“Sales stack” is jargon for the technology/software salespeople need to do their jobs and communicate effectively with prospects. Having the right tools in your stack is the best way to support your reps, so that they can do their best work.
To determine what you need in your stack, start by looking at your sales process. At HubSpot, we use theInbound Sales Methodologyto help us frame our sales process. It views each action the salesperson will take (Identify, Connect, Explore, Advise) in relation to where the buyer is in their process (Awareness, Consideration, Decision).
The result of meeting the buyer where they are -- with an approach tailored to their needs -- is that that prospect moves from stranger to opportunity and finally customer in a frictionless way.
Think through every part of your sales process, and identify where you could streamline processes or make your reps’ lives easier with the right technology.
To help you get started, we’ve pulled together a list of the top types of technology that should be in every sales team’s stack. Do you see any gaps in your stack?
Sales Stack
1. CRM
Your CRM is the backbone of your sales team -- and likely your company. CRMs facilitate relationship building with your prospects, speed up your sales cycle, and keep your team organized and goal-focused.
HubSpot高级成长营销商David Ly Khim以这种方式描述了CRM：“ CRM或客户关系管理是一种战略公司，用于跟踪从售前到售后的客户关系。一种CRM数据库is software that stores information on client and prospect interactions with employees.”
Khim继续说：“市场营销和销售接触点（包括电子邮件，电话，网站，实时聊天和社交媒体），为面向客户的员工提供有关客户活动和反馈的详细背景。”
Pretty important, right? That’s why it’s crucial to选择合适的一个。选择CRM时，请问自己：
- Why are we investing in CRM?
- What operational business challenges do we need to solve?
- What processes do we lack that we should implement?
- 我希望有多少人使用CRM？
- 我们有多少客户信息？
- 我们还将使用哪些其他软bob电竞官方下载件与CRM集成？
- 我有多少预算？
当您审查潜在的CRM并知道哪些不可谈判的情况下，请记住这些问题的答案。
CRM的示例
- 价格:Free
- 一种bout:Everything you need to organize, track, and nurture leads. You’ll be able to manage your pipeline, automatically track things like customer interactions over email or social media, sync with Gmail or Outlook to capture every meeting in real time, and make every part of the sales process easier.
2. Sales Enablement and Automation
销售曾经是令人难以置信的手动。今天，它不一定 - 不仅如此，还不应该这样做。当您查看销售流程的每个部分以识别销售堆栈中的空白时，请确保您正在查看可以自动化的哪些过程。您的CRM可能能够帮助一些自动化。
Before buying a standalone piece of software, check in with your CRM support person to see if there’s a feature you can add to your existing software. Here are a few areas where sales enablement can help your team sell better:
There’s a reason email is the primary medium of communication salespeople us. In fact,86% of business professionalsprefer email to any other type of communication at work. This means it’s prime optimization real estate.
For example, Sales Hub offersemail sequences, which allows you to personalize and automate follow-up emails to your prospects. Create电子邮件模板在您的CRM中并自定义它们以减少响应时间。并轻松跟踪您的电子邮件性能，以更快地优化和改进。
勘探/潜在客户产生
勘探是大部分代表的时间。这使其成为自动化的另一个好候选人。使用具有调度链接的电子邮件模板，并允许您的潜在客户按照自己的条件选择会议。
即时聊天
Is a prospect hanging around your pricing or features page? Engage with them in the moment using direct messaging. Just make sure you use filtering criteria to ensure your chatbots are giving you the most qualified leads possible.
内容
内容is a powerful tool in a salesperson’s arsenal. A well-targeted case study or timely blog post can give a champion prospect what they need to convince a wary executive. To make sure you’re making the most of your best use cases, track usage in your CRM and use that data to identify and reach out to potential case study or blog feature customers.
Reporting
Standardize what KPIs your team will be held to and automate the tracking of those numbers in your CRM or reporting software.Common KPIsare:
- Client acquisition rate
- Number of calls
- Number of emails
- Upsell/Cross-sell rates
- 一种verage deal size
- 兑换率
跟踪此信息，并准备按照数据的建议来旋转或优化您的策略。
Examples of Sales Enablement Software
- 价格:可应要求提供
- 一种bout:Want visibility into your customer conversations? You might want Gong. This sales enablement softwareintegrates with your CRMto analyze dialer calls and drill down into what separates great reps from the good ones.
- 价格:Basic, $22/month; Standard, $45/month; Premium, $112/month; Enterprise, $445/month
- 一种bout:Go deep into sales analytics and keep track of KPIs and sales execution optimization like never before.与您的CRM集成to get handpicked reports that track your sales pipeline, visualize conversion funnels, forecast, and more.
- 价格:Based on reply volume
- 一种bout:另一个integrates with your CRMto give you insight into the emails your team is sending. LeadGnome allows you to protect your valuable database of prospect and customer information, use powerful workflows, minimize API calls, and beyond.
3. Scheduling
Kiss back-and-forth emails goodbye and make scheduling meetings a breeze with the right约会计划软件bob电竞官方下载or app. Giving prospects the ability to schedule meetings when they want makes it painless to get a meeting on the books -- and less likely you’ll be ghosted. We’ve listed a few good examples below but find a more comprehensive list ofappointment scheduling apps here。
调度软件的例子bob电竞官方下载
- 价格:Free
- 一种bout:Use with your free HubSpot CRM to invite prospects to schedule meetings on your calendar, sync to your Google or Office 365 calendar, send group meeting links, embed meeting links on your site -- and even set up round-robin meeting links so prospects have the option to speak with a rep who has the most open availability.
- 价格:基本的,ree; Premium, $8/month; Pro, $12/month
- 一种bout:Connect with up to six of your calendars to automatically check availability. Calendly also has a round-robin scheduling feature and gives users the ability to host multiple invitees at the same event. Calendly also has a cool buffer feature that allows you to add extra time before and after events.
4. Demos
Maybe the perfect pitch doesn’t exist, but the right presenting software can get you pretty close. Make sure it’s user-friendly (i.e., doesn’t require a designer to tweak the spelling on one of your slides), easily shareable, and compatible across devices.
考虑到您将要分享的幻灯片之外的演示文稿也很重要。视频是代表最好的朋友，也对您的公司也很棒 - 因为他们不必拥有巨大的旅行预算来与潜在客户面对面。bob全站app
Examples of Demo Software
- 价格:Standard, $7/month; Plus, $19/month; Premium, $59/month
- 一种bout:Turn your stuffy PowerPoint into a dynamic presentation with Prezi. You’ll get 100 templates, the ability to add movement to your slides, and collaborative functionality that allows up to 10 people to work on your Prezi at once. Plus, Prezi is compatible with PC and Mac desktops as well as iPhones, iPads, and Android devices.
- 价钱:基本的,ree; Pro, $14.99/month/host; Business, $19.99/month/host; Enterprise, $19.99/month/host (minimum of 50 hosts)
- 一种bout:会议，网络研讨会，会议室，电话系统以及跨平台消息传递和文件共享 - Zoom涵盖了所有演示和协作需求。与潜在客户分享您的屏幕，享受清晰的视频会议，并为无缝演示体验做好准备。
5.关闭/电子签名
Knowing when someone has received your contract, read it, and signed it can shave valuable time off your sales cycle. Using ane-signature tool允许每个人以数字方式签名，这样您就浪费了更少的时间等待买家……好吧，花10分钟试图记住如何使用其办公室打印机/扫描仪。
Examples of Closing/E-Signature Software
- 价格:eSign Team, $25/month; Business, $49/month per user; Enterprise, available upon request
- 一种bout:创建，发送，跟踪和注册提案，报价和合同 - 全部来自在您的CRM内。您将节省时间使用自定义模板，合并文档中的关键数据，并实时跟踪文档进度。
- 价格: Personal, $10/month; Standard, $25/month; Business Pro, $40/month; Advanced Solutions available upon request
- 一种bout:与您的CRM集成to electronically sign and manage your agreements and documents. DocuSign takes security seriously, so you can be sure all of your documents are being “handled” confidentially.
6. Team Communication
Most of this list has been focused around your communication with the customer -- which is how it should be. But it’s important not to forget technology that streamlines your communication with coworkers.
It’s no secret most salespeople live in their inbox, but there are tools that can make communication, knowledge sharing, and competitive or objection analysis much easier among teams.
Examples of Team Communication Software
- 价格:Free; Standard, $6.67/month/active user; Plus, $12.50/month/active user
- 一种bout:松弛is a collaboration software divvied up into channels and opportunities for direct messages. Organize your channels by team, project, client, or something else altogether. Start threads within those channels to take a conversation further. Slack also offers integrated file sharing, voice or video call capability, andCRM integrationthat will turn your Slack conversations into HubSpot tasks and notifications.
你的技术堆栈应该你的生意一样独特ss. Analyze each part of your sales cycle to define what technology you need to increase performance and boost revenue. For more, check out our销售自动化的最终指南。
Originally published Jul 17, 2019 8:30:00 AM, updated July 17 2019
Topics:
Sales AutomationRelated Articles
