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10 Tools to Increase Productivity – Namely’s Sales Stack

Sales Stack Tools to Increase Sales Productivity

Editor’s Note: Recap post of the deck presented at Sales Hacker Conference, New York City 2015 by Chris Flores, Head of Inside Sales at Namely. The slides are viewable below.

The most common questions in tech sales are about prospecting, qualification, and demos.

How do I:

  • Prospecting
    • How do I build lead lists?
    • Find accurate contact information?
    • Track and count emails?
  • Qualification
    • Dialer technology is expensive, does it really work?
    • What CRM do you use?
  • Demo
    • Proposal/Contract technology?
    • What demo software do you use?

There are enough sales tools for salespeople to build their own stack of technology. Embracing these technologies gives us an advantage over our competition.

Here’s the Sales Stack that we’re using at Namely to do just that.

Related: The Ultimate Guide to Sales Productivity

1. The Phone

Starting with the most important tool first: the phone. We pay for it. We use it. In our world, everything gets done over the phone!

Whether you’re setting up or conducting demos, answering deeper level questions, or negotiating contract terms, the phone continues to be the most powerful tool in the sales stack.

Cold calling has changed just as much as our buyers have. It’s important to leverage the phone, but make sure you do your homework and never be afraid to pick it up.

2. Your CRM

We’re using Salesforce for our CRM. Enough said. It’s our system of record and we live by the if it’s not in salesforce it never happened rule.

The entire sales team gets a license and they utilize it for all things data maintenance, duplicate checking, forecasting, and pipeline management.

3. Rivalry

This is a powerful tool for pulling Salesforce data into beautiful Sales Leaderboards. It’s great for being transparent with all members outside of your CRM to stay on top of the key sales metrics you track.

It’s also a sales coaching/accountability platform which serves as a new age coaching solution for you and your reps backed with briefs, deliverables, and analytics on CRM data.

Rivalry

4. LinkedIn Sales Navigator

LinkedIn Sales Navigator helps us find the right prospects and company information like employee sizes, HQ, and find great content.

We get lead recommendations that are tailored to us, and we leverage it to turn cold calling into warm conversations.

LinkedIn Sales Navigator

5. SalesLoft Prospector

We use prospector to help build accurate list for our target accounts/buyers. Rather than buying large lists, we are able to candy pick all of our leads right inside of social networks and grab data on public profiles. It doesn’t matter your level of connection with the contact either. You just click the Add To Prospector button to capture a profile. And then we seamlessly upload all data into Salesforce with one click.

salesloft

6. ZoomInfo

Used for data segmentation, duplication clean up, and finding direct phone numbers, and company information like revenue, company address, and accurate employee counts.

ZoomInfo

7. InsideSales PowerDialer

Dialing technology allows my reps to quickly bang through cold calls while efficiently recording all calls within Salesforce. This allows us to create that predictable model where we can pull revenue per dial metrics, correct contact rates, and call to opportunity conversion rates.

PowerDialer

2014: 5 SDRs

  • 45,107 – Dials
  • 4,411 – Correct Contacts
  • 9.7% – Correct Contact Rate
  • 10am – 12pm – 11.4%  correct contact rate
  • 12pm – 3pm – 9.1%    correct contact rate
  • 3pm – 4pm – 11.2%  correct contact rate

8. ToutApp

Email technology that allows us to see when people are viewing and clicking on our emails.

We’re making smart decisions on what subject lines have the best view rates, how we can create effective templates, and analytics that help us share results across the entire team.

ToutApp

9. DocSend

Document technology that helps us see when prospects engage with our documents.

It allows us to have full flexibility on the collateral we send internally and externally. You can add passcodes, expiration dates, allow downloading, and simply see how long they spend on each page of your document.

10. JoinMe

And lastly is JoinMe, which is a screen-sharing platform that we use for our demos. Its easy to use, and prospects do not need to download anything to view.

JoinMe

 

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    Comment
    • Wilson Peng
      ( 0 POINTS )
      5 years, 3 months ago

      Awesome list, love Toutapp’s metrics haha. Here’s another big list of sales stack – https://inspirebeats.com/blog/the-sales-stack-tools-cheatsheet/

    • David Ahn
      ( 0 POINTS )
      5 years, 3 months ago

      Hey Chris,
      Thanks for the SalesLoft Prospector shoutout in your post!

      As far as email outreach is concerned, we’ve put together some templates and a guide to explore some of the fundamentals: https://Sal.es/EmailTemplates

      We’re glad to have Namely as a success story and be a part of your sales stack!

      Best,
      David

    • Niraj Ranjan Rout
      ( 0 POINTS )
      5 years, 3 months ago

      That’s a great list there, Chris. These tools certainly have a major impact on one’s productivity, and definitely add more hours to the work day. Cheers, Niraj (Founder at https://grexit.com)

    • Pablo Povarchik
      ( 0 POINTS )
      5 years, 3 months ago

      Has ToutApp solved their tool’s instability? Last time I tried them it was very buggy, stressful. We used Yesware for some time and now moving onto Outreach.io.

      InsideView is also a great alternative to ZoomInfo, they are also a good replacement for Google News. We have found a substantially reduced bounce rate by cross-matching the data with LinkedIn (if job position is the same on both, data is 95% good)

      SalesForce isn’t overkill? I completely replaced the “before a response” with Boomerang for Gmail, it’s so simple that I wonder why I didn’t come up with this myself (chuckle), then Pipedrive for the pipeline and Nimble for when they are clients (I know is a little scattered, but they all excel at their stage) and Nimble gives me a social feed for each client.

      Join.me is great for screen-sharing, but if you are running a remote presentation, then Prezi has no par.

      NiftyQuoter for quotes, but I catch myself sending coveting looks to Beagle more often.

      • Albert Alexander
        ( 0 POINTS )
        4 years, 11 months ago

        Take a look at Sendbloom.co as a ToutApp alternative. I work at Sendbloom and I like the product a lot. Feel free to reach out if you’re curious.

    • julianacrispo
      ( 0 POINTS )
      5 years, 3 months ago

      Great post Chris! Thanks for sharing.

    • Rachael T
      ( 0 POINTS )
      5 years, 3 months ago

      Wow, those are some great sales stack…This is what I am currently using: Zoom.info, InsideView, LinkedIn Sales Navigator, and ClearSlide. Granted, I do work for Clearslide, so we are, “drinking our own champagne.” If you are interested in sales engagement, please feel free to connect. I’d be happy to trade thoughts with you. (www.linkedin.com/in/rachaeltiow)

    • William Dixson
      ( 0 POINTS )
      5 years, 3 months ago

      good info. i find all of my unlimited customized lead generation, CRM, phone, dialer, web, and email really easy to use maintain all at http://www.cold-miner.com. control and grow with cold-miner like no other. STOP spending thousands on leads keep it all in house, any demographic, unlimited, updated constantly. http://www.cold-miner.com 8652236772

    • Gabriel Adrian Cuevas
      ( 0 POINTS )
      5 years, 3 months ago

      I highly recommend adding some sort of marketing automation tool like Hubspot or Infusionsoft with a sales automation and intelligence caveat like Proposable (www.proposable.com). It’s the missing piece in the sales process.

    • Ben Christoph
      ( 0 POINTS )
      5 years, 1 month ago

      Thanks for sharing this, would love to know an estimated monthly and yearly cost of all these tools if you’re open to sharing that as well 🙂

    • SengHee at Plus23 Proposals
      ( 0 POINTS )
      4 years, 11 months ago

      Chris,

      Thanks for sharing your sales stack.

      My sales stack is:

      – The Phone, Join.me, Skype, Hangouts,
      – Linkedin
      – Streak CRM – https://www.streak.com/
      – Slack – https://slack.com/
      – Plus23 Collaborative Proposals – https://plus23.com
      – GrooveHQ – https://www.groovehq.com/

      Disclosure: Plus23 Proposals is our sales proposal app that has a free solo version and team editions that is integrated with Slack.

      Why is Groove support ticket part of the sales stack? Customer service is always part of the sales process for a SaaS.

    • How to Find Your Next Account Executive Job (Even During a Crisis) - Sales Academie
      ( 0 POINTS )
      4 months, 2 weeks ago

      […] Sales Machine Maturity: Is their machine ready for you? Look at how many current reps the company has. If the sales team is under five, it’s […]

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