Find the best Sales Enablement Tools

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Salesforce Sales Cloud

Grow your revenue and profits with intelligent sales automation with Sales Cloud. Help every rep be more efficient. Close more deals. Collect cash faster. Boost growth and profit with intelligent automation and integrated tools fr...Read more about Salesforce Sales Cloud

4.4 (18384 reviews)

171 recommendations

HubSpot Sales Hub

Supercharge your sales process with Sales Hub, a powerful and easy-to-use sales CRM that includes sales engagement tools, configure-price-quote (CPQ) functionality, and robust sales analytics and reporting for growing teams. Optim...Read more about HubSpot Sales Hub

4.5 (458 reviews)

69 recommendations

FreeAgent CRM

FreeAgent CRM is a fully-featured CRM that helps your team get organized, gain visibility into day-to-day work, and get more done with a powerful, easy-to-use sales platform your sales team will actually love. Work smarter and f...Read more about FreeAgent CRM

No reviews yet

35 recommendations

Pipedrive

Pipedrive is a web-based Sales CRM and pipeline management solution that enables businesses to plan their sales activities and monitor deals. Built using activity-based selling methodology, Pipedrive streamlines every action invol...Read more about Pipedrive

4.5 (2971 reviews)

33 recommendations

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Rolldog

Rolldog is a Customer Relationship Management (CRM) solution, with the perks of Sales Enablement all rolled into one. Rolldog helps companies manage their business relationships, increase revenue, and boost sales & marketing effec...Read more about Rolldog

4.9 (27 reviews)

10 recommendations

monday CRM

Built on top of monday.com Work OS, monday CRM is a no-code, customizable solution that empowers managers and sales teams to take control of their entire sales cycle - from lead capturing and sales pipeline management to post-sale...Read more about monday CRM

4.7 (387 reviews)

7 recommendations

Revenue Grid

Revenue Grid is Salesforce-native customer engagement tool that helps your sales team with guided selling techniques. It covers the full sales cycle from first touch to closing and upselling. Revenue Grid allows you to analyze, ex...Read more about Revenue Grid

3.6 (7 reviews)

3 recommendations

RocketReach

The Rocketreach platform is constantly improving on the frontend and on the backend. RocketReach's team iterates at lightspeed, so anything missing - features or data will be filled fast. No installation for the platform, and a si...Read more about RocketReach

4.2 (131 reviews)

1 recommendations

Slack

Slack is a cloud-based project collaboration and team interaction tool designed to facilitate communication across organizations. The solution caters to various industries, including media, research, technology, education, financi...Read more about Slack

Zoho CRM

Zoho CRM is a cloud-based business management platform that caters to businesses of all sizes. It offers sales and marketing automation tools with helpdesk, analytics and customer support functions. Zoho CRM helps users respo...Read more about Zoho CRM

PandaDoc

PandaDoc is an all-in-one tool to create, edit, send, track, and eSign documents quickly and easily. Discover a better way to generate professional-looking and error-free proposals, quotes, and contracts with PandaDoc. Win more de...Read more about PandaDoc

Bitrix24

Bitrix24 is an online workspace for small, medium, and large businesses. It features over 35 cross-integrated tools, including CRM, tasks, Kanban board, Gantt chart, messenger, video calls, file storage, workflow automation, and m...Read more about Bitrix24

EngageBay CRM

EngageBay is an integrated marketing, sales, support and CRM solution designed to help small to midsize enterprises acquire, engage and convert website visitors into customers. The cloud-based platform lets businesses use marketin...Read more about EngageBay CRM

Marketo Engage

Adobe Marketo Engage is as a centralized marketing hub for orchestration and execution of cross channel campaigns to acquire, engage, nurture, expand and retain customers, throughout complex buying journeys. Marketo Engage facilit...Read more about Marketo Engage

Visme

Visme is a cloud-based platform, which helps agencies, non-profit organizations and marketers create and share infographics in real-time. The software allows teams to utilize customizable templates and content blocks to create pre...Read more about Visme

Adobe Learning Manager

Adobe Learning Manager an award-winning cloud-based learning management system (LMS) that addresses personalized learning experiences at scale for customers, partners and employees alike. Learning Manager is a headless learning ...Read more about Adobe Learning Manager

Pipeline CRM

Pipeline CRM is built by salespeople for salespeople. We empower sales teams to generate predictable revenue with automated processes and workflows. Get a modern CRM that is fueled by highly customizable and sales-focused featu...Read more about Pipeline CRM

Copper

Copper is an easy-to-use CRM for small and medium-sized businesses that need a better way to manage leads & grow customer relationships. If you don't have time for data entry, tedious admin tasks, or overly complex tools, Copper j...Read more about Copper

Gong.io

Gong's Revenue Intelligence platform captures your customer interactions across phone, web conferencing, and email, understands what was said in these interactions, and delivers insights to help your team win more deals. Learn ho...Read more about Gong.io

Dialpad

Dialpad is an AI-powered cloud communication platform and business phone system that provides organizations with the latest in VoIP telephony technology to keep teams connected and productive. The platform comprises three integrat...Read more about Dialpad

Buyers Guide

Last Updated: March 16, 2023

There's a reason that so many dramatic movies are made about the world of sales. It's a hard job, full of quick thinking, stubborn refusal to quit pursuing a deal and, of course, a whole lot of pressure. There are really only two things that consistently work to make the day-to-day lives of salespeople better: Pepto Bismol and software.

While there's no "anti-stomach-acid software" available just yet, there's plenty of sales software to help sales teams close the most deals possible in the most efficient way possible. One particular type of software that will prove extremely useful to those teams is sales enablement software.

Sales enablement tools help sales teams keep abreast of best practices and marketing messages that will help them to refine and deliver their sales pitches in a manner that will convert more leads, close more deals and drive business growth.

This Buyer's Guide will explain what sales enablement tools are, explore some of their common features and functions and discuss the particular considerations you may have regarding which sales enablement software to buy for your business.

Here's what we'll discuss:

What Is Sales Enablement Software?

Common Features of Sales Enablement Tools

What Type of Buyer Are You?

Key Considerations

What Is Sales Enablement Software?

In today's business environment, departments are often heavily siloed, such that two different teams may rarely contact one another. In the case of your sales and marketing teams, that can be to both groups' detriment.

Your marketing team works hard to create a branded message for your business, which is reflected everywhere from advertising material, to outreach to other businesses, media placement and even your company's logo.

But how often do your marketing team and your sales team sit down together to make sure that clear, consistent message is also expressed in sales pitches? Similarly, how often does marketing take into consideration the sales team's real-world experience with the users of your product or service when they refine that marketing message?

Sales enablement tools help solve this problem by providing sales teams with access to marketing assets that will allow them to keep their sales pitches on message and consistent with your company's marketing material. What's more, these tools provide general sales guides and playbooks of best practices that inform the sales team of what particular message tends to work best at each particular point in the sales cycle.

Thus, sales enablement software allows you to unify your company's message across the board, sharing information about best practices between teams in order to create the best possible combination of sales and marketing within a crucial "smarketing" alignment.

Common Features of Sales Enablement Tools

Asset database

The core functionality of sales enablement tools. An assets database allows sales team members to access marketing materials and implement them as a part of their sales process, as well as providing a repository for other sales team best practice guidelines and playbooks.

Sales performance management

Automatically monitor the success and failure rates of your sales team in order to recognize what (and who) is working effectively for the team versus what is not. This information is transparent and, as much as possible, unbiased, giving a clear picture (often in the form of scorecards) of which best practices actually work best. It can also be set to provide alerts for processes and individuals in need of extra assistance.

Email tracking

By tracking all sales emails, both incoming and outgoing, this feature lets sales team members and managers monitor their email exchanges in order to oversee and maintain messaging consistency. This also allows for an easier gathering of data and analytics regarding email messaging success and failure rates.

Outbound call tracking

This functionality allows the sales team to jump on prospects as quickly as possible by dialing directly out to those prospects through the software. They can then record and track that call in order to keep extensive interaction notes as well as monitor for quality assurance and ensure that these calls are remaining on message.

Sales training

Though sales training is not the primary intention of sales enablement tools (there are specific software systems for such training), they are used by many businesses to onboard new trainees and to coach existing employees in the best practices of your sales team.

MarcomCentral's-marketing-assets-dashboard-for-sales-enablement

MarcomCentral's marketing assets dashboard

What Type of Buyer Are You?

Sales teams of any size may have a need for sales enablement tools, but the robustness of those tools will vary significantly depending on your team or business's size. Smaller teams can get by with fewer features and less expensive software, while larger teams will want the most comprehensive tools they can get so they can best manage and support the large number of team members.

You will likely find your team falling into one of the following categories:

  • Small sales team (under 10 salespeople). With so few salespeople, it shouldn't be terribly hard to train, monitor and keep track of the success rate of team members. As such, the most important aspect of sales enablement tools for such a small team will be the asset database that provides the entire team with access to the marketing materials and messages that will help them close more deals.

  • Midsize sales team (10-50 salespeople). With a slightly larger team, you probably have more than one manager and don't have time to individually coach each team member. Here's where features of sales enablement software such as sales performance management and sales training will come in handy, allowing for a more automated monitoring of key successes and failures among the team.

  • Large sales team (50-100 salespeople). Once you have a sales team this large, you will likely find that features such as email tracking and outbound call tracking are useful to you. With such a large team, it can become difficult to monitor those emails and phone calls for consistency and best practices without the aid of software, and robust sales enablement tools can provide you with those.

Key Considerations

Other factors to take into consideration when choosing the right sales enablement tools for your business include:

  • Integration with other systems. Since it is likely that your sales team and your marketing team use two different software systems, it is crucial that your sales enablement tool—particularly in regard to the asset database—can integrate with the software systems you already have in place. Consult with the vendor you are considering buying from in order to make sure that what you are purchasing will work smoothly and efficiently with what you have already purchased.

  • Cloud-based software vs. on-premise software. As the name suggests, on-premise software is software that is physically housed on the premises of your business. In essence, you're also buying hardware, not just software, and you need physical space as well as the dedicated IT knowledge and resources needed to maintain that hardware. However, with the widespread success of the cloud-based model, on-premise software is quickly becoming a thing of the past, particularly for smaller businesses. Cloud-based software has no need for any hardware—it's all housed by the vendor and accessed over the internet. Small to midsize businesses, with less available space and fewer IT resources, usually find cloud-based solutions much simpler and easier, particularly since they also avoid the upfront setup costs associated with on-premise solutions.