Top 5 Sales Enablement Tools to Increase B2B Sales Efficiency

Modern B2B sales teams can use all the help they can get. With buying cycles becoming increasingly complex and more buyers preferring self-service options, it's absolutely crucial for salespeople to leave prospects with a positive experience after calls. Research by Harvard Business Review points out that B2B buyers

 use a company's website as frequently as they interact with sales reps, another indication of the growing preference for B2B buyers to figure it out themselves. Given this growing trend, B2B sales reps have even fewer opportunities to make a lasting impression on potential customers.

As sales competition continues to heighten, more and more sales enablement tools are emerging to help sales representatives, managers, and executives perform more efficiently and better utilize the resources at their disposal.

Here's a rundown of the top 5 useful sales enablement tools that every organization should consider adding to its stack.

Demoleap

Consistency is a constant struggle among sales teams. One sales rep might be crushing their quotas while another might be struggling to fill their calendar with appointments. Often it can be challenging, even for sales managers, to pinpoint the reasons for these performance discrepancies.

Demoleap serves to empower all sales reps, no matter their experience or tenure, to make quality sales calls each time by providing an in-call coach to guide reps through their calls, from discovery and qualification to product demos and customer onboarding. The platform's AI assistant provides real-time prompts and quick knowledge base access to help reps navigate the conversation with data easily on-hand. 

Demoleap's guided selling platform uses artificial intelligence to transcribe calls in real-time and provides in-call flash cards and prompts for the seller based on participant cues and interactions. Demoleap also enables organizations to customize and standardize their playbooks, borrowing the best tactics from their highest performers and distributing them across their teams, helping close the gap between the strongest and least efficient performers.

Incorporating a tool like Demoleap into your sales stack can help reps better self-serve and learn from their mistakes and successes immediately after calls. Many sales enablement solutions cater to sales managers and provide post-call analysis, but Demoleap prides itself on taking a seller-first, real-time approach.

Boomerang

Sales teams need seamless meeting scheduling. However, merely automating calendars usually isn't enough. An ideal sales enablement tool increases productivity by giving sales teams the power of intuitive automation. Boomerang brings the power of CRM tracking to an inbox thanks to powerful integrations with Google, Microsoft, and other email providers.

Instead of switching screens to schedule meetings and find available times, Boomerang helps sellers schedule meetings via a handy popup within their email clients. Suggesting times for one-off meetings, setting availability, and blocking times has never been easier. Sellers can also follow up within a specific timeframe, depending on the buyer's actions.

Boomerang automates meeting reminders to reduce no-shows and comes with an assistant that helps sales teams craft perfect emails. Teams can even pause inbox notifications, while setting up exceptions, to get more work done and schedule inbox checks throughout the day.

Thanks to powerful sequence automation, sellers can create custom workflows if buyers do not respond or engage via email.

Outreach

Engagement is a challenging hurdle for most sales teams. When should reps reach out to leads to ensure maximum impact? How should they craft their messages? Outreach simplifies and automates large portions of the sales cycle by giving sales reps proven templates, scripts, and high-impact sequences that boost close rates.

Sales managers can leverage the platform's task prioritization capabilities and direct their reps towards proven playbooks based on past data. Outreach also incorporates powerful coaching capabilities, although it doesn't feature real-time playbook assistance like Demoleap. Managers can review calls, share relevant information, and coach reps at scale.

Sequence management is one of Outreach's most powerful functionalities. Sales reps can manage multiple stakeholders within the same sequence thanks to the AI-assisted prompts within the platform. They can also consolidate multiple responses into a single thread, centralizing all relevant information and automating follow-up sequences.

Sales managers can leverage analytics on the platform to understand which workflows work best, share it across their team, and inform reps of behaviors that boost conversions and opportunities. As a result, pipeline projection becomes easier, giving companies insights into what to expect over the coming quarters.

Vidyard

Sales teams are now largely remote, and this brings special challenges. With in-person interaction during sales processes hitting lows, personalization is more important than ever before. Research from Gartner indicates that 80% of sales interactions will likely occur over digital channels, making in-person interaction almost obsolete. Vidyard is plugging this gap in the sales market by helping sales reps customize their videos and boost engagement.

Vidyard supports sales and marketing teams throughout the funnel, covering everything from outreach to sales meetings. Reps can record and send videos from their email inboxes and view statistics on how often their recording was played by the prospect.

Reps can even customize video sharing pages to ensure consistent viewing experiences by designing them around the company's brand. Account executives can even create customized playlists of product walkthroughs and share them with prospects easily. 

In addition, features like customized thumbnails and CTAs help reps close more opportunities by building engagement.

Highspot

Content management is critical to sales teams' success. Playbooks, sales assets, and datasheets play critical roles during the demo and engagement processes, giving reps the chance to establish trust. However, reviewing content effectiveness and individual reps' usage of that content is challenging.

Highspot solves this problem by acting as a content hub for every sales team. Often, sales teams let marketing content go to waste either due to a lack of cohesion between departments or irrelevant content. Highspot's content library puts the right content at a sales rep's fingertips, helping them move deals forward.

Like most sales engagement platforms, Highspot helps managers coach their reps after calls to help them squeeze the most out of their opportunities. Analytics help managers in this task by giving them details on rep content usage and other relevant metrics.

Enabling B2B sales success

B2B sales have become increasingly challenging, but the tools mentioned on this list are changing the game for sellers. Each tool addresses a different area of the sales cycle, putting sales teams in a prime position to close deals, hit their quotas, and increase productivity.