What sales enablement tools should you consider for your B2B Sales team?
Sales enablement tools are technology-based solutions built to increase the efficiency and effectiveness of sales teams. Most of our clients use a CRM tool such as Salesforce.com so we favour those that integrate.
To determine the best tools, we advocate mapping the sales process and spending time with your team answering questions like:
- What methods and stories are you using to open conversations today with new contacts?
- What qualification rules do you have in place?
- What stages are there in your sales process, and which are the most difficult parts of it today?
- What are the most common objections?
- What do your competitors do better than you? What do we need to counter them?
We find the tools available fall into 6 categories:
- Outreach: methods to find and engage with suspects and prospects.
- Insight: tailor messages or approaches with information about your audience.
- Content Distribution: share proposals or brochures at scale with measurement built-in.
- Templates & Asset Management: control what is said to work from a centralised tool-kit that you can evolve and add to over time.
- Training & On-Boarding: teach sales methodologies, approaches for individual personas and objection handling with tools that integrate.
- Performance & Incentivisation: creating competition and visibility using techniques such as gamification, league tables and talk tracks to create energy and drive performance.
The tools we see most often are:
LinkedIn Sales Navigator
Website: LinkedIn Sales Navigator
LinkedIn Sales Navigator offers advanced lead recommendations and real-time insights to enhance B2B sales efforts. It enables salespeople to find, connect with, and engage prospects effectively. Features include InMail for direct outreach, CRM integration for streamlined pipeline management, and activity tracking such as profile updates and shared posts. These tools empower tailored communication and relationship-building. Analytics and performance metrics provide further visibility into lead engagement and team activity, improving strategy alignment. The platform’s rich profile data and seamless contact management enhance sales efficiency, supporting salespeople in nurturing connections and closing deals.
Dialpad
Website: Dialpad
Dialpad is an AI-powered sales engagement platform that supports calls, SMS, and video conferencing from a single interface. It enables users to make professional calls using personal devices while keeping personal numbers private. AI-driven features include real-time assist cards, which provide tailored prompts during calls, and sentiment analysis to identify at-risk deals. Managers benefit from call analytics and CRM integration, including Salesforce and HubSpot, to track performance. Real-time call transcription and insights streamline coaching and improve outbound call success, helping sales teams optimise client interactions and boost outcomes.
Spekit
Website: Spekit
Spekit is an AI-powered enablement platform that delivers just-in-time knowledge and training within the tools sales reps use daily. It surfaces bite-sized, contextual answers to accelerate workflows and enhance customer engagement. Features like SmartSend enable content sharing with prospect tracking to guide deals to closure. Sales managers can monitor the effectiveness of training materials and fine-tune strategies. Real-time access to competitive battle cards, objection-handling tips, and sales collateral empowers reps to handle challenges effectively, enhancing deal success and overall team performance.
Ambition
Website: Ambition
Ambition is a leading sales gamification platform that motivates teams through competitions, leaderboards, and recognition programs. Integrated with Salesforce, it automates performance tracking, benchmarks, and behavioural alerts. Fantasy football-style contests and accolades boost engagement and transparency. Managers and reps benefit from real-time insights into individual and team KPIs, helping improve productivity and collaboration. Ambition’s interactive features drive motivation and sustained performance improvement, making sales activities more engaging and results-focused.
LevelEleven
Website: LevelEleven
LevelEleven focuses sales teams on revenue-driving behaviours with performance scorecards and real-time KPI tracking through Salesforce. Managers are equipped with tools for consistent coaching and actionable feedback. Success Plans streamline onboarding and goal-setting for new and existing reps, accelerating ramp times and career milestones. Gamification features, including contests and custom badges, inspire competition and celebrate achievements. These tools enable proactive performance management, helping sales teams stay on track and achieve objectives.
Whatfix
Website: Whatfix
Whatfix is a digital adoption platform that streamlines onboarding and training for enterprise application users. Its in-app guidance, interactive product tours, and customised content enhance user proficiency. Real-time walkthroughs and analytics improve engagement and help identify retention issues. The platform supports multi-format training, catering to diverse learning preferences. Whatfix’s personalised and contextual guidance ensures sales teams maximise productivity and efficiently navigate tools critical to their success.
Showpad
Website: Showpad
Showpad unites marketing and sales teams with a centralised platform for content and training. Its immersive features, like 3D models and 360° showrooms, enhance buyer interactions. Shared Spaces allow collaborative decision-making, accelerating deal cycles. AI-powered coaching and training through Showpad Coach help scale successful behaviours. Salespeople have instant access to relevant materials, enabling them to personalise conversations and confidently engage buyers. This integration of tools ensures strategic alignment and consistent sales success.
DocSend
Website: DocSend
DocSend simplifies content sharing and tracks prospect engagement through secure links. It provides page-by-page analytics, enabling salespeople to identify key interests and tailor follow-ups. Integration with platforms like Dropbox and Google Drive ensures seamless access. Features like centralised document storage, version control, and permission management enhance collaboration. DocSend equips sales teams with actionable insights to prioritise leads and refine outreach, improving deal success rates.
Loom
Website: Loom
Loom simplifies video communication, allowing sales reps to record, edit, and share messages quickly. Its platform supports high-quality recording across desktop and mobile devices, with live rewind features for precision. Generated shareable links drive engagement, while in-video comments and reactions enable interactive communication. Loom empowers salespeople to deliver compelling, personalised pitches and updates, fostering stronger client relationships and enhancing overall efficiency.
Qwilr
Website: Qwilr
Qwilr transforms traditional proposals into interactive, web-based experiences. It supports rich media integration, including videos, pricing calculators, and e-signatures, streamlining the buyer journey. Notifications keep salespeople updated on prospect engagement, while CRM integrations enhance efficiency. The platform allows for reusable templates, ensuring consistency and saving time. Qwilr enables dynamic, branded sales collateral that captures attention and simplifies decision-making, driving faster approvals and deal closures.
The starting point must be a conversation with your sales team. Don’t get sucked into technology without making sure that those who will use it, are part of the process of evaluation and selection!
