Finding software can be overwhelming. Software Advice helps businesses choose the right sales acceleration software to close deals faster and improve client win rates.

Showing 1-20 of 432 products

Zendesk Sell

Zendesk Sell (formerly Base) is the web and mobile-based customer relationship management application that allows B2B and B2C sales professionals to manage sales, track leads and engage proactively with customers from anywhere. The... Read more

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Recent recommendations: 143 recommendations

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HubSpot Sales Hub

HubSpot Sales is a cloud-based sales automation software designed to build, automate and accelerate the sales process. The solution allows sales personnel to connect with promising leads and convert them into successful deals. HubSpot... Read more

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Recent recommendations: 91 recommendations

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FreeAgent CRM

FreeAgent CRM delivers a next-gen work experience on a customizable cloud-based platform help teams unlock productivity and grow sales effortlessly.  Stay in the zone, with AI-guided selling. See only what you need when you need... Read more

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Recent recommendations: 77 recommendations

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Thryv

Thryv is an all-in-one business management solution designed to help small businesses with essential business functions. With Thryv, business owners can expand their online presence, improve any customer relationship, and streamline... Read more

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Recent recommendations: 72 recommendations

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SalesNOW

SalesNOW by Interchange Solutions Inc. is a cloud-based customer relationship management (CRM) and sales force automation solution that allows sales teams, management and executives to manage aspects of sales cycle including contact,... Read more

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Recent recommendations: 42 recommendations

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Top Producer Systems

Top Producer is a web-based CRM system suited for agents or brokerages in the Real Estate industry. The system helps agents personalize follow up and manage clients from initial contact, to long-term repeat and referrals. Build your... Read more

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Recent recommendations: 28 recommendations

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Nutshell

Nutshell is a cloud-based customer relationship management (CRM) software for small businesses. The Nutshell platform offers sales process and collaboration tools, email sync with Gmail and Outlook, reporting and more to outbound sales... Read more

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Recent recommendations: 23 recommendations

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Shape

Shape's cloud-based solution offers tools designed to manage online marketing and promotions, capture leads from online sources, organize sales pipelines, connect with customers and automate everyday tasks. Shape is suitable for businesses... Read more

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Recent recommendations: 22 recommendations

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iHomefinder

iHomefinder is a CRM and marketing solution designed for real estate agents, teams, and brokerages. With marketing automation tools, this solution enables real estate agents to save time while generating business leads. iHomefinder... Read more

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Recent recommendations: 22 recommendations

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Whiteboard Mortgage CRM

Whiteboard Mortgage CRM is a cloud-based solution that enables loan originators to connect with customers, communicate with partners and plan campaigns. It is primarily designed to help loan officers manage content, prioritize tasks... Read more

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Recent recommendations: 19 recommendations

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Hatchbuck

Hatchbuck is a sales and marketing solution designed for small to midsize businesses. The integrated solution offers combined sales automation, marketing automation and email marketing features. Hatchbuck is a good fit for a wide range... Read more

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Recent recommendations: 18 recommendations

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kvCORE

KvCORE is a cloud-based customer relationship management (CRM) platform designed for modern brokerage companies in the real estate industry. Upcoming and leading independent brokerage firms can utilize KvCore's platform to close the... Read more

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Recent recommendations: 17 recommendations

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Maximizer CRM

Maximizer CRM is an integrated customer relationship management (CRM) solution suitable for organizations of all sizes across various industries. This solution can be deployed on both on-premise and in the cloud. Maximizer CRM features... Read more

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Recent recommendations: 15 recommendations

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BNTouch Mortgage CRM

Grow your mortgage business, free up time, automate your marketing and put together a digital mortgage experience for your borrowers, all from one central hub. With BNTouch Mortgage CRM you can build a website, utilize a digital 1003,... Read more

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Recent recommendations: 15 recommendations

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Pipeliner CRM

Pipeliner CRM delivers dynamic visualization of the pipeline, sales process and sales activities. Its visual contact management allows users to gain a comprehensive view of their customers and prospects and even map out how they are... Read more

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Recent recommendations: 14 recommendations

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OnContact CRM

OnContact CRM is a mid-market customer relationship management (CRM) solution that can be deployed on-premise or in the cloud. OnContact includes complete sales automation, marketing automation, customer service and contact center... Read more

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Recent recommendations: 9 recommendations

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BoomTown

Boomtown provides marketing and sales automation solutions for the real estate industry. Through Boomtown, brokers can select and customize a lead generation website, track and nurture leads, and monitor team success and sales. The... Read more

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Recent recommendations: 8 recommendations

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Firepoint

Firepoint is a cloud-based lead generation and business management solution that caters to small and midsize businesses in the real estate industry. It helps users manage leads, track team activities and report key metrics. Firepoint... Read more

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Recent recommendations: 8 recommendations

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CallProof

CallProof is a cloud-based lead tracking solution that helps businesses automate sales reporting operations in real-time. Key features for field salespeople include customer tracking, multiple routes support, google calendar integration,... Read more

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Recent recommendations: 8 recommendations

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SugarCRM

SugarCRM is a cloud-based application for handling sales automation, marketing automation, account management and customer relationship management needs. SugarCRM offers features such as customizable home pages, a new-user "wizard"... Read more

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Recent recommendations: 7 recommendations

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Buyers guide

Do you your salespeople have to call the office multiple times a day to check in or to gather crucial customer data? Are you losing leads because they weren't assigned quickly enough?

The successful or poor performance of your sales team has a direct impact on your bottom line. Yet, a recent report shows that nearly two-thirds of a sales rep's time is spent on administrative functions that don't generate revenue. This data identifies a major challenge small businesses are facing—maximizing their salespeople's selling time and reducing time spent on tedious manual data entry.

Sales acceleration software can help with these challenges. These tools make it possible for businesses to close deals faster by automating routine tasks while at the same time uncovering insights about clients and prospects in order to engage them in more meaningful interactions.

In this guide, we'll look at the features sales acceleration software provides that can help sales teams gain a higher volume of leads, respond more quickly to inquiries, keep prospects engaged and reduce the length of the sales cycle.

Here's what we'll cover:

What Is Sales Acceleration Software?
Common Features of Sales Acceleration Software
What Type of Buyer Are You?
Benefits of Sales Acceleration Software
Market Trends to Understand

What Is Sales Acceleration Software?

Sales acceleration software is a set of tools designed to speed up the process of closing deals. Sales acceleration applications are mainly used by business-to-business (B2B) organizations, where sales reps and/or account managers directly meet or talk with potential buyers and clients rather than relying on mass advertising campaigns to sell their products. Capabilities of these solutions include data visualization, chat and messenger tools, voice communication apps, sales intelligence tools and gamification.

Sales acceleration software bridges the gap between your CRM and marketing solutions by offering features that identify the best methods for contacting leads, most productive email templates and successful marketing campaigns. Sales analytics features help you to understand buyers' interests, personalize client interactions and make sales processes more predictable.

With this type of software, you can automate simple yet time-consuming tasks such as email sequencing, tracking responses and scheduling meetings. Features such as predictive analytics, machine learning and AI create holistic prospect profiles and support more meaningful client conversations.

Common Features of Sales Acceleration Software

Here some of the most common features of sales acceleration software:

Email tracking Monitors email delivery to the intended recipient using time-stamp recording technology. Tracks metrics such as delivery, open and click-through rates, ratio of email responses to the total number of emails sent to qualified leads etc., to determine the effectiveness of sales emails.
Email templates Offers prebuilt sales message templates to quickly connect with prospects and improve communication efficiency. Includes customized templates for prospects from different industries, personas and business sizes, along with embedded analytics to improve personalization.
Dialer Includes a communication system built into the software so reps can call leads with a single click, record calls, leave voicemails, narrow down persona-optimized call times and automatically log disposition, sentiment and other notes.
Analytics Offers engagement insights and inline analytics to help you identify prospects that are closest to a sale, channels that help attract maximum leads and best email messages and times.
Integrations Allows users to share data and insights seamlessly by integrating with other key business tools such as a CRM and sales productivity, sales enablement and marketing automation software.
Sales intelligence Aggregates information from multiple sources including social media channels, blogs and database sites that provide prospect contact information (e.g., ZoomInfo, Hoovers) to help salespeople build a complete profile of their prospects.
Meeting scheduler Allows booking meeting rooms and facilitates meetings with both clients and colleagues using meeting templates, personalized invitations, Google calendar integration and rescheduling options.
Sales workflow management Helps manage sales reps' workflows using features to view events and emails, prioritize activities, set notifications about urgent tasks, identify lead status, share workflows and build customizable workflow templates.
sales rep workflow in Outreach Sales rep workflow in Outreach

What Type of Buyer Are You?

Sales acceleration software helps businesses of all sizes improve the overall productivity and performance of their sales reps. Here, we'll take a look at how different sales acceleration technologies help businesses at different stages of their growth.

Small B2B organization. As a small business, you may not have the resources for a full-scale market research team to supply relevant, timely information about prospects. Sales acceleration software can help you overcome this hurdle. Features such as sales intelligence, automation tools and customizable templates provide sales teams with the necessary insights while reducing their research time and personalization efforts.

Midsize B2B organization. According to a HubSpot study, midsize companies are the largest users of CRM software. Sales acceleration software analyzes data stored within your CRM system to build client personas, identify their pain points and improve the quality of customer conversations. It also gives these businesses an extra edge over their competition by letting them connect with prospects faster using autodialers and email templates.

Large enterprises. There has been a radical shift in buying behavior, with many deals nowadays being completed over the internet, email or social media channels, rather than in person over business dinners or golf games, for example. Prospective buyers do their own online research, and they're present on multiple channels.

These businesses may have a large sales force, but they'll lose out to competition from smaller, more agile organizations if they stay stuck in the traditional field sales model or opt for random cold calling.

Sales acceleration software can better prepare these sales reps by equipping them with superior customer intelligence and client pain points information, obtained through analysis of data from multiple sources.

Benefits of Sales Acceleration Software

According to LinkedIn's State of Sales 2017 report, more than 91 percent of salespeople use some type of sales technologies to close deals, shorten sales cycles and increase revenue.

Here are some of the specific benefits that sales acceleration software can bring to your sales team:

  • Strategic prospect targeting. Without a specific strategy for targeting prospects, salespeople will potentially spend a lot of time and resources on leads that ultimately go nowhere. Sales acceleration solutions analyze the characteristics of your best customers, enabling you to identify prospects that you can target effectively.
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  • Better engagement with prospects. Sales intelligence and analytics tools provide a complete profile of your prospect. This enables you to understand their pain points and have more engaging conversations. Sales acceleration software suggests the best email templates, campaigns and message times based on a buyer persona.
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  • Higher efficiency. Automated email templates, reply detection features, tailored messages, sequencing tools and autodialers save time and allow reps to concentrate on the core task of selling. These tools also provide recommendations and tips such as "next best actions," reminders and alerts about pending tasks, unassigned leads, etc., to optimize time and improve efficiency.
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  • Shorter sales cycles. Sales acceleration tools reduce the sales cycle length by automating tasks such as adding contacts, prioritizing and distributing leads, emailing prospects and reporting. It also saves time by identifying leads that are most likely to convert and targeting them to close the sales cycle faster.
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  • Improved win rates. According to research by MarketingProfs, B2B organizations that used sales acceleration technology experienced 36 percent higher customer retention rates and 38 percent higher sales win rates. Sales acceleration software features such as analytics, sales intelligence and automation help sales reps connect with more leads, have smarter conversations using real-time contextual prospect data and close deals faster.

Market Trends to Understand

  • Inside sales is growing. According to a study by Velocify, inside sales is growing 15 times faster than the traditional in-person method of closing sales. What's more, companies are recruiting less experienced sales reps to fill sales positions. The average experience required for new reps fell 18 percent from 2009 to 1.3 years in 2016. To help these inexperienced sales reps succeed, it's important to equip them with sales acceleration tools that enable them to connect with more prospects in a targeted way. These tools also automate tedious tasks and facilitate smarter sales conversations.
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  • AI-powered sales acceleration. Sales organizations are increasingly using artificial intelligence (AI) to prioritize their tasks, contact customers and close deals. According to Salesforce, adoption of AI by sales teams will grow by 139 percent between 2017 and 2020. Business leaders from different industry verticals agree that AI has great potential for sales acceleration. AI for sales offers contextual insights, automates tasks and prescribes the next best actions that help to close a sales deal.