Upgrading your tech stack

Download For Free

Sales used to be simple — you had a product and your persuasion skills. But it didn’t stay simple for long. The Rolodex and the phone arrived early. Then came email, CRMs, sales automation, and revenue intelligence.

Year by year, sales has become as much about having a silver tongue as it is about being a master of technology. Some portions of the sales world, such as inside sales, adopted technology quickly. Others, such as field sales, where relationship-building is king, lagged behind.

But now, there’s no division. Today’s field sales reps are all virtual sellers. If they learn from their inside sales colleagues, they can augment their work and thrive in the remote-first environment.

All sales teams have five key activity areas: intelligence, enablement, engagement, pipeline, and management. By breaking field sales to these five simple areas, we can think about what technology to introduce.

Intelligence covers how you collect and analyze buyer data to help your sales reps understand their prospects and existing clients. They allow sales reps to turn cold conversations into warm dialogues. They provide shortcuts to understanding and rapport. Here, we recommend Clearbit and ZoomInfo for data enrichment.

With enablement, you’re introducing tools and services to help sellers sell better. Think training, analysis, and knowledge management. Popular services include Lessonly and WorkRamp.

Engagement tools are arguably the most important for field sellers pivoting to virtual selling. Engagement technology covers everything you’re using to communicate and collaborate with buyers. When you’re replacing in-person experiences, your tech does a lot of the heavy lifting. Some good starting points are Drift for chat, LinkedIn Sales Navigator for social engagement, and Miro for whiteboarding.

You can’t talk about sales without mentioning pipeline. These services pull back the curtain to reveal precisely what’s going on with potential deals. Salesforce and Outreach are all invaluable assets.

Then there are management tools. Revenue intelligence platforms like Gong unite each element of your sales tech stack, helping you make sense of the noise. They gather all your data, crunch the numbers, and filter your reality. Instead of relying on gut feel and intuition, Gong gives you clarity. It helps your reps have better, more productive conversations. For field sellers adapting to a new environment, that’s invaluable. They can review their game tape, unpack their performance, and refine their sales strategies.

Your Field Sales Playbook For 2021+