Best in the market: HubSpot

Lead scoring software in sales is a technology solution designed to assess and rank the potential of leads based on various criteria, enabling sales teams to prioritize and focus their efforts on leads that are most likely to convert into customers. The goal is to objectively evaluate and assign scores to leads, indicating their level of engagement, interest, and likelihood to make a purchase.

Lead scoring involves assigning numerical values to different attributes and behaviors exhibited by leads, such as website visits, email interactions, social media engagement, and more. The software aggregates these scores, quantitatively measuring a lead’s quality and readiness for conversion.

Traditional approach: 

Conventional lead scoring methods rely on manual processes where marketing teams evaluate a set of leads individually using a checklist of factors. This approach can be laborious and time-consuming, as marketers are limited to handling relatively small data sets at a time. The manual nature of this method not only decelerates the lead qualification process but also introduces the potential for human errors. In the fast-paced and data-driven landscape of business, relying solely on manual lead scoring can impede efficiency and accuracy. 

Sales acceleration approach: 

Accelerated or predictive lead scoring represents an automated approach that employs algorithms to establish a comprehensive lead scoring model. The algorithm is crafted using data from existing contacts, encompassing both won and lost opportunities. Leveraging advanced analytics, lead scoring software identifies meaningful patterns within the data, pinpointing attributes that carry substantial significance.

This data-driven and software-managed lead-scoring methodology not only enhances efficiency by saving time but also ensures an objective scoring process. By relying on automated algorithms and sophisticated analytics, businesses can streamline their lead scoring efforts, focusing on the most relevant and impactful attributes to make informed decisions in a more timely and objective way.

For example,  HubSpot, a CRM industry leader, provides 25 specialized scoring systems for distinct lead signals, distinguishing itself with support for both traditional and predictive lead-scoring methods. Users can seamlessly switch between the two, crafting new scoring criteria based on lead activity. The platform extends capabilities beyond lead scoring, enabling timely notifications, lead list segmentation, and personalized web content delivery. This functionality empowers users to nurture top leads and increase deal closures without expanding the sales team’s workload.

3 Lead distribution tools

Best in market: Chili Piper

Lead routing software, or lead distribution software, efficiently assigns leads to appropriate salespeople at optimal times. In the absence of such software, new prospects might be distributed to sales reps on a first-come, first-served basis, leading to inefficiencies and potential mismanagement of leads. Lead routing software integrated with CRM tools ensures the effective distribution of leads. 

This technology, working in real-time, qualifies and directs the right leads to the correct sales representatives, enhancing overall lead management and conversion efficiency.

Traditional approach: 

Traditional lead routing involves manual assignments, often resulting in a chaotic process. As leads transition from marketing to sales, reps manually select or are assigned leads based on availability and expertise. This becomes impractical and ineffective for companies dealing with a high volume of leads, leading to exhaustion and inefficiency.

Sales acceleration approach: 

With accelerated lead routing, businesses employ an automated lead management platform to seamlessly assign leads to the next-in-line and most qualified sales representatives. This approach empowers sales reps to comprehensively track a lead’s behavior throughout the buyer’s journey, allowing them to strategize effectively. The integration of lead tracking software ensures sales reps stay promptly informed about new leads, facilitating quicker responses and fostering stronger relationships.

For example,  Chili Piper stands out as an advanced lead routing and scheduling solution designed for B2B teams. By utilizing web forms, businesses can effortlessly collect information from interested prospects on their websites and seamlessly transition them to real-time meetings with available sales representatives. The tool seamlessly integrates with various CRM tools, facilitating the storage of lead information and enabling efficient segmentation into relevant subcategories. Currently used by Intuit, Spotify, Airbnb, Gong, and thousands more. 

4 Contact management tools

Best in market: PipeDrive 

A contact management platform serves as a digital address book, allowing businesses to store and organize crucial contact information. While it may seem simple, the importance cannot be overstated. 

Disorganized or incomplete contact information can lead to significant challenges, causing delays and missed opportunities. Conversely, a well-organized and accessible customer data system is efficient to search, remains up-to-date, and, most importantly, contributes to scaling sales performance.

Traditional approach: 

Historically, businesses used address books or spreadsheets for storing, organizing, and tracking contact information. While small startups may find this approach manageable, larger companies face challenges in maintaining up-to-date, accessible, and relevant information solely through spreadsheets. While this approach may be understandable, it falls short in terms of practical utility.

Sales acceleration approach: 

Today, companies employ dedicated contact management software to maintain up-to-date contact information. Robust pipeline software enhances the ability to track interactions with contacts and notifies your team of any changes in contact details. Given that it may require up to five attempts to connect with the correct decision-maker, it’s crucial not to lose valuable connections due to outdated email addresses.

For example, Pipedrive stands as a sales team CRM software emphasizing lead generation and contact management. This platform enables reps to tailor the names of their pipeline stages to align with existing sales processes, utilizing user-friendly drag-and-drop functionalities for monitoring business contacts and lead advancement.

Automation tools within Pipedrive encompass one-click contact data collection, webhooks, an open API, and an AI-powered sales assistant. The software facilitates goal setting, activity tracking, lead qualification, and intelligent communications. Pipedrive boasts seamless integrations with various contact software apps, such as Zapier, Pandadoc, and Leadfeeder.

5. Outsourced SDR Tools:

Best in market: SaaSBoost.io

Outsourced SDRs use customer relationship management (CRM) systems to enhance their workflow efficiency. These platforms help them monitor progress, maintain precise records of sales activities, and efficiently manage the sales pipeline. By harnessing CRM technology, SDRs ensure a structured approach to lead generation and foster improved collaboration with internal sales teams, leading to a streamlined sales process and increased profitability.

Traditional approach: 

SDR teams primarily focus on lead generation, involving the identification and qualification of potential customers for your business. This process is essential for maintaining a robust pipeline. These professionals implement their strategies through various sales channels, with the most common ones being cold calling, cold emailing, and social selling.

Sales acceleration approach: 

SDR teams are currently utilizing sales development tools to aid in prospect acquisition, follow-up, lead qualification, and data capture. These software solutions may overlap with other sales tools, as they streamline repetitive tasks, organize data, and enhance communication efficiency.

For example, SaaSBoost.io is a boutique agency focused on providing outbound lead generation and related growth services for SaaS startups. SaaSBoost.io can help:

• Set up your first outbound sales motion. We are an Apollo.io certified agency partner.
• Build an automated outbound lead generation engine that churns out leads and demos for your SaaS.
• Nail down ICPs, Personas, Messaging, Content to support outbound efforts.
• Add on Outsourced BDR and SDR services to help manage the top end of the funnel.

6. Sales engagement tools 

Best in market: Apollo 

Sales engagement software is a vital digital tool empowering companies to seize control over customer interactions, aligning sales and marketing processes for positive customer experiences and increased productivity. Especially beneficial for businesses struggling to engage customers systematically, these solutions share common features with CRM (customer relationship management) tools.

While some sales engagement platforms operate independently, seamlessly integrating with existing CRMs, comprehensive CRM platforms often include their engagement features. Sales engagement represents the orchestrated series of interactions between sales reps and leads. In an era of increased leads and personalized expectations, achieving meaningful interactions poses challenges. This software addresses the struggle, providing a structured approach to enhance engagement and streamline the sales process.

Traditional approach: 

Historically, especially in the B2B sector, the trajectory of sales engagement followed a linear path for prospects, moving from marketing to sales with growing in-person interactions nearing closure. However, this engagement has progressively shifted towards a more digital landscape. In past decades, sales representatives grappled with the challenge of manually tracking these interactions—data entry into spreadsheets and constant toggling between various tools and applications. The inefficiency and potential for errors inherent in this approach rendered it nearly impractical and time-consuming for sales reps.

Sales acceleration approach: 

Sales acceleration software streamlines engagement tracking into a unified interface, automatically logging activities without the hassles and errors of manual processes. Automation empowers teams to establish multiple workflows, ensuring templated emails and other engagements are precisely delivered to leads based on specified criteria like timing, channels, or click thresholds. This technology allows tailoring interactions through templates, enhancing engagement quality and boosting conversion likelihood. The assistance of technology eliminates the need for manual, time-consuming efforts by sales representatives, optimizing efficiency and precision in the sales process.

For example, Apollo.io centers on identifying areas for improvement in users’ business practices, particularly for those aiming to enhance deal outcomes. The platform employs data gathering and analysis, guiding users to define and implement best practices that yield optimal success.

Apollo’s prospect searcher tool empowers users to scrape through millions of potential contacts, providing a seamless integration for prospecting on LinkedIn. The software’s highest-scoring leads are seamlessly integrated into a CRM database.

7. Sales dialers tools 

Best in market: Dialpad 

Sales dialers are invaluable software tools that help  reps to swiftly connect with contacts through automated outbound calling. There are two  types: power dialers and auto dialers.

Power dialers streamline the process by automatically dialing a new number as soon as a call concludes. This eliminates the need for reps to manually search for and dial the next number. On the other hand, auto dialers simultaneously call multiple numbers, anticipating that not all calls will be answered. While power dialers maintain a 1:1 ratio between caller and seller, auto dialers can offer pre-recorded informative messages and, when necessary, connect callers to a live agent. Without a sales dialer, you risk missing out on the efficiency and automation that these tools bring to outbound calling processes.

Traditional approach: 

Working without a sales dialer means spending valuable hours of your team’s time. Sales reps dedicate a significant portion of their workweek manually entering numbers from call lists, enduring the wait of ringtones, leaving voicemail messages, and then adding notes into spreadsheets. This process is not only time-consuming but also highly inefficient. Embracing a sales dialer can dramatically enhance productivity, automate repetitive tasks, and allow your sales team to focus on what matters most—meaningful interactions and closing deals. It’s a strategic investment that not only saves time but also optimizes the efficiency of your sales processes.

Sales acceleration approach: 

As business phone systems transition to full web-based platforms, all a sales rep requires is an internet connection and a headset. The integration of a comprehensive sales force automation system, featuring a power dialer, offers sales reps more than just expedited dialing. It equips them with advanced capabilities, allowing for call tracking, recording, access to contextual contact data, note-taking, and beyond. By minimizing the time spent on dialing, this system enhances efficiency, granting sales reps the opportunity to allocate more time to meaningful relationship-building activities. The shift to web-based phone systems not only simplifies connectivity but also empowers sales teams with a multifaceted toolset for improved communication and customer engagement.

For example, Dialpad stands out as versatile communication and call center software, catering to the needs of sales teams and contact centers aiming to optimize both outbound and inbound calls. Functioning as a robust sales dialer, Dialpad proves to be a valuable asset for businesses across various industries and sizes. 

8. Sales activity trackers

Best in market: Close 

Sales tracking software is a vital tool for sales reps aiming to effectively manage deals and quotas. By measuring various components leading to a sale, such as phone calls, emails, clicks, demos, or contracts, these trackers provide valuable insights. They prove especially beneficial for sales managers seeking to establish key metrics for rep evaluations and sales goals.

A sales activity tracker serves as a comprehensive tool, enabling organizations and professionals to monitor and manage all relevant sales information. This includes crucial data like sales figures, contacts, salesperson quotas, past deals, and other key metrics, all consolidated in one accessible location. This centralized approach facilitates easier analysis for team leaders, empowering them to identify and enhance areas within the sales process.

Traditional approach: 

Traditional tracking tools often resort to simple spreadsheets or spreadsheet templates, serving as data-entry hubs for sales reps. The effectiveness of these tools depends on their complexity and integration capabilities with other platforms. Unfortunately, many templates fall short, leading to isolated and inconsequential data for sales reps and managers. The era of manual entry and system toggling is impractical, especially with quotas at stake. Modern demands necessitate more sophisticated solutions to streamline tracking processes and deliver meaningful insights for sales teams and their leaders.

Sales acceleration approach: 

Sales acceleration software seamlessly integrates activity trackers into your CRM automation platform, consolidating essential information in one centralized location. This unified approach enables both reps and managers to swiftly discern trends for sales success and areas of improvement. Moreover, it empowers reps to proactively plan their daily activities through automated workflows and planning tools. By embracing this enhanced method of opportunity management, your team transcends mere retrospective analysis; they’re strategically oriented towards the future. This streamlined process fosters a more agile and forward-thinking approach to sales, enhancing overall efficiency and success.

For example,  Close stands out as a comprehensive platform, seamlessly integrating customer relationship management and sales automation. Its robust toolkit for sales tracking includes: Multiple Pipelines: Close empowers users to create tailored pipelines, catering to specific teams, products, and processes.

Opportunities View: The sales reporting feature in Close facilitates the calculation of Key Performance Indicators (KPIs) for your sales team. 

Deal Reporting and Forecasting: Close provides the capability to track actual and expected values within each stage of your pipeline over a designated timeframe. 

9. Sales forecasting and analytics tools 

Best in market: Gong.io 

Sales forecasting is the strategic foresight into a salesperson, team, or company’s projected sales for an upcoming period. This crucial prediction enables companies to estimate future revenue, identify potential challenges, assess risks, and make informed adjustments. The reliability of a forecast is paramount, as an inaccurate prediction can lead to undesirable outcomes. Enter sales forecasting tools, designed to predict the revenue a business will generate within a specific timeframe. 

Traditional approach: 

Traditional sales forecasting encompasses various categories and stages, each employing distinct strategies:

• Opportunity stage or pipeline forecasting
• Intuitive forecasting
• Historical forecasting
• Best case or worst case forecasting

However, the drawback of many traditional methods lies in their inherent inaccuracy. Relying heavily on human input rather than data-driven analytics, these methods may produce flawed predictions due to inconsistent reporting by sales reps. Recognizing this limitation, technology has emerged as a valuable ally, stepping in to enhance accuracy and reliability in the forecasting process.

Sales acceleration approach: 

Sales acceleration software empowers sales teams to enhance the accuracy of predicting future sales growth by leveraging their pipeline data. This software enables teams to fine-tune their sales strategy for optimal success. By performing multivariable-analysis forecasting, your CRM can harness the power of predictive analytics, considering diverse data points such as average sales cycle, opportunity type, and individual sales rep performance. This sophisticated approach ensures a more nuanced and data-driven prediction of future sales, contributing to a more strategic and effective sales process.

For example, Gong stands out as a customer interaction planning tool that seamlessly integrates with calendars to streamline sales outreach. Leveraging a straightforward calendar integration, Gong scans each sales representative’s schedule for upcoming meetings, demos, or calls. Acting as a virtual attendee, Gong records these sessions, and its feedback system provides valuable insights into leads and sales trends. This innovative approach enhances the efficiency of sales planning, recording, and analysis, offering a comprehensive solution for optimizing customer interactions and boosting sales performance.

In 2024, the landscape of sales acceleration tools is dynamic and robust, offering plenty of options to enhance efficiency and drive results. Embracing these innovative tools empowers sales teams to adapt to the evolving sales environment, engage effectively with prospects, and ultimately accelerate the sales process. As businesses navigate the competitive landscape, integrating these cutting-edge tools into their sales strategy will be paramount for success in the years to come.

BYG Advantage stands out as a dedicated outsourced sales acceleration platform. Specializing in deploying trusted teams of exceptional professionals, BYG Advantage excels in driving sales and supporting engineering and marketing efforts in international markets.

What sets BYG Advantage sales acceleration apart is its managerial overlay, seamlessly coordinating teams across markets and bridging them back to client headquarters. Positioned between the traditional alternatives of establishing your own office and hiring personnel or relying on a distant reseller, we offer a unique plug-and-play model. The platform provides a team of professionals ready to operate in the market as an extension of your company. With a business model centered on retained engagement and a percentage of success, ensuring that the team remains focused and committed to shared objectives throughout the assignment.