thebritaliansalesguy

account executive

Best sales intelligence and engagement software?

hey guys, I have finally convinced our director of sales to get a sales intelligence and engagement software after spend 50% of our day in worthless admin stuff and SF.

for sales intelligence we used to use Kaspr, but wasn't great.

For sales enablement we haven't used anything until now.

Do you have any recommendation? what are you using? is it worth it?

at the moment we are opening and closing tasks manually on SF.

now I am using Apollo.io with a personal profile to get info of prospects and was considering it for sales engagement also.

thoughts?

💼 Productivity

🗝 Sales Enablement

🤓 Sales Tech

25 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

I thought this would be a good Sales GPT question. So here's your answer:

FoodForSales

Politicker

good use of GPT!

CPTAmerica

Opinionated

President/CRO

Not sure any of them leave up to their marketing hype but Salesloft is decent.

thebritaliansalesguy

Contributor

account executive

Yeah?! Thansk for the feedback will look into it. What would be the best feature you see in the day to day of an AE?

RandyLahey

Politicker

Account Executive

Is there a particular part of your CRM maintenance that is bogging you down?

Diablo

Politicker

Sr. AE

We use combo of SF, SL. Our AMs live in Dooly to manage their customers, tasks etc.

thebritaliansalesguy

Contributor

account executive

That’s fine. How do you find SL?

Diablo

Politicker

Sr. AE

I find it great, does exactly what we want it for whether running cadences, or syncing it with SF, calendar etc etc. We use other tools that go hand in hand to make the entire sales process very effective and efficient.

pirate

Big Shot

🦜☠️ Account Executive

To me it sounds like the whole tech stack for sales and processes need to be thought over

Why intelligence exactly? I don't understand closing and opening tasks. Log calls via call software. Log emails via extension.

thebritaliansalesguy

Contributor

account executive

Definitely, I agree and thanks for the reply.
Intelligence because atm at least 30% of my time goes into lead generation and prospecting. Having a software helping that is fundamental in order to have the right info.

At the moment we do not have a way to create and put people in sequences, hence every single step needs to be logged manually on SF, aside outbound calls. Hope that makes it a bit more clear.

What do you have as support systems on top of the crm?

pirate

Big Shot

🦜☠️ Account Executive

I see, thanks for clarifying.
If there is not enough leads... Blame marketing. Kidding :)

As CPTAmerica suggested, then Salesloft is great for cadences or sequences. Most ideal tool combo for me has been:
Salesforce + Salesloft
+ Zoominfo/ Lusha toimport all the email addresses and phone numbers into it
+Sales Navigator for checking if the information is valid or not
+Vidyard or any video messaging tool usually has free account and you can use it to make prospecting more personalized.

Not what my org currently uses. We have most ridiculous tools no one has ever heard of.

A lot of these cost money though. Vidyard on a basic level is free and works alright. You could also manually BCC people into the emails but it is quite painful.

Maybe also need to work on email and call scripts. Could they be better? Could they be more engaging? More about ROI? Not saying calling is free but it works the best.

Can you participate in events more to create presence and leads?

thebritaliansalesguy

Contributor

account executive

Totally agree, I am using some freemium options already myself such as Vidyard, which I find good :)
However will get info for Salesloft that seems good.

Marketing is a lost battle for now, after getting the software will fight for that also. For now is all outbound activity for us. (We are a smaller new market for the company for now)

Always looking at improving script and emails content honestly, but will be a question for another thread ahah thanks for the info

Maximas

Tycoon

Senior Sales Executive

SL definitely!

ChumpChange

Politicker

Channel Manager

SL and SF here. It's fine for what we use it for. Only wish SL can do conditional cadences which i believe is in the works.

thebritaliansalesguy

Contributor

account executive

I started doing some trials and booking some demos atm…. Trying for now with Apollo.io which I am using to get emails. Seems good but not very confident with SF integration and some other stuff related to cadences.
Will get in touch with SL and outreach to compare them. Have you got exp with both or just SL? I don’t even know the different between them

ChumpChange

Politicker

Channel Manager

Only Salesloft. When I mean conditional cadences... if an email gets a response do this. If it doesn't get a response, remove it from cadence and put it into a long-tail drip campaign.

That kind of stuff.

thebritaliansalesguy

Contributor

account executive

Yep, that’s exactly what I am looking for - preventing me to prospect better. In the same time, does it have a way to monitor opportunities and remind when you delayed something or missed a step? I have a fairly amount of MM deals, but load of smb and I fear to lose truck of something or being slow in particular instances decreasing chances to close or close quicker

VP Enterprise Sales

Where are you spending the most admin and non-sales time in the process?
What are the top 3 things you want to solve for?
How will you measure success?

Are you just looking for easy and automated sfdc updates?

thebritaliansalesguy

Contributor

account executive

I am spending most non sales time in, sending all manual email, creating reminders on sfdc (I don’t have cadences set up), creating notes, plus all the lead gen I have to do and pipeline management. It is common to lose track of how many touches have been made with a contact often and systemise the outreach.

These are my main problems, the result of this of course is frustration, just wasting time on stuff instead of focusing on improve and increase closing. In particular because I am the main AE for the whole country doing SMB, MM and nurturing and handling 3/4 enterprise accounts.

I have a personal account to scratchpad to manage the pipeline and make basic updates to salesforce.

Thanks Bob

thebritaliansalesguy

Contributor

account executive

Ora mainly the task handling, not being able to create and automate sequences. This is the core for me personally, however it would be extended not just to us AES but most probably to some AM also. So, I imagine having reminders time before contracts end and stuff like this

CuriousFox

WR Officer

🦊

@poweredbycaffeine☕

poweredbycaffeine

WR Lieutenant

☕️

What is the goal here? Be specific and tell me what you liked about Kasper and what you want in a tool.

In reality I’m going to likely steer you to Salesloft or Outreach. Future more, is your Director letting you run the eval or are you part of the eval team?

Oh, and who is going to implement and admin?

thebritaliansalesguy

Contributor

account executive

Thanks for the comment l.
The goal is to:
- create cadences with tasks that log automatically with SF
- if need to call through the software portal, ideally to have an integration with Aircall (our phone system)

In my day to day (have 4k accounts to handle), I want to be able to go through them quickly but in depth also and personalise my outreach. At the moment I can’t because I spend a big chunk of my day doing admin stuff on sf.

On top of that I need a software to get email addresses and mobile numbers. We used to use kaspr but they didn’t renew the contract so I don’t know if ask for that or a new service. (Kaspr was fine they had good enough intel)

My director basked me to gather the info and discuss it with the sales enablement manager that handles our SF. He will be the person to implement and admin the softwares.

Hope that gives you more understanding?

poweredbycaffeine

WR Lieutenant

☕️

Combo of Salesloft or Outreach and Seamless or Apollo.

That’ll cover your use case and all have good salesforce and slack integrations.

thebritaliansalesguy

Contributor

account executive

Thanks will chat with someone to get to the end of it but definitely considering Salesloft or outreach

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thebritaliansalesguy

Best sales intelligence and engagement software?

25 comments

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