Alright let’s face it, it’s been one hell of a year for salespeople. Most of us are social butterflies who have been locked away in our houses for months and months, with no end in sight. We’re all pretty excited about 2021, and the chance to start fresh and kick some serious goals. But it’s not easy staying on top of your game during this wild time to be alive, so we’ve come up with your 2021 tech stack. These tools are here to help your sales process become more efficient and drive more revenue. If you’re planning a vacation somewhere tropical in 2021, we really recommend you keep reading and add these b2b sales tools to your arsenal today.
Top 10 b2b sales tools for 2021:
1. LinkedIn Sales Navigator
There are over 450 million LinkedIn users all over the world, and while we know you’re familiar with the platform, have you made use of their Sales Navigator? LinkedIn Sales Navigator fills your pipeline with qualified leads and allows you to form relationships with decision-makers, giving you a platform to nurture leads until they’re ready to buy. Sales Navigator allows you to set filters and reach out to your ideal prospects, and also receive referrals so that you can sell with confidence. With LinkedIn Sales Navigator, you’ll be able to:
- Use advanced search filters to find the most qualified leads
- Receive lead recommendations
- Contact any LinkedIn member using InMail
- Measure and track social selling results on their dashboard
- Receive sales updates for prospects and customers
Source: LinkedIn Sales Navigator
Be honest, have you ever lost a sale because you forgot to follow up? Perhaps you became overwhelmed with other tasks? Or just simply didn’t know what to do next? Then you, along with every other sales rep needs a sales automation tool like Outreach in their lives. Did you know that on average, sales reps only spend about ⅓ of their day selling? The rest of the day is spent on general administrative tasks or prospect research. We think this is bologna, which is why we recommend automating your admin responsibilities along with other crucial sales tasks on Outreach. Sales automation allows you to automate the remedial tasks, so that you can focus on what you’re great at, selling! Whether you’re an inbound or outbound sales rep, with this killer b2b sales tool you’ll be able to:
- Automate your follow-up activities
- Personalize and automate sales campaigns
- Manage prospecting activities on one dashboard
- Immediately reach out to leads when they ask for demos/trials
- Coordinate your marketing automation campaigns
Tip: Be careful not to automate every single part of the sales process, while we know it might be tempting, we don’t want you to turn into a robot. Remember you’re still selling to people, not machines, and as a human, you add an irreplaceable element to the customer experience.
3. Lusha Contacts
Raise your hand if you’ve ever lost out on a promising lead because you didn’t know how to reach them. Sound familiar? With Lusha Contacts, you can say goodbye to wasting hours searching for your lead’s contact details. Lusha Contacts is a Chrome extension that finds anyone on LinkedIn’s personal phone number, email address, and company information, in just one click. It’s an absolute game-changer for sales reps who want to bypass gatekeepers and office voicemail inboxes in order to get on the phone to decision-makers fast. The best part is, you can use it for free, and Lusha integrates with many of the sales tools mentioned in this very article.
A robust CRM (customer relationship management) tool is potentially the most important b2b sales tool in your arsenal, plus, without a CRM like Hubspot much of your sales automation responsibilities will fall flat. We recommend Hubspot because they offer an awesome CRM solution that is completely free, no, not just a free trial. With Hubspot, you’ll have access to tons of tools that will allow you to maintain and build customer relationships with ease. Hubspot’s CRM is completely intuitive and easy to use, you’ll be able to keep detailed track of prospect information, record calls, log emails, and manage your data. The free plan is totally perfect for small businesses or startups, and growing companies or enterprises can add additional paid features. Hubspot’s free CRM includes:
- Up to one million free contact entries
- Endless access that never expires
- Unlimited users
Tip: If you’re a sales manager, make sure you spend time showing your reps how to use your CRM of choice. Show them how they will save time and close deals faster by entering their notes and their next follow-up items. It’s all good and well to have a CRM, but if your reps aren’t well-versed on how to use it, it’s simply a waste of software.
As a sales rep, you know just how much time and effort can be wasted on the back and forth emails when trying to set up a meeting with a prospect. Heck, you’ve probably even lost valuable leads due to this very issue. This is why you have to start using appointment scheduling software like Calendly. With over 5 million monthly users, Calendly is a completely free b2b sales tool and allows you to schedule meetings, block off dates, and set reminders for meetings. By sharing your Calendly link with a prospect, they’ll be able to easily see your schedule and book a time that is convenient for both of your timezones. Plus, what’s great about Calendly is that it works with Google, iCloud, and Office 365 so that you’re never double-booked.
Remember the days where you got to meet prospects in-person to close deals? Ahh, the good old days. Unfortunately, it looks like those days are mostly over for the foreseeable future, which is why you need an amazing video conferencing software in your sales toolbelt for 2021. Zoom allows you to communicate effectively and efficiently with your prospects because as we know, face-to-face interaction allows you to build rapport and trust between you and your prospect. Zoom is completely free and offers much more than just video chat capabilities, with Zoom you’ll be able to:
- Host meetings with screen sharing
- Host webinars
- Share a meeting with one or more people
- Collaborate in groups
- Record meetings
We sincerely hope you aren’t still creating your sales proposals on Microsoft Word, but if you are, Proposify is here to help. Proposify is revolutionizing the proposal process from creation to close, which is why it’s one of the most important b2b sales tools. Proposify even gives you access to important metrics such as how many proposals are in the pipeline, and how many have closed. With this Proposify you’ll be able to:
- Have access to tons of professionally designed templates
- Use electronic signatures
- Track everything (great for sales managers)
Here’s an example of how you’ll be able to view your proposal metrics:
Gong is an impressively intelligent b2b sales tool, their platform that has become the leader in improving b2b sales conversations and revenue. With Gong, you’ll be able to automatically record and transcribe all of your sales conversations. Plus, Gong uses genius artificial intelligence to give you and your team members detailed insights and analysis on all of your calls and shows you how you can improve. Gong uses something called deal intelligence, which analyzes your deals to discover any deal risks and/or churn behavior. Gong is like your own personal 24/7 sales coach, and gives you all the details you need to be the best salesperson you can be, what could be better?
Here’s an example of Gong’s highly-tailored, data-backed performance improvement report:
The days of spelling restaurant incorrectly are over. Grammarly is an amazing and free Chrome extension that corrects and analyzes everything you type both on and offline. Grammarly ensures that whether you’re talking to colleagues, prospects, or your Twitter followers, you have the best possible spelling and grammar, the right punctuation, and even tone! As a salesperson, you do a lot of writing in your day to day, so why not make sure that your emails are extra clean and sophisticated? In short, Grammarly makes your spelling and grammar perfect, which makes you look more legit, what could you want more from a b2b sales tool?
We know what you’re thinking, haven’t you already mentioned Lusha as one of the top b2b sales tools? The answer is yes, we mentioned Lusha Contacts. BUT, this is a blog here to help you build sales in 2021, and we’d be absolutely out of our minds not to tell you about all that is in store for Lusha in 2021. We’re adding epic products and features left, right, and, center, like Lusha Prospecting Lite, which is going to allow you to prospect from any b2b website and your Gmail inbox.
Lusha Prospecting Lite will simplify the prospecting process for you, allowing you to source and score qualified leads in mere seconds, on any website you choose. Make sure you stay tuned to Lusha’s latest news, because later on in 2021, were going to be unveiling an all-in-one prospecting platform, which will take care of the prospecting cycle from A-Z, talk about efficiency!
While we don’t exactly want to tell you how to live your life, you’d be crazy not to at least take the time to research these incredible b2b sales tools. We recommend adding all 10 to your tech stack for 2021, but if that feels a little overwhelming, try incorporating a couple of the tools each quarter. The best way to incorporate these tools is to take it slow, educate yourself and your team on best practice so that you can make the most of these awesome tools and kick your 2021 sales goal’s booty!