As competition and buyer power continue to intensify, the need for quality sales enablement tools has also been on the rise.
Sales enablement tools are being praised more and more for the way they empower reps to adopt a customer-centric approach that helps them achieve – and even exceed – their ongoing sales goals. Advanced sales enablement software allows sales and marketing teams to work in tandem to deliver timely, on-brand content for each of your prospective clients and recurring customers.
Still, with the multitude of sales enablement tools on the market today, it can be difficult to determine which is best suited to your business. In this guide, we will not only look at the qualifications and characteristics of a number of different platforms, but we will also tackle how to choose the right software to meet your current (and future) operational needs.
What are sales enablement tools?
Sales enablement tools facilitate and enable sales reps to move prospects along the buying cycle quicker and more efficiently. Reps can then focus their time and attention on closing more deals.
Because there are a vast amount of different tools on the market today, the term sales enablement tools acts as an umbrella term today, including various types of software or platforms. Some tools focus on a specific aspect of sales enablement, whilst others act as a one-stop-shop for sales enablement within a business.
Sales enablement tools enable sales teams to meet their individual sales targets, while driving growth and revenue for your company as a whole.
Sales enablement tools may blend several functions, like business intelligence and sales analytics, to align processes across multiple departments and ensure your reps have the right content at their fingertips.
Get fresh insights monthly, straight to your inbox. Subscribe to the Pitcher newsletter here.
16 best sales enablement software and tools for 2022
With the benefits of sales enablement tools becoming more well known and widely accepted, there has been an influx of tools to choose from – this can make the selection process a bit overwhelming. Fortunately, we have done the legwork and rounded up some of the top sales enablement tools for 2022, each offering their distinct assets and advantages.
In alphabetical order:
Allego is a modern sales readiness platform that ensures sellers have the skills and knowledge needed to get the most out of every customer interaction. In lieu of conventional sales training, Allego energizes reps via activated content, personalized coaching and peer collaboration – all of which contributes to optimized outcomes. With Allego, sellers can more effectively onboard new team members, communicate with fellow reps and turn prospects into loyal customers.
Bigtincan was designed to help customer-facing teams prepare, engage, measure, and improve upon the customer journey and overall buying experience. The Bigtincan platform helps sales reps and service teams to increase wins and enhance customer satisfaction at every step. With the help of Bigtincan’s AI-powered sales enablement software, companies have access to a holistic solution for sharing targeted content and building meaningful customer engagement.
Bloomfire is on a mission to banish silos and make it easy for team members to share, find and collaborate on the knowledge that exists across your entire organization. The Bloomfire platform allows employees to quickly locate the information needed to perform their jobs at the highest level. More specifically, Bloomfire uncovers details that were previously buried in emails and Slack threads, and brings these insights to the surface so they are more readily accessible.
Conga’s end-to-end digital document solutions have been designed to transform revenue operations and navigate business complexity with ease. The Conga Suite of tools can help companies with necessary functions like content creation, collaboration, management, and even negotiation practices. Businesses who use Conga can simplify and automate their approach to essential quotes, contracts and documents to create a better experience for their clientele.
DealHub is a zero-code revenue amplification platform, meaning this software specializes in configuring quotes and proposals, scaling renewals and expansions, and bringing buyers and sellers together to close more deals in less time. Along with that, the DealHub system also equips sales teams with the tools they need to move leads down the funnel, by utilizing personalized content and real-time insights on buyer engagement and disposition.
Guru is a company wiki that integrates with your current systems to share critical product information, unify internal communications, and automate recurring processes like employee onboarding. Companies partnering with Guru can create, share, access and update their most important insights within the context of existing workflows. In that way, Guru supports users in not only managing knowledge, but creating a whole network out of their collective intelligence.
Highspot combines intelligent content management with advanced training and actionable analytics to drive strategic growth among modern sales teams. In addition, the Highspot platform gives contextual guidance to inform customer engagement and deliver a unified buying experience for each and every prospect. Sales teams using Highspot have had success in driving revenue, boosting retention, and improving customer satisfaction to a notable degree.
HubSpot provides sales organizations with everything they need to succeed, having created a Marketing Hub, a Sales Hub and a Service Hub, in addition to a CRM platform. This suite of tools and technology can be used to encourage productivity, shorten the sales cycle and build more customer-centric sales processes. And with such an expansive catalog of software, it’s easy to see how HubSpot supports the entire customer journey from end to end.
Marketo Engage from Adobe was created to “identify, engage, and accelerate the customer experience”. To achieve these objectives, Marketo uses built-in intelligence, behavioral data and elaborate journey flows to connect with customers right where they are. Marketo’s unique approach to sales engagement is presented within a single screen as a way to cut down on time spent navigating multiple applications and allow reps to focus on viable prospects.
MindTickle is a single, integrated platform that serves as a data-driven solution for sales enablement and sales readiness. By teaming up with MindTickle, sales teams can identify best practices, deliver individualized training, align content across departments, and analyze buyer interactions to pinpoint areas of improvement. On top of that, company leaders can assess selling behaviors to better develop their team’s knowledge, skill set and sales effectiveness.
Outreach is a sales intelligence and engagement platform that is built to scale workflows, boost productivity, and guide growth among your reps. By integrating sales engagement, conversation intelligence and revenue intelligence within the same program, Outreach is able to drive smarter customer interactions. What’s more, Outreach leverages AI-powered innovation and exceptional customer adoption to help users optimize every stage of the buyer journey.
Pitcher is an established leader in sales enablement thanks to its cutting-edge tools, audience-specific content and streamlined, omnichannel user experience. Pitcher’s proprietary Super App is one single, all-in-one application for commercial teams which includes digital content management and automation, sales excellence and customer engagement, multichannel and remote engagement, and more. Enterprises trust Pitcher to execute their commercial strategies, engage customers through insights and make teams more effective.
13. Salesforce CMS
Salesforce CMS is an all-in-one content management system that helps users create, tailor and deliver their content at the speed of digital. With Salesforce CMS, businesses can leverage templates and visualizations to develop and manage content across a myriad of brands, regions and selling channels. And because this platform is built into the Salesforce CRM, users can transform customer data into relevant content and deliver highly personalized experiences.
14. SAP Sales Cloud
SAP Sales Cloud helps businesses streamline operational processes related to forecasting, lead management, contracts, invoicing, and more. With SAP’s cloud solutions, users can automate critical selling processes while also empowering their sales team with intelligent, targeted recommendations. More broadly, SAP helps companies guide their customers throughout the buyer journey by way of sales coaching and continued learning opportunities.
Seismic is a comprehensive platform for managing, automating and distributing your team’s sales content. With support from Seismic, sales organizations can enable reps with the skills and messaging needed to win deals and strengthen retention at the same time. That’s because Seismic delivers automatic, personalized content that helps sellers form deeper connections with prospective buyers so they can offer more value at every stage of the sales cycle.
Showpad is a flexible sales enablement platform that consolidates training, coaching and content management into a single user experience. By integrating coaching software with innovative content solutions, Showpad helps sales teams to better connect with their customer base – and in turn, maximize their return on investment. Showpad’s enablement framework makes it easy for salespeople to collect relevant insights and optimize selling performance.
How to choose the right sales enablement tool: 5 features to look for
The leading sales enablement tools will free your team from tedious and time-consuming responsibilities so they can focus more on customer engagement. When choosing a sales enablement platform for your own organization, pay attention to how easy it is to use and the range of features it offers, as well as its analytics, integrations and potential for collaboration.
Ease of use
An overly complicated sales enablement program won’t be very beneficial to your sales team, since there will be a significant learning curve involved with its implementation. That’s why it is so necessary to find software with a simple user interface that your reps can understand and start utilizing right out of the gate. User-friendly tools allow your team to readily locate the information they need, and can also eliminate quite a bit of confusion and/or wasted time.
Effective sales teams can deliver personalized content and fully convey product message points to their target audience. But in order to achieve these goals and secure sales excellence, it will require assistance from a capable sales enablement platform. The best enablement software comes with diverse features and functionality, like generating actionable insights, automating curated content, and tracking the outcomes of said content in real time.
If you don’t have a good grasp of the ins and outs of your business operations – what’s working, and what isn’t – it can be difficult to know where to adjust versus where to lean in. For that reason, analytics are critical to your sales success, and are an important factor to consider when selecting sales enablement software. The top tools use relevant sales and marketing data to help you discern what’s going well with your business (or even where you are losing money).
Integration with CRM
A quality CRM system is integral to improving business relationships and scaling your company in a sustainable way. With that said, it’s in your best interest to look for a sales enablement tool that can integrate with your existing CRM to initiate seamless workflows. When enablement software works together with your CRM, sales reps will have an easier time accessing all the resources and content they need, since this information is stored in a central and secure place.
Potential for collaboration
Ideally, your choice of sales enablement tool would allow for collaboration among different departments or internal teams at your organization. For instance, your sales enablement program should have the capacity to foster collaboration among sales, marketing, human resources, and more. This way, each team can get aligned on a shared vision and desired outcomes, and better coordinate the transfer or sharing of applicable customer information.
Ready to scale your sales enablement strategy?
When it comes to scaling your sales enablement strategy, Pitcher has all the functionality you need to streamline workflows and level up your team’s productivity.
The Pitcher Super App has been designed with customer-facing organizations in mind, as demonstrated by its robust content automation and management features. Pitcher's cloud-based, automatic conversion engine can generate content that is tailored to your customers’ unique needs and create customer-specific recommendations that are fully connected to your CRM (even when offline).
If your company is interested in learning more about Pitcher’s innovative and accessible software solutions, be sure to request a free demo today.
Sales enablement tools FAQs
What are sales enablement tools?
Sales enablement tools are digital resources that make the selling process easier and more efficient so reps can focus their attention on closing deals. These tools enable sales teams to meet individual targets while also driving growth and revenue for your company as a whole.
Why are sales enablement tools important?
Sales enablement tools are important for sales organizations because they blend several functions, like business intelligence and sales analytics, to align processes across multiple departments and ensure reps have the right content at their fingertips at the right time. Sales enablement tools can include features such as content automation, guided selling, field force excellence, omnichannel, order management and more.
In light of increasing competition and buyer power, enablement tools have become necessary for sales success. Enablement software allows sales teams to get the right content to the right audience at the right time, supporting customers throughout the entire buyer journey.
Get fresh insights monthly, straight to your inbox. Subscribe to the Pitcher newsletter here.