The Best Sales Stack

Always Hired's Sales Bootcamp Tech Sales Stack

(This time we're biased)

Tech Stack

By definition, a technology stack is a set of components or layers in a software offering that provides broad functionality. Microsoft Office is an easy example. The combination of Word, Excel, PowerPoint and Exchange improves personal productivity for billions of people.

Sales Stack

The definition of the sales stack (also known as a sales technology stack) is a term for the totality of sales software (typically cloud-based) that a particular sales team utilizes. As new sales tools become available, sales reps and managers are embracing a wide variety of technologies.

The rise of the Sales Stack proves it is here to stay.

By the data:

• 700+ Companies now operate in the “Sales Stack” space
• $20 Billion in Funding

 By the logic:

• Company A has its sales reps manually making calls, they make 65 calls a day.
• Company B has it sales reps making calls with click to dial technology allowing reps to see a phone number on their computer screen, click it, and their VOIP phone system starts automatically dialing for them. As a result of not having to manually enter phone numbers reps are able to product 85 calls a day.

What sales team above is set up for more success? It’s obvious.

Now imagine that same concept with sending 1 email vs 100, with having to buy static lead lists vs creating a dynamic one, with having to go to 100 sites to research your prospect or just 1, with having only phone/email to prospect vs phone/email/video.

The Sales Stack has changed the game! And it’s a much better game to be played now with a lot of different personality types and backgrounds qualified and excited to play.

Given how important the Sales Stack now is, it makes sense companies have started requiring sales candidates to have a solid understanding of how to use these tools.

At Always Hired’s Sales Bootcamp we have our favorites (although we are biased). Here are the most important tools we believe every technology sales professional needs to have.

Name of Tool: Salesforce

Purpose: Managing your sales funnel

Salesforce is a CRM, which stands for Customer Relationship Management. When you call the bank and they ask you for your information to look up your account, they are using a CRM (Albeit, likely an archaic one). Salesforce also goes by the acronym SFDC. It used to stand for Salesforce Developers Community, but now that developers are not the only ones using Salesforce it’s adopted a new colloquial name, Salesforce (Dot) Com.

“If it is not in Salesforce, it does not exist”

Learn how to set up a free trial

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Name of Tool: Outreach

Purpose: Email and Call

Outreach allows people to create predefined flexible workflows that enable your sales team to scale, save time, create a predictable revenue model, and discover what works and doesn’t. You know when Groupon emails you their daily deals (or is that just me? - their groupon goods used to be my jam, but now everything is just refurbished - okay rant over) and they address you by name? Well they don’t have a human writing in the first names of the 100,000 people they are emailing. With email tools you can “tag” content and Outreach will automatically customize the tag based on the data in your leads:

• [Name]
• [Lead Source]
• [Recent Publication]

The above are examples of things you can “tag” in email so that you can send 100 emails at once, but they get customized with the information per the “tag”.

Bonus: Outreach now has Click to Dial so when your prospects open your email you can call them right away!

Here is a great deck and video that provides an overview:

Outreach Deck

Outreach Video

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Name of Tool: LeadIQ

Purpose: Generating Leads

LeadIQ is a great tool for building a list of leads. Identify your prospect on LinkedIn, obtain their email address, add them to your list and boom! High quality leads ready to be imported in Outreach or Salesforce. Start with 50 free leads!

Hilarious promo video

Free Leads

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Name of Tool: Vidyard

Purpose: Video Prospecting

Vidyard works as a chrome extension (my personal favorite), Gmail extension, desktop download and mobile app. It makes it simple for anyone to record, send and track personal video messages using their webcam or a screen capture. When done right, video messages can not only boost response rates, but they can help build a more personal relationship from day one. Sending prospects videos and video campaigns has never been this easy.

Install their free extension here!

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Name of Tool: Crunchbase

Purpose: Discover and Research Companies

 Crunchbase is technology Data. Funding History, Founders, Pricing, Competitors, Team Members and much more - everything you could ever want to know about a startup

Learn more about Crunchbase Pro

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If you want to learn more about Always Hired’s Technology Training - check it out here.

Keep Crushin’ - Gabe

Hero Image Credit: Nicolas de Kouchkovsky 

This article was originally posted on Always Hired's Blog.