The Ultimate Guide to Salesforce Sales Tech Stack

Contents

State of Sales Tech Stack

Sales teams are always optimizing their sales processes to boost productivity, yet many companies are still struggling to achieve these goals. Despite using an average of 10 sales tools, reps are spending only 27% of their time selling, while manual tasks constitute 70% of their time. It results in budget loss, productivity loss, and low user adoption rates. 

Even with a 91% CRM adoption rate among companies with 10 employees, only 37% of them are utilizing it fully. With 2/3 of salespeople feeling overwhelmed by their tech stack, it’s no surprise that more than 70% of companies are still struggling to optimize their CRMs and drive tech stack adoption. 

Are you struggling with low user adoption rates and unclear tech stack ROI? If you are using Salesforce and don’t want to be a part of 70% of companies struggling to optimize their Salesforce sales tech stack, this blog is for you. Keep reading for a comprehensive Salesforce sales tech stack guide. 

How many tools are needed in your sales tech stack?

Enabling your sales team is like putting together a great outfit – it’s all about the right pieces. And just like you wouldn’t wear 10 hats at once, you don’t want to overload your sales tech stack with too many tools.

While 67% of companies use 4 to 10 tools in their stack, it’s important to remember that success isn’t just about quantity, it’s about quality. According to a McKinsey study, companies with a >10% CAGR are 62% more effective in using digital sales tools.

So, if you want to achieve growth and stand out from the competition, it’s all about finding the right balance. Don’t just buy 10 random tools and hope for the best – take the time to identify your team’s specific needs and requirements.

Salesforce sales tech stack

Sales engagement

Sales and marketing engagement tools are designed to help businesses engage with their leads, prospects, and customers more effectively. These tools typically integrate with other sales and marketing technologies such as CRM, marketing automation, and email marketing software. They help with various aspects of the sales and marketing process, including lead generation, lead nurturing, customer engagement, and sales enablement. 

  • Sales Vue

Salesvue is a sales engagement platform that helps sales teams increase productivity, efficiency, and revenue with features such as sales automation, call tracking, appointment scheduling, lead management, analytics, and more. It helps sales teams streamline their processes, automate tasks, and focus on closing more deals.

  • Mail chimp

Mailchimp is an all-in-one marketing platform that helps businesses of all sizes to reach their audience and grow their business. The platform offers a range of tools for email marketing, audience management, social media advertising, landing pages, and more. 

  • Active Campaign

ActiveCampaign empowers businesses of all sizes to create personalized experiences for their customers across multiple channels. With a user-friendly interface and powerful automation capabilities, ActiveCampaign helps streamline sales and marketing processes while providing real-time insights into customer behavior and engagement.

Through features such as email marketing, CRM integration, and dynamic content, ActiveCampaign allows businesses to create targeted campaigns that speak directly to their audience’s needs and interests.

Sales Intelligence

Sales intelligence tools gather and analyze information about potential customers, competitors, and market trends. They use data from various sources, including social media, news articles, and company databases, to provide insights to help sales teams make more informed decisions and improve their sales strategies. With sales intelligence tools, sales teams can better understand their target audience, identify key decision-makers, and track their competitors’ activities, all of which can lead to increased sales and revenue.

  • Cognism

Cognism helps companies improve their sales performance and grow their revenue by providing them with accurate and up-to-date B2B contact data and sales intelligence. 

  • 6 sense

6sense is an account-based orchestration platform that helps B2B marketing and sales teams identify target accounts, prioritize them based on their buying intent and engage with them across different channels. It uses AI and big data analytics to collect and analyze data from multiple sources and provide actionable insights to sales and marketing teams, helping them improve their conversion rates, drive revenue growth, and increase ROI.

  • Demand base

Demandbase helps companies identify and target high-value accounts, engage those accounts across channels, and measure the effectiveness of their marketing campaigns. Its solutions include account-based advertising, account-based retargeting, account-based web personalization, account-based sales orchestration, and B2B audience targeting. 

Lead management

A lead management tool is a software application that helps businesses capture, track, and manage leads throughout the sales process. It helps businesses automate tasks such as lead capture, lead scoring, lead nurturing, and lead routing.

It is easy to efficiently manage your leads, from the initial contact to the point of conversion. It typically provides a centralized database where businesses can store and organize their leads, making it easy for sales and marketing teams to access and work on them.

  • PowerRouter

PowerRouter is an intelligent lead lifecycle management tool designed for Salesforce CRM that helps revenue teams optimize the buyer journey by carefully orchestrating key touchpoints throughout the entire funnel. PowerRouter’s suite of features like real-time lead assignment, handoff, and lead to account matching enables businesses to manage their leads more efficiently. For instance, PowerRouter allows businesses to track lead activity, set up custom workflows, and prioritize leads based on their likelihood to convert. 

  • Leandata

LeanData provides lead-to-account matching and routing. It helps businesses manage and optimize their lead routing process, ensuring that leads are delivered to the right person or team at the right time. 

  • Zoominfo

ZoomInfo offers a comprehensive lead management solution that enables businesses to efficiently manage their leads and improve their conversion rates. With ZoomInfo’s lead management solution, businesses can identify new leads, import their existing leads, and enrich their lead data with up-to-date information, such as contact information, company information, and buying signals.

Forecast and analytics

Forecasting and analytics tools help businesses predict future sales trends and analyze data to gain insights into their sales performance. They use data analysis and statistical algorithms to analyze historical sales data, market trends, and other relevant data to predict future sales trends.

Sales forecasting and analytics tools typically offer features such as customizable dashboards, real-time data visualization, and reporting capabilities that allow businesses to identify sales trends, track progress towards sales goals, and make informed decisions about sales strategies.

  • RevVana

Revvana is a revenue forecasting and management platform that helps companies better forecast revenue, manage performance, and optimize their revenue operations. It offers features such as revenue forecasting, performance management, deal review and collaboration, and more. 

  • RevVue

RevVue helps businesses automate their revenue recognition and management processes. It is designed to streamline the entire revenue recognition process, from data collection to reporting and analysis, making it easier for teams to stay compliant with the latest accounting standards and regulations. 

With RevVue, businesses can also gain real-time visibility into their revenue streams, automate the calculation and allocation of revenue, and improve the accuracy of their financial reporting. 

Document management

Forecasting and analytics tools help businesses predict future sales trends and analyze data to gain insights into their sales performance. They use data analysis and statistical algorithms to analyze historical sales data, market trends, and other relevant data to predict future sales trends.

Sales forecasting and analytics tools typically offer features such as customizable dashboards, real-time data visualization, and reporting capabilities that allow businesses to identify sales trends, track progress towards sales goals, and make informed decisions about sales strategies.

  • Docusign

DocuSign is an electronic signature and document management tool that enables businesses to securely sign, store, and manage digital documents. With DocuSign, users can electronically sign and send documents for signature, automate workflows, and store and organize documents in the cloud. 

  • Pandadoc

PandaDoc enables businesses to create, deliver, and manage various types of documents online. It offers a wide range of features to help streamline document workflows, such as customizable templates, e-signature capabilities, real-time tracking, and analytics. 

Integration and automation

Integration and automation tools allow different systems, tools, and applications to communicate and work together seamlessly. They streamline workflows and automate repetitive tasks by allowing data and information to flow seamlessly between different systems, applications, and tools. 

  • Zapier

Zapier is an integration tool that connects different web applications together. It allows users to create automated workflows, called “Zaps”, which can trigger actions in one app based on events in another app, without requiring any coding skills. 

Zapier offers a wide range of integrations with over 3,000 apps, including popular sales and marketing tools, project management software, and customer support systems. With Zapier, businesses can streamline their workflows, save time on manual tasks, and improve their overall productivity.

  • Asana

Asana is a project and task management tool designed to help teams organize, track, and manage their work. It provides a platform where teams can collaborate, communicate, and assign tasks to one another, all in one place. 

With Asana, users can create projects, set deadlines, assign tasks, and track progress in real-time. It also offers features such as calendars, timelines, and customizable dashboards to help teams stay on top of their work and meet their goals. 

Data management

Data management tools are designed to manage, organize, and analyze large sets of data. These tools can be used to store, sort, and manipulate data in various formats, and can also be used to extract insights and intelligence from the data. They help businesses streamline their data management processes, reduce errors, and gain a deeper understanding of their data.  

  • PowerRouter

PowerRouter is a powerful data management tool designed specifically for Salesforce CRM that enables companies to efficiently manage their data. With its real-time capabilities, PowerRouter helps businesses identify, merge, or eliminate duplicate data from their Salesforce CRM, ensuring that the data is clean and up-to-date at all times. Real-time deduplication enables users to identify duplicate records and merge them into a single, accurate record. 

  • Dedupely

Dedupely helps companies identify and eliminate duplicate data from their databases with intelligent merging, fuzzy matching, and custom data matching rules, which enable users to find and merge duplicates.  It also provides data validation tools, data cleansing, and normalization to help businesses improve their data quality and accuracy.

  • Cloudingo

Cloudingo is a cloud-based data management platform that provides data quality and deduplication solutions for Salesforce users. It offers a wide range of features, including data profiling, deduplication, record merging, normalization, and enrichment. 

It helps users to identify and eliminate duplicate records, ensuring that data is accurate and up-to-date. It also enables users to perform mass updates, standardize data, and automate data maintenance tasks.

  • Leandata

LeanData’s Duplicate Matching feature helps businesses eliminate duplicate records in their CRM. It can identify potential duplicates based on a set of configurable rules and criteria, such as matching email addresses, phone numbers, company names, and more. 

Territory management

A territory management tool is a software application that helps businesses manage their sales territories and maximize their sales performance. They allow users to define territories based on various criteria, such as geography, industry, or customer type, and assign sales reps and quotas to each territory. 

  • Geopointe

Geopointe is a territory management and geolocation solution for Salesforce that helps businesses visualize, analyze, and optimize their Salesforce data geographically. With Geopointe, users can map Salesforce data to identify trends, patterns, and opportunities, plan routes and schedules, and create territories for sales reps based on location or other criteria. 

  • Realzips

RealZips is a territory management tool designed for sales teams to help them manage their territories in a more efficient way. The platform uses real-time data to provide sales reps with a complete view of their territories, including key accounts, prospects, and leads.

  • Map my customers

Map My Customers is a territory management and field sales productivity software that helps businesses manage and optimize their sales territories. It offers a range of features including route planning, lead management, team collaboration, and data visualization tools to help businesses streamline their sales operations and improve their bottom line. 

With companies spending thousands of dollars on sales tech per sales rep, it’s essential to ensure that the investment is not wasted. Lack of user adoption and underutilization can result in a significant loss of time, productivity, and money. So, it’s critical to prioritize proper implementation and adoption of sales tech to reap its benefits fully and avoid such significant losses to the bottom line.