Revised September 9, 2019
Revised July 26, 2019
Revised June 3, 2019
It’s hardly news that B2B sales and marketing teams aren’t always on the same page. And it’s not just arguments over lead quality. According to research from IDC, over 40% of all marketing materials aren’t used by sales teams. The primary reason is that sales reps are unable to locate or access the materials when needed.
But in top-performing organizations, sales and marketing are closely aligned. A CRM system is usually the starting point, but the technology available to support sales+marketing alignment go well beyond a common platform for customer and prospect contact information.
The eight tools here deliver a range of functionality such as email automation, automatic email and call logging, workflow scheduling, lead qualification, sales enablement, and personalized direct mail.
Though these apps are designed primarily to improve sales productivity, they also support alignment by helping marketing teams supply their sales counterparts with the right social, email, and product/service content at the right time.
Google Review Count: 233
An email automation tool specifically for sales professionals. Yesware includes functionality for predictive analytics based on your sales team’s activities; post-send tracking (open and reply rates, clicks, attachment opens); sales prospecting based on emails, calls, lead nurturing, and social selling; and integration of all call and email activity with Salesforce.com.
Sample review: “How do you know whether people who don’t reply are reading your emails or ignoring them?…Use (Yesware) to monitor opens, clicks, and responses for every email you send to influencers. You can also create templates to automate your outreach and track which messages resonate best.” — PR Daily
Pricing: $12/$25/$55 per user per month
Showcase reviews: Marketing Insider Group, PR Daily
Google Review Count: 162
Sales software that provides prospect activity tracking across email, web, and documents; a high-deliverability email service; email sales campaign automation; calendaring/scheduling; integration with popular email programs and CRM systems; and reporting.
Sample review: “These top sales tools will help you grow…(use) ToutApp for automating and scaling your lead nurturing and sales processes.” — Marketing Insider Group
Pricing: $49 per user per month; enterprise pricing starting at $15,000 per year
Showcase reviews: Marketing Insider Group
Google Review Count: 158
An inside sales CRM system for startups and small to midsize businesses featuring one-click calling with automatic call logging, workflow reminders, one-click SMS, email scheduling and history, and integrations to popular lead capture, customer service, and email apps.
Sample review: “Close.io is a cool little app that lets you track and record conversations…so you can focus on the discussion at hand. When you make a phone call to someone on your…list, Close.io logs it automatically in the contact record; you don’t have to do any manual data entry.” — PR Daily
Pricing: $65/$110/$165 per user per month
Showcase reviews: Marketing Insider Group, PR Daily
Google Review Count: 138
An inside sales tool for consultants, business coaches, or anyone who schedules their time with prospects and clients. Customize your schedule and booking page, share with clients and prospects or integrate it into your website or email messages, and let people book an available time with you. It’s convenient for clients and eliminates phone tag or email back-and-forth to set appointments.
Sample review: “If you frequently set up phone meetings with customers then check this out. This software enables you to accept appointments from your website 24/7 without needing to manage a thing (syncs with your Google Calendar). All you need to do is set your working hours, and Appointlet will display the available times to your customers.” — StoreYa Blog
Pricing: four levels from $14 to $81 per month
Showcase reviews: StoreYa Blog
Google Review Count: 131
Sales development software that enables lead qualification teams to prioritize calls and set daily schedules; create single or multiple phone, email and social touchpoints for campaigns; receive “moment of interest” alerts to improve connect rates; track activities and goals; and deliver account-based reports on sales-ready opportunities to field sales reps. Integrates with Salesforce.com, VoIP and marketing automation systems.
Sample review: “OppSource…(provides) tools to help organizations harness their data and sell more.” — Letters to Leaders
Pricing: contact vendor for pricing
Showcase reviews: Letters to Leaders
Google Review Count: 71
Helpful for both marketing and sales teams, Whoisvisiting uses reverse IP lookup from several sources to identify visitors to your site; get the company name, contact details, website and other key information. Receive real-time reports on high-potential leads. See whose visiting your website in real time, create custom alerts, and create reports. Integrates with Salesforce.com.
Sample review: “Whoisvisiting.com is a very comprehensive tool to search for potential business leads. There is full transparency of data, as all raw data are presented in the reports…What is also impressive is that an account manager is available to every subscriber, who not only assists the subscriber to get started but also helps in initiating leads and other support issues. — Techno FAQ
Pricing: four levels from $49 to $149 per month; enterprise pricing by quote
Showcase reviews: Techno FAQ
7) Modus (formerly App Data Room)
Google Review Count: 63
A sales enablement tool that lets you create an online content repository for sales assets (presentations, PDFs, videos, photos, diagrams, etc.) accessible through your own custom mobile app. Sales pros can present right from the app, generate leads and automatically push them to your CRM or marketing automation system. Sales teams always have the newest content, and usage and engagement can be tracked to reveal which content is most effective.
Sample review: “Businesses with sales teams rely on presentations and App Data Room can help streamline the process.” — Inc.
Pricing: $40 per user per month; enterprise pricing by quote
Showcase reviews: Inc, Marketing Insider Group
Google Review Count: 366
A “smart” address book that works across multiple platforms and devices, deduplicating contacts, keep contact records and schedules in sync, and including social media account information for contacts.
Sample review: “Plaxo’s happy to import all your contacts from a range of sources including Gmail, Facebook, and your phonebook. It synchs constantly, so you needn’t worry about manual updates whenever you rub shoulders with someone new. It also recognizes duplicate contact info and merges the results without you ever worrying about it. The Personal Assistant updates any out-of-date or missing information using details from Facebook, LinkedIn, and the White Pages.” — Social Media Explorer
Pricing: free or contact vendor for upgrade pricing
Showcase reviews: Social Media Explorer
Google Review Count: 133
xiQ combines LinkedIn, Twitter, Flipboard, Hootsuite, Google Alerts, personality profiling, search engines and applies AI to help marketers create personalized newsletters for lead generation, and sales professionals to research prospects for more targeted selling. It applies artificial intelligence (AI) to content monitoring to enable marketing and sales teams to develop customized intelligence feeds for Account-Based Marketing (ABM).
Pricing: free or $15/$150 per user per month (per G2Crowd)
Google Review Count: 103
Close more sales by responding to website visitors immediately. Add a “call me” button/widget to your website; the visitor enters their phone number and CallPage routes this to your next available sales rep, enabling call back in less than half a minute. Customize the widget, add “after hours” functionality, and track / measure / analyze all calls.
Pricing: free; $135/$320 per month; enterprise pricing by quote
Google Review Count: 80
Turn Gmail into an effective sales tool. Vocus.io is a Chrome extension that adds productivity features and other functionality to Gmail, including the ability to accurately track email opens and link clicks, find email addresses from names, schedule automatic follow-up messages, launch multi-stage mail merge campaigns, and schedule meetings. It integrates with popular CRM systems including Salesforce and Pipedrive.
Pricing: $5/$10/$20 per user per month
Google Review Count: 76
Sales enablement software that uses artificial intelligence (AI) to help sales professionals share the right content with the right prospects at the right time. The platform also includes buyer engagement functionality (email, phone, screensharing), analytics to help sales and marketing measure content performance, and integrations to dozens of CRM, marketing automation, file sharing, web conferencing, and other tools.
Pricing: contact vendor
Google Review Count: 60
The BizKonnect platform is a cloud-based sales intelligence platform that supports lead generation based on the company’s business ecosystem. It provides organization charts mapped with the connections and pain points, lead scoring, and actionable intelligence. The BizKonnect aggregator collects the structured and unstructured B2B data over the web to populate a database of 20 million companies, supplying B2B contact data for marketing campaigns, market analytics and personalized email campaigns.
Pricing: contact vendor
Google Review Count: 56
Quickly create high-impact sales proposals. Choose a cover design from the site’s Marketplace; customize a pre-built template or create one from scratch; add e-signature and payment features plus legally binding terms & conditions; and use smart followup to automatically nudge unresponsive prospects at appropriate time intervals.
Pricing: $19/month single user, or $49/$129 month plus $19/user/month beyond three users
Google Review Count: 33
A simple tool that gives businesses an easy way to text their contacts online from local phone numbers to help qualify leads and schedule appointments. Send and receive text messages online, automate messages with workflow, and personalize outreach using merge fields. Integrates with popular CRM and marketing automation platforms.
Pricing: $10 per member per month
Google Review Count: N/A
A sales enablement tool that helps align marketing and sales, and gives sales to access to approved content they can deliver to prospects at the right time. It gives sales professionals the ability to quickly create web-based sales pages that can be easily populated with content, personalized, and deployed to their prospects.
Google Review Count: N/A
A “best fit” sales prospecting tool, Ampliz SalesBuddy screens hundreds of companies relevant to parameters you specify (company size, industry, location, etc.) and provides an exhaustive list of potential customers to expand your prospect base. The tool curates company and key decision makers’ contact information, giving you phone numbers, email addresses, and more in seconds.
This was the 45th post in the Best Online Business Tools series.
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