10 Must-Have Tools in Your Sales Tech Stack

In my years of working with sales leaders and refining sales strategies, I’ve seen firsthand the transformation a well-assembled sales tech stack can bring.

Today, 90% of companies deploy at least two lead enrichment tools to deepen their understanding of prospects. Yet, 77% of sales reps believe organizations are not investing enough.

A modern sales tech stack isn’t about purchasing the best products. It is more about understanding your needs and approach and prioritizing features and tools accordingly. Smart investments in your sales tech stack will pay off big time, enhancing efficiency and boosting revenue.

In this piece, I’ll discuss the 10 indispensable tools every salesperson should have in their arsenal, drawing on my own experience.

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What is a Sales Tech Stack?

A sales tech or sales technology stack is essentially your arsenal of software tools and platforms specifically chosen to streamline and supercharge the sales process. It equips go-to-market (GTM) teams with everything they need to:

• Efficiently manage leads
• Engage effectively with prospects and customers
• Measure all interactions to drive revenue growth

Each tool within the sales tech stack serves a unique function and supports different stages of the buying cycle, from lead generation to closing deals.

However, simply having these tools isn’t enough; they must be strategically integrated to work seamlessly. This integration ensures that the sales process provides a smooth experience for both sellers and customers.

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How to Choose the Right Tools for Your Sales Tech Stack?

According to Salesforce’s State of the Sales Report, a staggering 66% of sales reps juggle around 10 different tools for their daily tasks. The redundancy of using multiple applications for the same functions can breed confusion and also hinder team alignment. 

I advise asking yourself these six critical questions to ensure you select the right tools for your arsenal:

1. What software are you currently using?

Review the tools your team is actively using versus those gathering virtual dust. Sometimes, less is more if it means keeping the tools that truly add value and are preferred by your team. Identify overlaps where different tools serve the same purpose and consolidate them to avoid unnecessary costs.

2. What are your specific needs and pain points?

Pinpoint exactly where your sales process is stumbling. Is it lead generation, customer follow-ups, or deal closures? Choose tools that address these specific bottlenecks effectively.

3. Will the tools help you meet your KPIs?

Any new tool should align with your broader business goals. Whether it’s driving revenue growth or enhancing customer engagement, ensure the tool has a clear role in your strategy.

4. Can the tools integrate smoothly with your existing stack?

Integration capabilities can make or break a sales tool’s utility, especially if you want sales automation capabilities. Opt for tools that seamlessly fit into your existing ecosystem to enhance rather than disrupt workflows.

5. What’s the implementation and management workload?

Consider the effort required to onboard and maintain new tools. Your aim should be to adopt solutions that are easy to integrate and manage without extensive IT involvement.

6. How will these tools scale with your business?

Look at your current needs and where you aim to be. Ensure that your chosen tools can scale and evolve as your business grows, potentially unlocking new capabilities as needed.

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The 10 Best Tools to Build Your Sales Tech Stack in 2024

With a well-equipped tech stack, your team will possess all the necessary tools to thrive in the competitive market. Here are the top 10 essential sales software tools to help you there.

1. ClickUp – Best sales project management tool

​​ClickUp for Sales Teams provides an all-in-one platform that centralizes every aspect of sales management into a cohesive environment. Whether tracking lead progress, managing customer relationships, or coordinating sales campaigns, ClickUp offers an integrated suite of features tailored to optimize and streamline your sales processes.

ClickUp CRM enables your teams to manage sales activities through customizable workflows. It lets you visualize your sales pipeline in a format that best suits your team’s style—ClickUp Gantt Charts, ClickUp Board Views, or any of ClickUp’s versatile viewing options.

What makes ClickUp the best sales project management tool?

First and foremost, ClickUp integrates effortlessly with your sales tools, ensuring you can connect your sales tools directly to your workflow without disruption. This ClickUp Integration capability is crucial for maintaining a seamless operational flow and enabling you to leverage each tool’s best features.

On the operations side, ClickUp Automations is a game-changer for sales teams. By automating routine tasks, the platform frees up your sales reps to focus on engaging more effectively with customers and closing deals.

This automation facilitates a smoother movement of leads through the sales pipeline and enables timely updates and task assignments—critical for fast-paced sales environments.

On top of that, ClickUp’s Brain eases your sales reps’ everyday work by infusing AI into everyday tasks. With Brain, you can automate routine updates, manage tasks, and free up your sales reps to focus on connecting with clients and closing deals.

With features like the AI Knowledge Manager, sales professionals can instantly access detailed insights on tasks, docs, and client interactions. Additionally, the ClickUp AI tool for sales CRM’s ability to generate real-time progress reports and summaries ensures that sales strategies align with current data.

ClickUp’s advanced collaboration capabilities tie all these features together, including ClickUp Chat View, ClickUp Tasks and subtask creation, and ClickUp Docs sharing. These tools ensure that communication barriers are minimized and that every team member stays informed about the latest developments.

Besides these features, ClickUp offers a diverse range of sales productivity tools, including templates to simplify and optimize every aspect of the sales process for sales reps, from tracking calls and managing pipelines to generating detailed reports.

Level up your sales ops with ClickUp templates

Download This Template

ClickUp’s Sales Calls Template is fully customizable and streamlines sales call management. It lets your team track interactions, organize sales data centrally, and promptly follow up with leads. With features such as custom statuses and fields, it offers detailed management of each sales opportunity, from initial contact to deal closure.

Download This Template

ClickUp’s Sales Report Template tracks and analyzes sales performance across different metrics and timeframes. It is perfect for sales teams that want to visualize trends, monitor achievements, and make data-driven decisions. With views tailored to annual, quarterly, and monthly reports, it simplifies performance tracking and aids in strategic planning.

Download This Template

ClickUp Sales Pipeline Template helps sales teams track and manage leads efficiently using a consistent deal qualification and process framework. With 14 custom statuses and various automation, this template provides a structured approach to nurturing leads and pushing deals toward closure. It is especially beneficial for sales managers and representatives looking to streamline their sales processes and increase overall sales efficiency.

ClickUp best features

• Tailor your SaaS CRM to fit your team’s unique needs and visually manage your sales pipeline for better tracking and forecasting
• Effortlessly integrate with a variety of applications like Hubspot and Salesforce, ensuring your tools work together smoothly to enhance productivity
• Automate repetitive sales tasks with ClickUp Automations, allowing your team to focus on engaging customers and closing deals more efficiently
• Leverage ClickUp Brain to search and find information quickly, and manage tasks efficiently, ensuring your sales strategies are structured and effective
• Facilitate real-time communication with Assignees and @mention features 
• Collaborate and share  documents easily within your team with ClickUp Docs and make documentation more transparent
• Access a wide array of ready-to-use sales templates from ClickUp to streamline your process from lead tracking to deal closure

ClickUp limitations

• New users may experience a learning curve when working with the sales templates 

ClickUp pricing

• Free Forever
• Unlimited: $7/month per user
• Business: $12/month per user
• Enterprise: Contact for pricing
• ClickUp Brain: Add to any paid plan for $5 per Workspace member per month

ClickUp ratings and reviews

• G2: 4.7/5 (9,000+ reviews)
• Capterra: 4.7/5 (4,000+ reviews)
  

2. HubSpot CRM – Best customer relationship management (CRM) software

HubSpot CRM centralizes and streamlines every aspect of sales management by offering tools designed to boost your sales teams’ productivity. At its core, HubSpot acts as a relationship mapping software. 

Its CRM allows sales leaders to visualize their entire sales pipeline through an intuitive, real-time dashboard. 

I find it to be a comprehensive tool that enables the tracking of sales activity, productivity, and individual performances. It helps leaders identify growth opportunities and efficiently manage quotas without the hassle of manual updates. 

Hubspot is often a favorite among startups. Its free tier offers everything you need to manage a small-scale sales operation without spending too much upfront. 

HubSpot CRM best features

• Manage the entire sales cycle from initial contact to after-sales follow-up on a unified platform
• Customize contact and company records, sales pipelines, and analytics dashboards to suit specific sales strategies
• Integrate seamlessly with numerous sales tools and apps through HubSpot’s extensive integration ecosystem
• Streamline sales processes by automating routine tasks, allowing sales teams to concentrate on engaging customers and closing deals

HubSpot CRM limitations

• While highly versatile, the free version can be limiting for larger teams or those requiring more advanced features

HubSpot CRM pricing

• Professional Customer Platform: $ 1080/month (for 5 seats)
• Enterprise Customer Platform: $4,000/month (for 7 seats)

HubSpot CRM ratings and reviews

• G2: 4.4/5 (11,000+ reviews)
• Capterra: 4.7/5 (4,000+ reviews)

3. Outreach – Best email outreach and automation

Outreach is a sales automation tool that allows you to easily track and analyze your sales activities in real-time, helping you understand what works and what doesn’t. 

This platform also coaches your team on the spot, showing them how to make smarter decisions that lead to more revenue. You’ll manage deals more effectively and keep things moving smoothly toward closure. Plus, Outreach ensures you focus on the right tasks and communicate effectively, thus increasing your chances of setting up more meetings and closing more deals.

Personally, I like its prospect data and engagement metrics the most. This feature helps me determine ideal contact times and the best-performing email templates and even analyzes the sentiment of replies. These may be simple things, but they help me tailor my outreach messages for maximum impact.

Outreach best features

• Build a repeatable, aligned sales process that clarifies what drives wins and losses with data-driven insights
• Identify skill gaps and provide real-time coaching to enhance decision-making and revenue-driving activities
• Simplify stakeholder management and identify the next best actions in your sales process by leveraging deal guides
• Use prospect data to craft timely, relevant communications to increase meeting and opportunity rates with outbound prospecting.
• Use predictive AI to develop flexible and accurate sales forecasts, enabling quick assumption testing and robust planning based on actual deal data

Outreach limitations

• Users have noted a need for a larger email interface for better  message visibility
• Users have asked for a more streamlined process for sending mass emails across multiple contacts and organizations

Outreach pricing

• Custom pricing

Outreach ratings and reviews

• G2: 4.3/5 (3,000+ reviews)
• Capterra: 4.4/5 (200+ reviews)

4. Salesloft – Best sales engagement platform

With features like Cadence, SalesLoft enables teams to build and nurture their sales pipelines effectively. The conversations tool digs into interactions to find insights and opportunities for real-time coaching, enhancing rep performance and decision-making skills. 

The deals and forecast modules streamline pipeline management and predict future sales outcomes, helping teams close more deals efficiently.

For me, SalesLoft’s Rhythm, an AI-powered engine, was valuable. It aligns buyer signals directly into the sales process, advising teams on the most effective actions at critical moments. This integration increases the speed and accuracy of sales activities, ultimately boosting conversion rates and revenue.

Salesloft best features

• Build and nurture pipelines with streamlined sales process tools
• Derive real-time insights and provide coaching from ongoing sales interactions
• Utilize advanced tools to predict sales outcomes with high accuracy
• Leverage an AI engine for real-time, actionable insights from buyer signals and micro moments

Salesloft limitations

• Users have complained time and again that they cannot update contact information directly within the platform

Salesloft pricing

• Custom pricing

Salesloft ratings and reviews

• G2: 4.5/5 (3,000+ reviews)
• Capterra: 4.3/5 (200+ reviews)

5. ZoomInfo – Best sales intelligence and prospecting

ZoomInfo equips teams with deep, actionable insights into their most valuable buyers, streamlining connecting with prospects. 

By leveraging ZoomInfo’s comprehensive B2B data, sales professionals can pinpoint and engage with ideal customers more effectively than ever before, significantly enhancing their ability to close deals swiftly.

One of the original competitors of LinkedIn, this platform identifies potential leads. It provides rich context that empowers sales teams to approach each prospect with tailored strategies, greatly increasing the likelihood of success. 

I can integrate its AI-driven tools like ZoomInfo Copilot into my tech stack—including CRM, email, and calendar—to guiding my team toward the most active and promising accounts and the right decision makers.

Zoominfo best features

• Uncover real-time insights with trusted B2B data for targeted prospecting
• Connect sales and marketing teams on a unified platform for seamless interaction
• Automate customer outreach to streamline the sales process
• Use sophisticated AI to pinpoint the best accounts and optimal sales actions
• Generate flexible, accurate sales forecasts to drive strategic decision-making

Zoominfo limitations

• Some users have reported the occasional inconsistencies in data, such as outdated contact information or incorrect titles

Zoominfo pricing

• Custom pricing

Zoominfo ratings and reviews

• G2: 4.4/5 (8,000+ reviews)
• Capterra: 4.1/5 (200+ reviews)

6. Highspot – Best sales enablement tool

Highspot empowers sales teams by providing an AI-driven sales enablement platform that enhances every aspect of the sales process. Highspot ensures sales reps have the right resources at the right time to engage and convert buyers by managing sales content, executing effective sales plays, and offering robust training and coaching.

Its comprehensive analytics and integration capabilities allow teams to unlock valuable go-to-market insights, leading to increased win rates, faster onboarding, and higher sales quota attainment. 

Its advanced content management features proved to be a game changer for me. With this sales enablement aspect, Highspot helps me centralize and search for all my sales materials—presentations, battle cards, competitor analysis—in one easily searchable location.

Highspot best features

• Organize sales enablement content effectively to ensure timely engagement with clients
• Execute precise sales plays and playbooks to drive consistent performance
• Onboard and train sales reps quickly with comprehensive tools
• Utilize powerful analytics to unlock actionable go-to-market insights

Highspot limitations

• Needs more flexibility in the smart page designer for easier image adjustments
• Enhancements needed for training components to include survey-style questions

Highspot pricing

• Custom pricing

Highspot ratings and reviews

• G2: 4.7/5 (1,000+ reviews)
• Capterra: 4.6/5 (40+ reviews)

7. Tableau – Best sales analytics and reporting

Tableau is a sales tracking software that transforms how sales teams interpret and act on data. Its intuitive, visual analytics make complex data accessible, enabling sales teams to gain deep insights quickly. By seamlessly integrating with Salesforce CRM, Tableau provides a comprehensive view of sales performance, pipeline management, and customer behavior.

The platform’s AI and machine learning capabilities provide predictive analytics, helping sales teams anticipate trends and make data-driven decisions. With Tableau, my sales team can easily create interactive, shareable dashboards that enhance collaboration and drive results.

I find the drill-down feature helpful when investigating specific data points. It can help diagnose issues, understand trends, and make targeted adjustments to the sales strategy. 

It’s an indispensable tool for any sales team aiming to stay competitive and data-driven.

Tableau best features

• Visualize complex data with intuitive, interactive dashboards
• Integrate with Salesforce CRM for comprehensive sales insights
• Utilize AI and machine learning for predictive analytics
• Create and share dynamic reports easily across teams
• Connect to a wide range of data sources for holistic analysis

Tableau limitations

• One of the most expensive BI tools, potentially deterring small businesses
• Performance issues with large datasets requiring optimization for better handling

Tableau pricing

• Custom pricing

Tableau ratings and reviews

• G2: 4.4/5 (2,000+ reviews)
• Capterra: 4.5/5 (2000+ reviews)

8. PandaDoc – Best document management tool

PandaDoc stands out as the premier document management tool for sales teams. It provides a streamlined and efficient way to handle proposals, contracts, and presentations in one space. 

With the introduction of PandaDoc Rooms, sales processes are significantly accelerated, allowing teams to collaborate more effectively and close deals faster.

What stood out to me is the platform’s drag-and-drop editing, along with over 750 ready-to-use templates, enables quick document creation and customization. 

Native CRM integrations ensure that all data remains consistent across your sales workflow. Additionally, PandaDoc enhances document security with legally binding e-signatures and allows instant payment collection directly through the documents, boosting overall productivity and reducing the time spent on administrative tasks.

PandaDoc best features

• Create and customize documents quickly with drag-and-drop editing and 750+ templates
• Collaborate efficiently with PandaDoc Rooms for proposals, contracts, and presentations
• Track document status in real-time with viewing, signing, and approval notifications
• Integrate seamlessly with CRM systems to maintain consistent data across workflows
• Collect payments instantly from documents to increase close rates

PandaDoc limitations

• Occasional downtime can be inconvenient but is an issue common to all platforms

PandaDoc pricing

• Essentials: $35/user/month
• Business: $65/user/month
• Enterprise: Custom

PandaDoc ratings and reviews

• G2: 4.7/5 (2,000+ reviews)
• Capterra: 4.5/5 (1000+ reviews)

9. Zoom – Best sales call and video conferencing tool

Zoom provides a reliable and intuitive platform for virtual meetings that is critical in today’s digital sales environment. Its robust features, including high-quality audio and video, screen sharing, and recording options, ensure that sales meetings, client presentations, and webinars are conducted smoothly and effectively. 

By integrating meetings, team chat, phone, mail, and calendars within a single platform, Zoom simplifies communication workflows for your sales teams. 

It reduces the clutter of multiple apps and keeps sales teams organized and efficient. This unified approach ensures that every communication touchpoint is seamlessly connected, making it easier for sales professionals to manage their schedules and follow-ups.

While Zoom is not an all-out sales tool, I find the meeting transcripts feature helpful for identifying and acting on ‘micro-moments’ or unique insights from my client calls.

Zoom best features

• Conduct seamless video conferences that enhance client engagement and team collaboration
• Share screens during live presentations to make pitches more interactive and engaging
• Record sessions for later review or to share with clients as a follow-up
• Use Zoom’s AI companion to streamline scheduling and automate repetitive communication tasks
• Manage all communication and scheduling needs from a single platform to maintain focus and efficiency

Zoom limitations

• Despite its extensive features, Zoom’s free version has a 40-minute limit on meetings, which can interrupt longer sales discussions unless upgraded
• Recording permissions are restricted to hosts and co-hosts, which can limit flexibility during meetings.

Zoom pricing

• Basic: Free
• Pro: $14.99/month per user
• Business: $21.99/month per user
• Business Plus: Contact for pricing
• Enterprise: Contact for pricing

Zoom ratings and reviews

• G2: 4.6/5 (54,000+ reviews)
• Capterra: 4.6/5 (13,000+ reviews)

10. Zapier – Best integration and workflow automation tool

Zapier dramatically simplifies the sales process by automating repetitive tasks across various platforms. It allows sales teams to focus more on engaging with prospects and closing deals. By connecting over 7,000 apps, Zapier enables seamless data flow and communication between different tools. It ensures that your sales teams have access to the most up-to-date information. 

This integration is a game changer in capturing leads from multiple sources, sending personalized emails, and scheduling follow-up tasks without manual intervention. As a result, sales teams can reduce the time spent on administrative tasks, improve response times, and ultimately increase their sales efficiency and productivity. 

With Zapier, sales teams can set up custom workflows that trigger specific actions based on the data received, making it easier to manage the entire sales cycle from prospecting to closing.

Zapier best features

• Automate workflows across 7,000+ apps like ClickUp, Zendesk Sell, and Trello for seamless task integration
• Streamline lead capture from multiple channels into your CRM system
• Send personalized follow-up emails automatically to nurture leads
• Schedule sales calls and meetings directly from your workflow
• Customize triggers and actions to create tailored automation solutions

Zapier limitations

• Users point out that Zapier has a limited collection of apps at a comparatively high price.

Zapier pricing

• Free
• Professional: $29.99/month per user
• Team: $103.50/month per user
• Enterprise: Custom pricing

Zapier ratings and reviews

• G2: 4.5/5 (1,000+ reviews)
• Capterra: 4.7/5 (2,000+ reviews)

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Optimize Your Sales Processes with ClickUp

Choosing the right sales tech stack starts with deeply understanding your sales process and specific needs. The tools you select should seamlessly integrate and enhance every stage of your sales cycle, from lead generation to closing deals.

ClickUp stands out as an all-in-one solution that centralizes all your sales activities, from lead management to renewal, in one place. Use it to automate routine tasks, enable better visibility into each stage of the sales pipeline and supercharge your collaboration. By leveraging ClickUp, you can streamline your sales operations and ensure your team remains productive and focused.

Ready to transform your sales process? Sign up for ClickUp today and take your sales ops to the next level.