Tenfold IT Blog

How to Build a Powerful Sales Stack for 2017

How to Build a Powerful Sales Stack for 2017

As the year comes to a close, departments are preparing proposals for 2017 budget asks. Organizations are reviewing their current sales stacks while others are just beginning to sketch a skeleton of what their 2017 sales toolbox will look like.

With the rise of cloud computing and open APIs over the last few years, companies can now choose and build the technology stack that is perfectly tailored to their needs. From small to big companies, everyone has access to solutions. Especially with the surge of the software-as-a-service (SaaS) model, these tools are more financially accessible.

There are so many options available for sales teams. This makes it a tall task to put together a stack that will help sell smarter and close more.

That said, it’s important to build a stack that seamlessly fits the various stages of your sales process.

Here’s a quick guide to help you sorted.

Start with your sales process

Without a clear understanding of your sales process, it will be impossible to choose the right tools your teams need. Leaders need to identify what the stages of their sales process are and pinpoint the activities that can be improved with the use of tools.

There is no standard way to build a sales process. However, it’s important to understand that there’s nothing worse than having no sales process in place. Look at previous experience, documentation, and practices to identify how the typical funnel unfolds.

With that said, here are the core areas your sales stack must optimize and improve.

CRM for a unified business strategy

integracion_crm

For most businesses, the customer relationship management (CRM) software is the starting point. The CRM is the main repository of records for sales teams and other organizations within a company. From sales development, marketing, finance, and other branches, the CRM syncs different departments so everyone gets a top-view of the company.

It is crucial for collecting, documenting, storing, and managing data from all business interactions. The rest of the sales stack will be built upon the CRM.

Predictive analytics for smarter selling

predictive-analytics

Predictive analytics is a business intelligence solution that provides companies forecasting taken from the company’s previous data. It uses all records to learn about trends and patterns in the way the business sells and the market interacts with the business. According to

According to Radius, “Predictive analytics identifies how that customer will behave in a future situation and how they may react to the various “touchpoints” a business has with them. The distinction lies in the ability to almost automatically discover patterns in data that show problems and identify opportunities.”

Data stored in the CRM help leaders make inferences but these will be limited. Predictive analytics solutions help your sales teams be more efficient with the help of predictive modeling. With the rise of predictive lead and account scoring, you should build out your sales stack with smarter sales activities in mind. This will help you multiply the results of your efforts with the help of tech.

Lead generation to get the best leads from the sea of prospects

lead generation

Sales reps begin digging up opportunities from their wider audience through prospecting. Lead generation solutions help reps filter out the noise and get better-qualified leads from the get go. Sales intelligence tools provide reps with instant access to prospect details, background, and contact information.

Choosing the right lead generation tools will spell the quality of your whole prospecting process. Sure, manual prospecting is still something that’s vital to a productive sales team. However, using tools that speed up the process of sorting and filtering out contacts will shave a ton of time from your reps’ non-phone hours.

Sales engagement to reach prospects in the best possible time and situation

sales engagement

Of course, you need to reach out to prospects through channels they are currently on. However, there’s still a lot of ways to improve the way you communicate with them.

Efficiency in sales engagement is a huge space in business today. It’s easy to find applications that help you contact more people in the most efficient way possible.

The question is, what do you exactly need?

Some of the available solutions are email automation, click-to-dial, local presence, social selling tools, and so much more. Best in class right now are tools that help you prioritize leads from your current lists so you make the most of your reps’ selling hours. More robust phone intelligence solutions improve your reps’ ability to connect to prospects with the best chances of success.

Some of the available solutions are email automation, click-to-dial, local presence, social selling tools, and so much more. Best in class right now are tools that help you prioritize leads from your current lists so you make the most of your reps’ selling hours. More robust phone intelligence solutions improve your reps’ ability to connect to prospects with the best chances of success.

Sales enablement for meaningful conversations 

share

When reaching out to prospects through phone, social media, and email, you are probably competing with tens or even hundreds of other salespeople. What will set you apart is the value you deliver in every interaction. Engaging your prospects with valuable content has proven to be one of the best ways to position yourself as a trusted resource.

Sales enablement software equips your team with the ability to send out the right type of content at the right time. Content that’s sent should augment a rep’s selling efforts. Ultimately, it should move the decision-making process further into the sales process. 

There are tools that allow teams to track how their prospects interact with the content. This makes the sales enablement process more efficient. The analytics from these interactions gives leaders and teams better insight into what works and what should be improved.

There are tools that allow teams to track how their prospects interact with the content. This information gives leaders and teams better insight into what works and what should be improved.

Pipeline, deal and contract management for seamless closing

deal management

When opportunities are thoroughly fleshed out and deals have been generated, managing them well is crucial to increase the chances of success.

Pipeline management tools are more advanced tools for communication. They offer ways to put the sales team on the same page as far as most effective demos and pitch materials are concerned.

When closing deals, speed and communication are both major keys. There is an abundance of tools that help sales teams draw up quick, professional proposals and contracts, online signature solutions, and billing integrations that make the whole process of signing contracts and setting up payments a breeze.

Account growth tools to turn customers into evangelists

business referral

Account management tools are essential in maximizing the potential of your current customer base. These tools help whether it’s increasing the percentage you cover in your current install base or generating referrals from existing customer. Tools that track and highlight areas you can double up on when it comes to customer adoption allow companies to not get caught up in perennial prospecting without selling to their captive audience. Improving account growth addresses churn issues. When managed correctly, account growth tools can bring companies to negative churn.


With the sheer number of tools to choose from, building your sales stack begins with understanding your own process. Most noteworthy, don’t invest in tools that don’t fit the way you currently do business or wouldn’t make your reps more productive.

Build a sales stack that your reps will use and will not deviate them from the ultimate goal: selling more.

FREE EBOOK

FREE EBOOK: Top 100 Marketing Influencers

Gain access to the world's best Marketing influencers that are available today.

The following two tabs change content below.
Patrick Hogan

Patrick Hogan

Patrick is a Co-Founder & Chief Executive Officer of Tenfold.

Be the first to comment.

Leave a Reply

Your email address will not be published. Required fields are marked *

Interactions Have Already Been Captured To Help Our Customers Have Better Conversations