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Sales no longer exist in a vacuum or rely solely on product knowledge, acumen, or charm to close deals. If you want your sales team to have a shot at meeting their revenue quotas, you need to provide them with the right tools to work in the first place. And those tools should not be any tools; they should be well-suited for your products and actually improve productivity
The complexity of your product and the sophistication of your buyers is the exact reason that you need Sales tools more than anyone else
Your sales process, because of its inherent nature, requires a sales cycle, targets a potential client pool, and involves multiple decision-makers. It’s a complex equation.
To address each of those obstacles requires multiple touchpoints with a prospective client to educate, consult, and address objections.
If you could cut out a few of those touchpoints with tools that effectively educate, consults, or addresses objections, then you can streamline the sales cycle and progress prospects faster.
Most sales tools are either CRM (Customer Relationship Management) or CRM enhancers – they add specialized functionality to your existing CRM, or they feed data into it. The six most common categories that sales tools fall under are:
- Customer relationship management (CRM)
- Sales and Marketing Intelligence
- Lead Handling and Prospecting
- Analytics and Reporting
- Process and Training
- Automation and Integrations.