Cognism’s sales leaders, Jonathon Ilett, Nancy Newman-Oller and David Bentham, have curated a list of the best B2B sales tools available now, applicable to every stage of the sales funnel.
This is the ultimate B2B sales tech stack for scaling companies👇
1. Prospecting
Cognism
Investing in a sales intelligence tool like Cognism is the secret to sales success.
Most sales reps spend 20% of their time researching prospects, and bad data causes them to waste another 30%. Cognism solves this - it provides 3,000+ revenue teams with a database of GDPR-compliant phone numbers and emails of prospects they want to do business with.
Cognism’s Diamond Data® helps teams reach company decision-makers directly, bypassing gatekeepers. With intent data and sales triggers, your deals will be closed quickly.
Best features:
- Phone-verified mobile number accuracy.
- Exclusive on-demand verified mobile data set Diamond Data®.
- Unrestricted access to person and company-level data*.
- Instant and scheduled CRM enrichment and on-demand CSV enrichment.
- Intent data by Bombora.
- International coverage: EMEA, NAM, APAC.
- Easy platform setup.
- Seamless integrations with best-in-class tools (Outreach, Salesforce, etc.)
- Powerful browser extension that works on LinkedIn, Sales Navigator, corporate websites, and more.
- Focus on quality GDPR and CCPA-compliant data.
- Database checked and cleaned against global DNC lists.
- Fast and friendly support team.
Use case example:
Cognism’s B2B sales team uses Cognism Prospector to build ideal-fit accounts and lead lists. They use our tool to find mobile phone numbers and B2B emails of prospects with high intent to invest in B2B data.
What’s more, by aligning with marketing, sales can launch targeted ABM campaigns for their most important accounts.
But, it’s not only Cognism that loves to use our tool. Drift booked 70% of its outbound meetings from Cognism’s mobile numbers. Plus, they proved ROI in under 30 days, gaining immediate buy-in from the CFO.
Here’s what they said:
“Approximately 4,000 leads each month are enriched by our SDR team using Cognism’s database. ”
Mailtastic
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Mailtastic is sales tech that allows you to centrally manage your employees’ email signatures and transform daily email traffic into a powerful lead-generation channel.
Best features:
- Automated email lead generation.
- Signature differentiation by department, product, and more.
- Comply with legal requirements.
- Email signature library.
- Connects with Microsoft 365 and Google Workspace.
Use case example:
At Cognism we use Mailtastic to streamline our email signatures and personalise them across all employees, ensuring consistent branding and legal compliance in every email sent.
We also implement targeted marketing campaigns by embedding promotional banners in our email signatures. Take this one advertising our product Enrich, for example:
David loves Mailtastic for B2B sales:
“Think about the number of cold emails your SDRs send daily. It’s probably in the thousands or tens of thousands!"
"Now think about everything you can promote using those emails: webinars, whitepapers, events and more. That’s what Mailtastic offers!”
LinkedIn Sales Navigator
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The next solution you should consider adding to your sales tech stack is LinkedIn Sales Navigator. This tool is normally used alongside prospecting tools like Cognism for online outreach. Although it does not offer contact data, the tool enhances LinkedIn outreach with advanced search and filtering options.
Best features:
- Advanced lead search.
- InMail messaging.
- Real-time sales updates.
- Notes and tags synced with CRM.
Use case example:
By using LinkedIn Sales Navigator in tandem with Cognism, you can make fast work of discovering and identifying high-potential leads just like Moonhub does:
“We use the Cognism Extension in tandem with LinkedIn Sales Navigator. We build the lists in Sales Nav, generate the contact details in the Cognism Extension and sync these to Salesloft sequences. Then the data is routed to HubSpot via the integration. I love the Cognism Extension because I don’t have to spend hours trudging through LinkedIn looking for email addresses. The information is accessible in one click.”
2. Visitor identification
Lead Forensics
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Lead Forensics is sales technology that specialises in visitor identification. It gives insight into who is visiting your website and what they’re most interested in.
It’s a fantastic tool for recognising new opportunities and grasping the needs of potential customers in order to customise outreach.
Best features:
- Easy-to-navigate platform.
- Accurate visitor behaviour tracking.
- Helpful in-depth reporting.
- Real-time prospect identification.
- Paid search keyword identification.
- Lead analysis.
Use case example:
When a potential customer visits your website, Lead Forensics identifies the company they belong to and provides detailed information about their business, such as industry, size, and contact details.
It’s a must for your sales technology stack - We’re a fan!
Leadfeeder
Leadfeeder shows which companies visit your website and their user behaviour. This helps you concentrate on potential leads with high intent. Leadfeeder also integrates seamlessly with your CRM system.
Best features:
- Website visitor identification.
- Detailed company profiles.
- Real-time alerts.
- CRM integration.
- Lead scoring.
Use case example:
Leadfeeder provides valuable information about your website visitors, including the companies that click on your site, their referral sources, and their areas of interest.
This data is beneficial for B2B sales professionals. Jonathon especially likes one feature:
“One great feature is the ability to follow specific companies. When you follow a company in Leadfeeder, the platform automatically sends you email notifications whenever the company revisits your site.”
3. Appointment scheduling
Chili Piper
Chili Piper is a must for your sales software stack. It streamlines the scheduling and booking process by allowing prospects to book meetings or start live calls easily.
Best features:
- Form concierge.
- Lead distribution.
- One-click scheduling.
- Monitor scheduling changes in Salesforce.
- Detailed meeting distribution reports.
Use case example:
Chili Piper helps improve lead routing and scheduling efficiency.
For example, it can immediately direct a potential customer who completes a form on your website to the right sales representative and arrange a meeting, depending on current availability.
It certainly makes things easier, as Jonathon says:
“Chili Piper automatically sorts new opportunities into enterprise, mid-market or ramping teams based on persona and deal size. Ensuring fair distribution across the board.”
This process quickly engages leads, ensuring you don’t miss out on any revenue opportunities.
Doodle
Doodle is the world’s leader in online scheduling and the most powerful way to schedule meetings with clients, colleagues, and teams.
Best features:
- Easy scheduling.
- Calendar integration.
- Poll-based availability.
- Automated reminders.
- Time zone detection.
Use case example:
Doodle simplifies meeting scheduling by allowing participants to vote on their availability through poll-based scheduling.
When organising a team meeting, you can create a poll with multiple time options and invite participants to select their preferred slots.
This method makes scheduling easier for everyone and reduces the back-and-forth communication typically involved in scheduling.
One to add to your B2B sales tech stack?
We think so!
Calendly
A powerful yet simple automated scheduling tool. Calendly takes the work out of connecting with others so you can accomplish more.
Best features:
- Automated scheduling.
- Calendar integration.
- Customisable meeting types.
- Time zone detection.
- Real-time notifications.
Use case example:
Calendly simplifies the scheduling process by enabling clients to book meetings according to their availability.
When you share a Calendly link with a client, they can see your open time slots and pick a meeting time that suits them.
This eliminates the need for multiple email exchanges to coordinate a meeting.
4. Sales engagement
Outreach
Outreach is the market-leading sales engagement platform you should definitely consider if you want the best sales tech stack. It helps salespeople effectively engage with prospects to drive more pipeline and close more deals.
Best features:
- Sales engagement.
- Pipeline management.
- Sales forecasting.
- Deal insights.
- Rep coaching.
Use case example:
Cognism integrates seamlessly with Outreach, providing a convenient solution for enriching and exporting prospect data, obtaining accurate mobile numbers, and identifying additional stakeholders and their contact information directly within your CRM.
We highly recommend using Outreach in conjunction with Cognism.
Here’s a video explaining how it works:
Salesloft
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Salesloft helps top-performing sales teams transform the way they sell. Generate pipeline, manage deals and engage customers.
Best features:
- Cadence automation.
- Email and call tracking.
- Advanced analytics.
- CRM integration.
- Sales playbooks.
Use case example:
Salesloft streamlines outreach efforts by automating touchpoints like emails, calls, and social media interactions based on a predefined schedule. It enables sales reps to manage workflows effectively and concentrate on engaging with leads.
The Cognism sales team is a big fan of Salesloft for increasing lead engagement. Jonathon explains:
“Salesloft is great for post-demo nurturing. After you’ve conducted a demo, create a personalised cadence for the prospect, sharing relevant content. My team has seen very high levels of engagement with this approach.”
Groove
Groove enhances customer support and success by utilising a shared inbox that streamlines team organisation, prioritisation, and resolution of customer tickets.
It’s a good tool to add to your sales tech stack because providing excellent customer service will please your customers and motivate them to recommend your products to others.
Best features:
- Shared inbox.
- Rules and automations.
- 50+ templates.
- Knowledge base feature.
Use case example:
One key feature that helps Groove improve sales productivity is workflow automation.
When a sales rep adds a new lead in Salesforce, Groove can automatically schedule follow-up tasks, send personalised emails, and log interactions.
The result?
Your team will cut down on manual data entry, build loyal relationships and close deals more effectively.
5. Market intelligence
PitchBook
PitchBook provides comprehensive data on the private and public markets to help business professionals discover and execute top opportunities and better organise outreach workflows.
Pitchbox streamlines the outreach process by automating email campaigns and follow-ups. This is particularly helpful when reaching out to potential partners, affiliates, or influencers in new markets.
Best features:
- Email outreach.
- Email data.
- Skill-based workflow.
Use case example:
PitchBook provides financial data and market analysis to support the decision-making process. It offers access to detailed company financials, deal tracking, and market trend analysis, enabling thorough due diligence and identification of high-potential investments.
Crunchbase
Crunchbase offers detailed information on private companies, salespeople, and investors, helping sales reps create prospecting lists based on factors such as business goals and industry details.
Best features:
- Company profiles and insights.
- Funding and investment data.
- Advanced search and filters.
- Real-time updates.
- Market trends analysis.
Use case example:
Crunchbase is a valuable resource for entrepreneurs, investors, and business professionals to stay updated on company developments and market trends.
Users can utilise it to view detailed company profiles, monitor funding rounds, and analyse market trends, making it easier to spot potential startups and new markets.
6. CRM
Salesforce
Salesforce is a crucial B2B sales tool for SDRs. A respected player in the CRM space, it’s trusted by numerous SaaS companies for managing sales and marketing activities.
Its comprehensive features help enhance sales processes, including contact and lead management, sales forecasting, and pipeline tracking.
Best features:
- Customer relationship management.
- Sales automation.
- Customisable dashboards.
- Marketing automation.
- Analytics and reporting.
Use case example:
Salesforce makes customer relationship management easy by creating a central hub where sales and marketing can access and store customer interactions and data.
Tasks like follow-up emails, lead scoring, and opportunity tracking are automated so your sales team can concentrate on developing relationships and finalising transactions without worrying about repetitive admin tasks.
Here’s how we use Salesforce at Cognism:
“We create dashboards that are easy for our team to access and visualise. Then, we consult them weekly, if not daily. This allows us to make quick adjustments and optimise our B2B sales strategy.” - Jonathon.
Better yet, Salesforce integrates with Cognism!
HubSpot CRM
Free and easy to learn, HubSpot CRM helps companies of all sizes track and nurture leads and analyse business metrics. Since there’s a free version, it’s a good CRM option to add to your tech stack for sales.
Best features:
- Lead and contact management.
- Sales pipeline tracking.
- Email integration.
- Task and activity management.
- Reporting and analytics.
Use case example:
HubSpot CRM is a powerful tool for B2B sales teams. It stores all customer and prospect data in one location.
This way, your team can access any data they need wherever they are, and it will be up-to-date and accurate for everyone. (Especially if a tool like Cognism Enirch is part of your tech stack😜)
What’s more, with this CRM, you can track leads through every stage of the sales process and track and manage your pipeline, all with in-depth reporting and analytics.
Microsoft Dynamics
Microsoft Dynamics is a CRM solution that enhances sales productivity by incorporating social insights, business intelligence, and campaign management.
It helps connect your teams, processes, and data throughout your entire organisation to enhance customer experiences and operational flexibility.
Best features:
- Customer relationship management.
- Sales and marketing automation.
- Customer service management.
- Advanced analytics and reporting.
- Integration with Microsoft 365 and other tools.
Use case example:
Microsoft Dynamics is a good addition to your sales operations tech stack because it seamlessly connects sales, CRM, and marketing in one platform.
With its arsenal of automation tools, tracking features, and powerful insights, you'll soon see why it’s a champion in boosting customer relationships.
Pipedrive
Pipedrive is a user-friendly sales CRM with custom reporting, sales tracking, and pipeline management features. Sales representatives use it to visualise their pipeline, progress deals, and monitor contact activity and deal value.
Enterprise sales leaders also include it in their sales enablement tech stack because it allows them to customise dashboards, identify problem areas, and streamline their sales process.
Best features:
- Visual sales pipeline.
- Activity and task management.
- Email integration.
- Customisable reports and dashboards.
- Lead and deal tracking.
Use case example:
By providing a visual sales pipeline, Pipedrive helps sales teams stay organised and focused.
For multiple deals, Pipedrive allows you to see each deal's status at a glance and prioritise actions accordingly. The tool also lets you send timely follow-ups with integrated email and scheduling tasks.
Pipedrive is another tool that integrates with Cognism for an enhanced CRM and high-quality account and contact data.
Workbooks CRM
Drive business success with Workbooks CRM, an affordable, feature-rich CRM solution that enables businesses to acquire, convert and retain new customers.
Best features:
- Lead and opportunity management.
- Sales automation.
- Marketing campaign management.
- Customer service management.
- Customisable reporting and dashboards.
Use case example:
Workbooks CRM facilitates the automation of sales and marketing processes effortlessly. This is accomplished by combining lead and opportunity management with marketing campaign management.
Workbooks enables you to monitor leads generated from a new marketing campaign, handle follow-ups, and evaluate the campaign’s effectiveness through customisable reports.
7. Video conferencing
Zoom
Zoom is the leader in modern enterprise video communications. With Zoom, you can build relationships with prospects and customers and close business faster.
Best features:
- HD video and audio conferencing.
- Screen sharing.
- Virtual backgrounds.
- Meeting recording and transcripts.
- Breakout rooms.
Use case example:
Zoom is a part of our sales ops tech stack at Cognism. Not only does it enhance remote collaboration by providing reliable HD video and audio conferencing. But, since going hybrid after the coronavirus pandemic, Zoom has been essential for connecting the wider business as a whole.
David is a big fan:
“From 121s with your line reports to those Monday morning team meetings and company-wide town halls, is there anything Zoom can’t do?”
“Now that many companies have a hybrid work model, it’s essential to maintain company culture and communication. Best of all, there’s a free option, so anyone can use it.”
Skype
Skype is an alternative to Zoom for group video chat that makes it easy for coworkers to meet and collaborate. You can present PowerPoint slides, video recordings, and more with group screen sharing.
Best features:
- Video and audio calls.
- Instant messaging.
- Screen sharing.
- Call recording.
- Voicemail.
Use case example:
Skype facilitates effective communication for both personal and professional use through its versatile video and audio calling features.
During a remote business meeting, you can use Skype to conduct video calls, share your screen to present documents and record the call for future reference.
Instant messaging allows for quick follow-up questions and continued conversation after the call.
GoToMeeting
An industry leader in online video conferencing for companies worldwide, GoToMeeting is sales tech that’s trusted by millions of people every day for real-time communication.
Best features:
- HD video conferencing.
- Screen sharing.
- Meeting recording and transcription.
- Custom meeting links.
- Mobile app integration.
Use case example:
You can use GoToMeeting to present your screen and have all team members follow along with the latest data and updates. The meeting can be recorded and transcribed for later reference, ensuring no details are missed. Custom meeting links make it easy for participants to join.
BlueJeans
BlueJeans is the meeting platform for the modern workplace. It integrates video, audio, and web conferencing with the collaboration tools people use every day.
Best features:
- HD video and audio conferencing.
- Dolby Voice audio.
- Screen sharing.
- Meeting recording and highlights.
- Integration with collaboration tools.
Use case example:
The tool provides clear and immersive audio-visual experiences, making pre-sale discussions more effective.
Screen sharing allows you to present documents and slides seamlessly while meeting recording, and highlights capture essential moments should an important decision maker be unable to make the call.
8. Video hosting
Vidyard
Vidyard is an online video platform that helps businesses boost leads, speed up their pipeline, and enhance customer satisfaction.
Best features:
- Video creation and editing.
- Video hosting and management.
- Interactive video elements.
- Analytics and reporting.
- CRM and marketing automation integration.
Use case example:
Vidyard is a great tool for sales targeting and video prospecting!
Vidyard offers tools for creating promotional videos with interactive features like CTAs and forms and allows you to host them on your website.
This is great for SDRs who want to record and send personalised videos to leads, clients and colleagues.
Jonathan said:
“After every demo, send a short bespoke video summary of the meeting. Share it with stakeholders who couldn’t attend but have influence over the deal.”
BombBomb
BomBomb is a sales tech stack example of a cloud-based video messaging platform that integrates with Gmail, Outlook, Salesforce, iMessage, and 50+ other integration partners.
Best features:
- Video email and messaging.
- Screen recording.
- Email tracking and analytics.
- CRM integration.
- Customisable video templates.
Use case example:
When following up with a potential client, you can record a quick video message using BombBomb and send it directly via email. This personal touch helps build a stronger connection and increases the likelihood of a response. Screen recording allows you to provide visual explanations and demonstrations.
Covideo
With Covideo, you can record and send personalised videos that improve response rates, increase sales opportunities and close more deals.
Best features:
- Video email and messaging.
- Screen recording.
- Video library and organisation.
- Analytics and tracking.
Use case example:
With Covideo, SDRs can send personalised video emails or a follow-up video message summarising key points and next steps. They can provide visual context and walkthroughs using Covideo’s screen recording feature. The video library makes all videos easily accessible.
Bonjoro
Integrate Bonjoro into your outbound sales tech stack by syncing it with your existing CRM workflows to send truly personal videos at just the right moments in the customer’s journey.
Best features:
- Personalised video messages.
- Email and CRM integration.
- Video templates.
- Engagement tracking.
Use case example:
Sales teams can use Bonjoro to send a warm welcome video, introducing them to your product and team or a friendly prospecting video message.
Video templates make it easy to create consistent and branded content. Engagement tracking lets you see who viewed your videos and how they interacted with them, helping you follow up effectively.
9. Live chat
Drift
Drift is the world’s leading conversational marketing and sales platform, helping businesses connect with customers who are ready to buy.
Best features:
- Live chat and messaging.
- Conversational AI and chatbots
- Email and calendar integration
- Account-based marketing tools
Use case example:
Drift can be an excellent tool for creating customer engagement on a website.
For example, when a potential customer visits your website, Drift can automatically engage them with a chatbot to answer questions, schedule meetings, or route them to a live sales representative.
Of course, Cognism loves Drift! Jonathon said:
“Chances are, if you’re a scaling company, you won’t have the manpower to oversee the live chat on your site. Drift automates this function, replicating the behaviour of your top SDRs. The chatbot is always there, handling the workflow and driving conversions.”
And the love is returned - Here’s what Drift had to say about having Cognism in its sales stack:
“On average, 70% of monthly meetings are booked over the phone and every mobile number is pulled from Cognism”
Acquire
Streamline customer conversations for sales, support, and onboarding with sales technology, Acquire—a scalable suite of tools that includes live chat, chatbot, video, and voice calling.
Best features:
- Live chat and messaging.
- Co-browsing and screen sharing.
- Chatbots and automation.
- Reports.
Use case example:
Acquire offers real-time live chat and co-browsing capabilities. The tool can help customers resolve issues on your website.
Customers can initiate a live chat session, during which a support agent can use co-browsing to view and navigate the customer’s screen.
Intercom
Build better customer relationships with scalable messaging that provides a more personal experience for you and your customers throughout their lifecycle.
Best features:
- Live chat and messaging.
- Chatbots and automation.
- Customer data platform.
- Email marketing integration.
- Product tours and onboarding.
Use case example:
Intercom is a good tool for a pre-sales tech stack because it provides robust live chat and automation features. With these features, you can handle common queries and escalate complex issues to human agents.
With this tool, you can automatically send an introductory message and guide them through a product tour.
Zendesk
Zendesk Chat lets you chat with customers on your website and give them real-time support.
Best features:
- Ticketing system.
- Live chat and messaging.
- Knowledge base and self-service.
- Automation and workflows.
Use case example:
When a customer submits a support request, Zendesk automatically generates a ticket and routes it to the appropriate agent. Zendesk helps manage workflows so you can respond to clients on time.
10. Proposal software
PandaDoc
Create, send, track, and eSign proposals, contracts, and quotes. Empower your sales team to create professional documents faster, streamlining the closing process.
Best features:
- Document creation and editing.
- E-signatures.
- Workflow automation.
- Analytics.
Use case example:
When finalising a sales deal, PandaDoc can quickly generate a contract, personalise it with necessary information, and send it for an e-signature from the client.
Nancy’s advice for using this sales software is:
“I use PandaDoc’s content library to store information my team and I repeatedly use, like Testimonials or Ts and Cs. It's a great way to ensure consistency across your paperwork.”
Turtl
Turtl can simplify the creation of trackable proposals and other sales collateral, giving sales unique insight into stakeholder priorities and strengthening conversations.
Best features:
- Interactive content creation
- Analytics and insights
- Collaboration tools
- Customisable templates
Use case example:
With Turtl, you can create engaging, interactive content that captures your audience’s attention.
Jonathon strongly supports Turtl:
“We use this tool at Cognism to create sales decks, presentations and slides. The best thing is that it provides analytics for the most viewed sections of our collateral and for how long, so we can improve them going forward.”
Proposify
The online proposal software that helps modern sales teams create, send, track, and e-sign winning proposals, contracts, and agreements.
Best features:
- Proposal creation and customisation.
- E-signatures.
- Content library.
- Analytics and tracking.
Use case example:
Another option for your B2B sales tech stack that offers e-signature capabilities.
When preparing a proposal for a potential client, you can use Proposify to draft a professional document quickly using pre-designed templates.
The content library allows you to reuse sections across different proposals, making proposal content consistent.
Qwilr
Qwilr makes beautiful, intuitive sales and marketing documents that look impressive and integrate seamlessly with your business.
Best features:
- Interactive proposal and document creation.
- Analytics and tracking.
- E-signatures.
- Customisable templates.
Use case example:
With Qwilr, you can create interactive, web-based documents.
For instance, when pitching to a new client, you can use Qwilr to build a dynamic proposal that includes videos, pricing tables, and interactive quotes.
The platform tracks how recipients interact with the document, providing valuable engagement data.
DocSend
DocSend is a good tool to add to your sales ops tech stack. It helps sales and marketing teams find and share content that drives deals forward. Say goodbye to attachments and hello to more revenue.
Best features:
- Secure document sharing.
- Real-time analytics.
- Access control and permissions.
- E-signatures.
Use case example:
When sharing a confidential document with a client, you can use DocSend to control who can view the document and set permissions.
Real-time analytics show you how recipients interact with the document. This helps you gauge interest and follow up strategically.
11. Contact management software
Juro
AI-enabled end-to-end contract management software. Juro offers contract creation, negotiation, e-signing, and analytics.
Best features:
- Contract creation and automation.
- E-signatures.
- Workflow management.
- Analytics and reporting.
Use case example:
Juro, let’s draft the contract using Customisable templates and automate the approval process.
With its e-signatures, you sign documents quickly and securely and keep all contracts in one centralised place.
Oneflow
Oneflow offers a powerful sales tool that automates the last mile of the selling process. It speeds up the sales cycle by making it easy for the prospect to sign from any device.
Best features:
- Digital contract creation.
- Real-time editing and collaboration.
- E-signatures.
- Workflow automation.
Use case example:
You can use Oneflow to edit the contract live with input from both parties. E-signatures streamline the signing process, and workflow automation handles approvals and reminders.
Contract Works
When building a tech stack for sales, you'll want a contract management tool like Contract Works. It's built for teams of all sizes. So you can execute, store, track and get the most out of your contract portfolio.
Best features:
- Contract repository.
- Document tagging and search.
- Automated alerts and reminders.
- Reporting and analytics.
- Role-based access control.
Use case example:
When managing a large volume of contracts, you can use Contract Works to store all documents, using tags and search functions for easy retrieval. Automated alerts remind you of critical dates and obligations.
12. Sales enablement
GetAccept
Harness video, live chat, proposal design, document tracking, and e-signature to simplify the life of your B2B sales team.
Best features:
- Document creation and editing.
- E-signatures.
- Video messaging.
- Sales automation.
- Analytics and tracking.
Use case example:
Use GetAccept to create a customised document and include a personalised video message to introduce yourself and explain key points.
E-signature functionality allows the client to sign the document quickly and securely while sales automation features help manage follow-ups and reminders.
Nancy said:
“With GetAccept’s deal tracking, our AEs receive real-time notifications whenever a prospect views, downloads, prints, forwards, or signs our sales assets. This helps us follow up at the most optimal times.”
Highspot
Highspot’s intuitive platform combines intelligent content management, training, contextual guidance, customer engagement, and actionable analytics.
Best features:
- Content management.
- Sales enablement.
- Customer engagement tracking.
- Analytics and reporting.
Use case example:
When preparing for a sales pitch, you can use Highspot to find and use the most relevant content, such as case studies or presentations.
The platform tracks how prospects engage with the content, providing valuable insights into their interests and behaviour.
Seismic
Being the leading B2B sales enablement platform, Seismic equips global sales teams with knowledge, messaging, and automatically personalised content.
Best features:
- Content automation.
- Sales enablement.
- Personalised content delivery.
- Analytics and insights.
Use case example:
When a sales rep prepares for a client meeting, Seismic can automatically generate tailored presentations and documents based on the client’s profile and needs.
The platform tracks how the client interacts with the content, helping to check customer engagement.
Showpad
Showpad Content bridges the gap between sales and marketing by creating a centralised location where sellers can discover, present, and share the latest on-brand content.
Best features:
- Content management.
- Sales enablement.
- Interactive presentations.
- Analytics and reporting.
Use case example:
Showpad can be a valuable tool in your sales stack for managing and delivering sales content.
You can access and present interactive content such as brochures, videos, and presentations using the tool during your sales presentations.
While presenting, you can track how prospects engage with the content and understand their interest in your offering.
13. E-signature software
DocuSign
A cloud-based solution that offers a way to sign agreements electronically on practically any device, from almost anywhere, at any time.
Best features:
- E-signatures.
- Document preparation and templates.
- Workflow automation.
Use case example:
DocuSign simplifies the process of obtaining legally binding electronic signatures for your documents.
It's one of the best tools for e-signatures when signing business deals with clients. The tool offers Customizable templates and workflow automation, helping you send reminders and track the signing process.
Adobe Sign
Automate signing and approvals across your entire organisation. Reduce the signing and approval process from days to minutes with Adobe Sign.
Best features:
- E-signatures.
- Document management and workflows.
- Mobile accessibility.
- Integration with Adobe and third-party applications.
- Compliance and security.
Use case example:
Adobe Sign helps automate the document signing process and provides secure and efficient e-signature capabilities.
You can use the tool to send the document to all parties for electronic signature. The platform supports customisable workflows to automate the approval process and ensure timely execution.
14. Sales analytics
Kluster Intelligence
Kluster Intelligence interprets CRM data to produce innovative insights and action points to drive growth and profits.
Best features:
- Predictive analytics.
- Sales forecasting.
- Performance tracking.
- Customisable dashboards.
Use case example:
The tool can be used for planning your quarterly sales targets — it can analyse historical data and market trends to predict future sales outcomes accurately.
Performance tracking helps you monitor your sales team’s progress against these targets in real time. Customisable dashboards allow you to visualise key metrics and insights tailored to your needs.
Jonathon said:
“Kluster is very useful for identifying which teams are struggling vs their forecast. Once you’ve identified the struggling areas of your business, you can take steps to help them, such as upskilling or providing more training.”
SalesChoice
An AI SaaS-based predictive and prescriptive analytics company that increases the performance of B2B sales.
Best features:
- Predictive sales analytics.
- Sales forecasting.
- Opportunity scoring.
- AI-driven insights.
Use case example:
Provide accurate sales forecasts and score opportunities based on their likelihood to close using Sales Choice.
It's a useful tool for your B2B sales tech stack because it helps you prioritise high-potential deals and allocate resources effectively.
AI-driven insights offer recommendations for improving sales strategies and addressing potential issues.
Clari
Clari’s Revenue Operations platform helps B2B organisations increase win rates, shorten sales cycles and improve forecast accuracy.
Best features:
- Revenue operations platform.
- Sales forecasting.
- Pipeline management.
- Activity tracking.
- AI-driven insights.
Use case example:
Clari tracks all sales activities and provides real-time updates on deal progress. AI-driven insights help identify potential risks and opportunities.
The platform’s accurate sales forecasting aids in setting realistic targets and making informed business decisions.
15. Business intelligence
Gong
The Gong revenue intelligence platform captures and understands every customer interaction and then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.
Best features:
- Conversation analytics.
- Call recording and transcription.
- Sales performance insights.
- Deal intelligence.
Use case example:
When conducting sales calls, Gong records and transcribes the conversations, analysing them for key metrics such as talk-to-listen ratio, topics discussed, and next steps.
This data helps sales managers identify coaching opportunities and areas for improvement.
Deal intelligence provides insights into which deals are most likely to close and what factors influence their progress.
David offered this advice:
“Take snippets from your high-performers' calls and share them with your ramping SDRs. I’ve found this results in shorter ramp periods.”
InsightSquared
AI-powered revenue intelligence software. Make better business decisions with actionable, real-time intelligence on sales KPIs.
Best features:
- Sales performance analytics.
- Pipeline management.
- Forecasting.
- Customisable dashboards.
Use case example:
You can use InsightSquared to analyse your current sales data, track pipeline changes, and generate accurate sales forecasts.
Customisable dashboards offer real-time insights into key metrics, enabling better decision-making.
Looker
Looker is business intelligence software and a big data analytics platform that helps you easily explore, analyse and share real-time business analytics.
Best features:
- Data exploration and visualisation.
- Customisable dashboards.
- Real-time analytics.
- Embedded analytics.
Use case example:
The tool helps you create interactive dashboards that display real-time analytics from various data sources.
This allows you to monitor key performance indicators (KPIs) and gain actionable insights.
Grow
Grow is a business intelligence dashboard for small and medium-sized businesses. It makes it easy and affordable to visualise business performance in real-time.
Best features:
- Data visualisation.
- Customisable dashboards.
- Real-time data integration.
- KPI tracking.
- Collaboration tools.
Use case example:
Grow's no-code platform allows for efficient decision-making and enhanced data-driven thinking. It enables sales teams to manage and analyse data while creating impactful visualizations related to sales performance.
16. Lead scoring
Cyance
Cyance uses machine learning technology to predict when customers are ready to buy, transforming sales and marketing results.
Best features:
- Intent data analysis.
- Predictive analytics.
- Lead scoring.
- Account-based marketing tools.
Use case example:
You can use Cyance to identify potential leads showing intent signals related to your products or services.
Predictive analytics and lead scoring help prioritise these leads based on their conversion likelihood.
Velocify
Velocify helps sales teams prospect more precisely, accelerate lead engagement, and implement optimised workflows.
Best features:
- Lead management.
- Sales automation.
- Workflow automation.
- Reporting and analytics.
Use case example:
By using Velocify, you can significantly improve your lead management workflow.
When new leads enter your system, Velocify can automatically distribute them to the appropriate sales representatives based on predefined criteria.
VanillaSoft
Used standalone or combined with existing traditional CRM systems, VanillaSoft empowers sales reps to respond to new leads within seconds.
Best features:
- Lead management.
- Sales cadence automation.
- Real-time reporting.
- Email and phone integration.
Use case example:
VanillaSoft improves lead management and sales engagement through automated sales cadences.
For example, you can use VanillaSoft to set up automated follow-up sequences for new leads.
Infer
Infer’s predictive lead scoring platform leverages the power of predictive analytics and big data to help you identify who your perfect buyers are.
Best features:
- Predictive lead scoring.
- Data enrichment.
- Customisable scoring models.
Use case example:
Infer can analyse your existing lead data and generate scores based on their likelihood to convert.
Customisable scoring models allow you to tailor the criteria to your business needs - which makes for a great addition to your sales tech stack.
17. Direct mail automation
Reachdesk
Reachdesk helps B2B sales teams generate high-quality leads, close more deals faster, and grow customers’ value through personalised direct mail and gifting.
Best features:
- Sales performance management.
- Predictive analytics.
- Customisable dashboards and reports.
- Pipeline and forecast management.
Use case example:
As part of an ABM campaign, you can use Reachdesk to send customised gifts or direct mail to high-value prospects.
Nancy loves conceptualising new ways to connect with her key accounts:
“Meeting a new stakeholder for the first time? Why not use Reachdesk to send them UberEats vouchers or a coffee to enjoy during the meeting? Or to prospects who've returned from holiday, been ill, or had too many on Thirsty Thursday!”
