Scalestack

Choosing a tool of any kind is never as easy as it seems to be. In order to choose wisely, you need to have information. This article will provide all the information necessary so you can select one or more sales enablement tools that fit your business and make it grow.

When you hire a new seller, what does their ramp-up process look like?

If your company is small, you will probably send out a quick email or message in your team channels. If it is a bigger announcement, you would probably get the whole sales team on a conference call. But even though these are acceptable ways for communicating those updates, they are not the best way to enable your sales team. And that is because sales enablement is not just about telling your salespeople about updates and new products.

Actually, sales enablement is about enabling them and giving them the tools they require to learn about these new features, get familiar with them to talk to prospects confidently about them, and even pull up the right information, like videos, to share with potential clients at a moment’s notice. And you cannot really do that over an email, which is why having the right sales enablement tools is essential.

What is Sales Enablement Software

Basically, sales enablement software is the technology and apps that are designed to help your sales team do their job more effectively as well as efficiently. From communications platforms and power dialers to sales asset management tools, many programs can be categorized as sales enablement tools. And choosing the right ones for your team must be a key part of your sales management strategy.

Sales Enablement Software

Types of Sales Enablement Tools

There are many types of sales enablement tools. Too many, perhaps, which makes it even more complex to choose from that many. Here are some of the main types of tools in the area.

First of all, we have sales engagement tools, which are generally tools that let sales teams engage, or communicate with, potential buyers. This includes email, phone, and social media outreach.

Second of all comes sales content management. If you are selling a more complicated product, like enterprise software, you will likely need a good sales content management tool. This type of software lets you organize all the blogs, case studies, PDFs, videos, and any other content of your sales playbook that your people are using on a daily basis.

Thirdly, we have sales intelligence tools. These ones are probably the more valuable in a B2B SaaS context, but a good sales intelligence tool can give your team a hand by uncovering insights about a prospect's business so they can adapt their outreach to their specific needs.

If you are in a business where every touchpoint matters, this is a fine way to optimize and get the most out of your outreach efforts.

Then, there are sales intent tools. The primary role of sales intent tools is to help sales teams zero in on qualified leads. Using data collected from sales intent tools, you can, for instance, find out what roles or titles of people are engaging with your website.

How to Choose Sales Enablement Tools

Past features and prices, there are other important things to pay attention to when acquiring sales enablement tools. When doing this, you must ask yourself some questions.

For example, you should think about how a sales enablement tool fits in with our existing tech stack. If you are using other sales software, you should make sure your sales enablement tool integrates with as many of them as possible. You do not want to get halfway through onboarding only to realize that everyone is spending more time copying and pasting data instead of focusing on the more relevant stages of the sales process.

Choice

You should also figure out what is the roll-out like, and how can you get people up to speed using these tools. Ask your sellers about average onboarding times and what the process looks like for a company similar to yours. If they can provide references from their other customers whose teams or integrations are similar to yours, better.

Regarding ease of use and configuration, you should ask yourself how much day-to-day maintenance is needed. On a related note, if your new sales enablement software forces you to spend a lot of time doing manual maintenance tasks every day, then you will have to consider whether that investment is really worth it in the long run. Most probably it is not if that is the case.

3 Areas of Sales Enablement Tools

In this section, we will discuss the 3 areas that sales enablement tools work on. With this information, you have more than enough to go out and start looking for one or many sales enablement tools to work with you.

1. CRM

A good customer relationship management tool will help your sales team stay organized by storing all your customer data and relationship history in one place. One of the most crucial things when it comes to your tech stack is making sure that your CRM integrates with your other sales enablement tools. If you are using something like Salesforce, that is probably not an issue because almost all sales software will have an integration with it, but if you are using a lesser-known CRM, then this is something that you are going to need to pay close attention to.

2. Sales Intelligence

Most sales teams get away with just the first two types of sales enablement tools, but if you are in a competitive industry, then having sales intelligence or data tools is critical.

3. Communications Platform

This is a must-have for any sales team. You should equip your salespeople with a telephone system, contact center platform, power dialer, or something else that lets them communicate with prospective customers.

Conclusion

Now you have all the data that you need to decide which sales enablement tools have the potential to be a good fit for your business. It is only a matter of you going out for it and finding the one that adapts best.