According to LinkedIn's State of Sales Report, four out of five sellers (80%) who exceed 150% of their quota use sales technology at least once a week. And it's not just limited to CRM systems. These sellers rely on tools like sales intelligence solutions, virtual demo and collaboration platforms, and pipeline performance reporting software.
If your B2B sales tech stack is still basic, it might be time for an upgrade.
In this article, you’ll learn:
- The eight essential tools every sales pro should have.
- How these tools can make your life easier and help you hit your targets.
- Specific recommendations for the best products in each tool category.
Let’s jump right in.
1. CRM Software
A non-negotiable, really, is your CRM software. Excel spreadsheets are fine if you’re dealing with ten leads, but if you’re hoping to grow your business, you need at least a basic CRM solution to manage your customer relationships, track deals, and keep your pipeline in check.
📌 Our recommendations:
- Salesforce is a powerhouse with robust customization options, perfect for teams with complex sales processes that need flexibility. It’s more advanced but worth it if you need a system that can grow and adapt with you.
- If you’re looking to start with a CRM that has a solid freemium version, HubSpot is a great option. It’s user-friendly, integrates smoothly with other tools, and is ideal for growing teams that want something straightforward without sacrificing essential features.
2. Email Automation Software
Email is still one of the best ways to connect with prospects, but managing that outreach manually can drain your time. Whether you're reaching out, following up on your leads, or anything else, solid email automation software can make your life much easier.
📌 Our top picks:
- Apollo.io: A robust email email automation tool that combines prospecting and outreach in one platform. With an extensive contact database and automated sequences, it helps you find, engage, and convert leads at scale.
- Amplemarket: Amplemarket simplifies outreach for salespeople using AI to create personalized email campaigns and automate follow-ups. It helps identify high-quality leads with features like lead scoring and intent data. The tool also supports AI Copywriter and AI Replier features, so you can engage and convert leads faster.
- Mailchimp: Ideal for smaller teams, Mailchimp is simple and reliable for creating personalized email campaigns. Its user-friendly interface and easy automation make it perfect for those who want to keep things straightforward
3. Sales Intelligence Tools
You need accurate and comprehensive information about your prospects to close deals effectively. Sales intelligence tools are designed to gather and analyze data, giving you deep insights into who you’re selling to and what they need. These tools offer a range of valuable capabilities, including:
- Contact information
- Company insights
- Sentiment analysis
- Competitive intelligence
- Behavioral analysis
📌 Tools to consider:
- Momentum: Momentum uses AI to capture insights from your sales calls, automatically updating your CRM, including adding new contacts, filling in MEDDIC, and notifying your team with key data. It’s great for teams that want to reduce manual data entry and stay on top of customer insights in real time.
- Cognism: Cognism provides detailed data on your prospects, including contact information and company details. It’s ideal for finding new leads and understanding your target audience better so you can tailor your approach.
- Clay: Clay is a flexible sales data enrichment tool that pulls in data from various sources to help you build highly targeted prospect lists.
- Demandbase: Demandbase offers in-depth insights into company behavior, helping salespeople identify the best prospects and personalize their approach. The tool is focused on account-based marketing, making it easier to prioritize the right leads and understand their needs better.
4. Contract Management Software
Next on our list of must-have B2B sales tech tools is contract management software. These tools help you create, send, and sign contracts efficiently, allowing you to finalize deals faster.
📌 Our top picks:
- DocuSign: DocuSign is best known for its easy-to-use, secure electronic signatures. It’s ideal if you need a straightforward tool to get contracts signed quickly, no matter where your clients are.
- PandaDoc: PandaDoc offers more than just e-signatures. It provides templates, real-time tracking, and collaboration features, making it perfect for teams that need to manage more complex contracts and want to keep everything organized.
5. Quoting and Proposal Software
Creating accurate and professional quotes and proposals is critical to winning deals. Quoting and proposal software helps you generate customized documents quickly so that you can respond to prospects faster and more effectively.
Sure, you can send an email with a PDF attachment, but top-performing sales teams do it more efficiently (and professionally).
📌 Here are three solutions we think are worth considering:
- Salesbricks: Perfect for fast-growing sales teams, Salesbricks stands out by offering a fully customizable quoting and proposal platform that integrates with your existing sales tools. Unlike other software, it allows teams to build flexible pricing models and complex configurations without hassle.
- Proposify: Proposify offers templates and easy-to-use design tools, making it simple to create visually appealing proposals. It’s great for teams that need to send out polished, professional documents without spending too much time on design.
- Qwilr: Qwilr turns your quotes and proposals into interactive web pages, allowing clients to engage with your content directly. If your sales team wants to stand out with a unique, engaging presentation that tracks client interactions, that’s a tool for you.
6. Sales Calls and Demo Tools
Great sales calls and demos can make or break a deal. Having the right tools ensures you deliver your message clearly and effectively.
📌 Here are two tools that would make a good addition to your sales tech stack:
- Zoom: If your team is looking for a simple tool to run demos, Zoom is one of the best options out there. It’s reliable, easy to set up, and works well for both small meetings and large presentations. Zoom’s screen sharing and recording features make it easier to showcase your product and review the call later.
- Momentum: Momentum helps make sales calls and demos more efficient by using AI to automatically take notes and create concise summaries. This means sales reps don't have to worry about jotting down details during calls, as the key insights are captured and synced directly with tools like Salesforce and Slack.
7. Deal Collaboration
Closing deals often requires input from key team members, such as sales reps who handle negotiations and legal teams who ensure the contracts are sound.
Keeping everyone on the same page can be challenging, but deal collaboration tools help streamline communication and make sure all involved parties are aligned and informed throughout the process.
📌 Our top picks:
- Momentum: Momentum’s deal rooms centralize all deal-related information in a smart, dedicated Slack channel. It allows your team to share updates, review documents, and communicate in real-time directly within Slack, pulling information from Salesforce and other tools. This way, your team can stay organized, reducing back-and-forth emails and ensuring that everyone is aware of the latest developments. It also makes it easier to transition information after the sale because that deal room can become an account room for the onboarding and customer success teams. Day-to-day, Momentum helps you get quicker approvals, avoid missed updates, and keep your deals moving smoothly toward closure.
- Accord: Accord is designed for seamless collaboration between sales teams and buyers through Mutual Action Plans. Unlike tools that focus solely on internal communication, Accord brings both parties together in one shared workspace. Mutual Action Plans help keep everyone on track by outlining each step of the deal process, setting clear expectations, and tracking progress in real time.
8. Pipeline Performance Reporting
Pipeline performance reporting tools are essential for RevOps and sales leadership teams. These tools enable you to accurately predict the likelihood of winning deals at various stages, offering customizable forecasts tailored to your specific sales process. Additionally, they help identify trends, analyze sales reps’ performance, and provide valuable insights into resource allocation and overall sales strategy.
📌 Our recommendations:
- Salesforce Analytics Dashboards: With Salesforce, you can track how deals are progressing, see how your team is performing, and forecast future sales. These dashboards are customizable to fit your specific sales process, giving you a detailed view that helps you make informed, data-driven decisions.
- Momentum: Momentum’s Weekly Briefs feature dives deep into hundreds, even thousands, of your sales calls, generating summary reports for leadership, customer success, product, and marketing teams. These briefs keep executives informed about front-line sales activities, help identify trends, and provide insights into product pitching, common objections, pricing, and competitive intelligence.
FAQs About Sales Tech Stack
1. What is a sales tech stack?
A sales tech stack is the collection of digital tools and software that a sales team uses to manage their work, from CRM systems to email automation and reporting tools. These tools all work together to make selling easier and more effective.
2. What are the best practices for training a sales team on new tools?
Start with simple, hands-on sessions. Show how the tool helps them daily. Keep it practical, and offer help whenever needed. Make sure they have easy access to guides and resources.
3. What are the key considerations when scaling a B2B sales tech stack?
When you're scaling your B2B sales tech stack, think about tools that can grow with you and play nicely with what you already have. You want software that integrates easily and won’t cause headaches down the road. Also, don’t forget to make sure your team knows how to use these new tools effectively—good training and support can make all the difference.
Ready to Upgrade Your B2B Sales Tech Stack?
If your B2B sales tech stack isn’t up to par, you’re at risk of falling behind. Today’s top sales teams are turning to smart, automated solutions to stay ahead of the game—and you should too.
But don’t just start adding tools left and right. It’s important to first figure out where your biggest challenges are and which parts of your sales process are eating up too much time. Then, start small by introducing a tool or two that can help ease the workload and improve efficiency.
Momentum is here to help with that. Our AI-powered platform is designed to simplify your sales operations, automate the tedious stuff, and make your workflow smoother. That way, your team can focus on what really matters—closing deals and growing your business.
Ready to see how Momentum can make a difference? Get in touch with us today, and let’s get you set up.