Sales Enablement Tools for B2B Businesses: Types, Importance, and Top 20 Tools in 2023

Sales enablement tools are technologies, processes, and strategies used by businesses to enhance the productivity and effectiveness of their sales teams. These tools are designed to enable sales representatives to close more deals, improve customer relationships, and boost revenue growth.

In this article, we'll explore the importance of sales enablement tools for B2B businesses, the different types of sales enablement tools available, and the top 20 sales enablement tools in 2023. We'll also provide tips on how to choose the best sales enablement tools for your business.

Importance of Sales Enablement Tools for B2B Businesses

Sales enablement tools are critical for B2B businesses because they help organizations achieve their sales goals, enhance the efficiency of their sales processes, and improve customer relationships.

Sales enablement tools empower sales teams to streamline their activities and work smarter,not harder, by automating time-consuming tasks and providing valuable insights into customer behavior.

Role in Improving Sales Performance

Sales enablement tools play a significant role in improving sales performance by providing sales teams with the tools they need to succeed. By providing sales representatives with the right tools and resources, sales enablement tools can improve the productivity of the sales team, shorten sales cycles, and increase the number of deals closed.

Moreover, sales enablement tools can help sales reps stay informed about industry trends and stay up-to-date on the latest product features and benefits, enabling them to provide better support to customers.

Types of Sales Enablement Tools

There are several types of sales enablement tools, each serving a unique purpose. The following are the most common types of sales enablement tools:

Content Management

Content management tools are designed to help sales teams manage, organize, and distribute marketing and sales materials. This includes sales presentations, case studies, white papers, product data sheets, and more.

Content management tools allow sales reps to access the right content at the right time, ensuring they have the information they need to close deals.

Sales Training and Coaching

Sales training and coaching tools help sales reps improve their selling skills and stay up-to-date on the latest sales techniques. These tools typically provide training materials, coaching sessions, and feedback on sales reps' performance.

Sales Analytics and Reporting

Sales analytics and reporting tools provide insights into customer behavior and sales performance. These tools allow sales teams to track and analyze customer interactions, sales metrics, and performance data, providing valuable insights into how the sales team is performing.

CRM and Sales Automation

CRM and sales automation tools are designed to automate sales processes, streamline workflows, and manage customer relationships.

These tools typically provide features such as lead management, opportunity tracking, and automated email marketing.

Top 20 Sales Enablement Tools in 2023

Salesforce Sales Cloud:

Salesforce Sales Cloud is a powerful CRM platform designed to help businesses manage their sales processes and improve their customer relationships. However, if you are looking for a Salesforce alternatives or simply want to learn more about different options, be sure to check out our blog on Salesforce alternatives.

HubSpot Sales:

HubSpot Sales is a sales automation platform that provides sales teams with tools to automate their workflows and manage customer relationships.

ClearSlide:

ClearSlide is a content management platform that helps sales teams create and share engaging presentations and marketing materials.

Showpad:

Showpad is a content management platform that helps sales teams access the right content at the right time.

Highspot:

Highspot is a sales enablement platform that provides sales reps with the tools they need to close deals more efficiently.

Seismic:

Seismic is a sales enablement platform that provides sales reps with access to sales content, training materials, and analytics.

Brainshark:

Brainshark is a sales enablement platform that provides sales reps with tools to create and share engaging content.

SalesLoft

SalesLoft is a sales automation platform that provides sales reps with tools to automate their workflows and manage customer

Gong

Gong is a sales analytics platform that provides insights into customer interactions and helps sales teams improve their selling skills.

Chorus.ai:

Chorus.ai is a sales analytics platform that provides insights into customer interactions and helps sales teams improve their sales processes.

Outreach:

Outreach is a sales automation platform that provides sales teams with tools to automate their workflows and manage customer relationships.

InsideView:

InsideView is a sales intelligence platform that provides sales teams with insights into customer behavior and market trends.

ZoomInfo:

ZoomInfo is a sales intelligence platform that provides sales teams with access to accurate, up-to-date customer data.

Terminus:

Terminus is an account-based marketing platform that helps businesses target high-value accounts and improve their marketing ROI.

LeanData:

LeanData is a lead management platform that helps businesses manage their lead flow and improve their sales efficiency.

Drift:

Drift is a conversational marketing platform that helps businesses engage with customers in real time and improve their customer relationships.

Conversica:

Conversica is a conversational AI platform that helps businesses automate their sales processes and improve their customer relationships.

SalesHood:

SalesHood is a sales enablement platform that provides sales teams with tools to improve their selling skills and stay up-to-date on the latest sales techniques.

MindTickle:

MindTickle is a sales enablement platform that provides sales reps with training and coaching to improve their sales performance.

Sales Enablement PRO:

Sales Enablement PRO is a community and resource hub for sales enablement professionals, providing insights, best practices, and networking opportunities.

Video Sales Enablement Tools

In addition to the various types of sales enablement tools mentioned earlier, video sales enablement tools play a crucial role in empowering sales teams to leverage the power of video content in their sales efforts.

These tools offer features specifically designed to enhance the effectiveness of video-based sales strategies. Let's explore a few notable video sales enablement tools:

StoryXpress

StoryXpress is a video sales enablement tool that offers a comprehensive suite of features for creating, hosting, and analyzing video content. It allows sales teams to easily record, edit, and share personalized videos, giving them a powerful medium to connect with prospects and convey their value proposition effectively.

StoryXpress provides analytics on video engagement and viewer behavior, enabling sales teams to gain valuable insights and make data-driven decisions.

Vidyard

Vidyard is a leading video sales enablement platform that provides a range of tools to drive engagement and conversions. It offers personalized video creation, hosting, and sharing capabilities, empowering sales reps to create one-to-one video messages that resonate with their prospects.

Vidyard's analytics provide insights into viewer behavior, enabling sales teams to understand how prospects engage with their videos and optimize their sales strategies accordingly.

Wistia

Wistia is a comprehensive video hosting and management platform that offers advanced features for sales enablement. It allows sales teams to create branded video content, customize video players, and embed videos seamlessly into sales collateral, presentations, or websites.

With Wistia, sales reps can track viewer engagement, gather lead generation data, and integrate videos with marketing automation and CRM systems for a unified view of customer interactions.

How to Choose the Best Sales Enablement Tools for Your Business:

Choosing the right sales enablement tools for your business can be a daunting task. However, by following these simple steps, you can ensure that you select the best tools to meet your business needs:

Assess Your Business Needs:

Before you start evaluating sales enablement tools, it's essential to understand your business needs. Identify the areas of your sales process that need improvement and the features that would be most valuable to your sales team.

Evaluate Ease of Use and Integration:

The best sales enablement tools are easy to use and integrate seamlessly with your existing systems. Look for tools that have intuitive interfaces and offer robust integration capabilities.

Compare Pricing and Support:

Pricing and support are critical factors when selecting sales enablement tools. Be sure to compare pricing plans, including any additional fees or hidden costs, and ensure that the vendor provides reliable customer support.

Conclusion:

In conclusion, sales enablement tools are critical for B2B businesses looking to improve their sales performance, streamline their workflows, and enhance their customer relationships. The top 20 sales enablement tools in 2023 provide a range of features and benefits, from CRM and sales automation to content management and sales analytics.

When selecting the best sales enablement tools for your business, it's essential to assess your business needs, evaluate the ease of use and integration, and compare pricing and support. By investing in the right sales enablement tools, your business can achieve success and stay ahead of the competition.