CadenceCombat

Account Executive

Convincing Leadership to add a new sales tool

Wondering if any AEs / BDRs have successfully made a business case or simply convinced leadership to open the purse strings and add a new sales tool to their tech stack.

How did you go about it?

What tool was it?

Why did you feel it was needed?

Have you tried getting a new sales tool in your tech stack?

Attached poll

No need - we have a great tech stack already Never tried even though we need a better tech stack I tried but they didn't go for it I successfully got a new sales tool added (comment)

*Voting in this poll no longer yields commission.

🤓 Sales Tech

🤷‍♂ Poll

23 comments

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braintank

Politicker

Enterprise Account Executive

I got a startup to switch from Pipedrive to Salesforce

CadenceCombat

Tycoon

Account Executive

Tell me more. Specifically, How and why? This might actually be very relevant to me, haha.

braintank

Politicker

Enterprise Account Executive

Showed them all the way pipedrive sucked. Allied marketing and RevOps team. Offered to help set it up myself.

CuriousFox

WR Officer

🦊

The fact you allied marketing is 🤯

Gasty

Notable Contributor

War Room Community Manager

We once did an ROI exercise for G2 crowd. A simple excel with names of all opps generated, which month we received the G2 buyer intent signal in, along with proofs. But this was for a renewal.

For a new tool, maybe show the ROI in a similar way using the tool’s free trial? Or just ask the salesperson - “I’m struggling to get a green signal from CXO. What’d you recommend I do here?”

countingmyinterest

Politicker

Account Executive

I just bought lavender.ai on my company card and it worked

detectivegibbles

Politicker

Sales Director

ZoomInfo. We're finding our ICP's in 2-3 less touches because of it.

CadenceCombat

Tycoon

Account Executive

How did you get leadership to see the light?

detectivegibbles

Politicker

Sales Director

"Let us try it for 6 months. That's our typical ramp time for a new employee. If we're seeing more opps opened, we can discuss extending. Fair?"

CadenceCombat

Tycoon

Account Executive

Very nice

BTQ

Politicker

Account Manager

I would love to convince our leadership to use orum.

Justatitle

Big Shot

Account Executive

What tool are you looking to get budget for?

CadenceCombat

Tycoon

Account Executive

I never said this was my situation.

Justatitle

Big Shot

Account Executive

Gotcha, I was asking because it was always dependent on whether it was a problem being solved or net gain and how it would be approached to get sign off.

TennisandSales

Politicker

Head Of Sales

Never had any luck in the past as an AE. Unless the company is small you really won’t have enough say. You can really only influence your manager haha. And if that person has enough say then maybe it will go somewhere

RandyLahey

Politicker

Account Executive

I made a case to switch from Pipedrive and got a hard no. Told me a lot about management's priorities. Quit a few weeks later when they wouldn't commit to my commission plan set out in my hiring.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Just need to show what the ROI is. That’s all it took for me.

punishedlad

Tycoon

Business Development Team Lead

I've had say in bringing on new sales tools, but that's because I was literally hired on to help build out the sales system at very early stage startups lol

Kosta_Konfucius

Politicker

Sales Rep

to low at my company to even try

Head of Growth

You're in sales! Best way to gain attention if it's a real need is to grab some time with your sales leader or whoever is in charge of purchasing sales systems, and:

-Define the problem
-Show the impact
-Suggest your chosen solution
-Share why/how it will help
-Paint the picture of ROI
-Define next steps
-Offer to help the process along

Maximas

Tycoon

-1

Senior Sales Executive

Microsoft Teams as I believe it performs faster and smoother than Zoominfo and was accepted to be added.
Now since we have the two,whenever any of em crashes or lags I have now an alternative tool to count on immediately!

goldenlazard

Politicker

Senior SDR

They’re completely different tools. There’s literally no overlap whatsoever. Did you mean zoom video?

Maximas

Tycoon

Senior Sales Executive

Yup, sorry✋

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CadenceCombat

Convincing Leadership to add a new sales tool

Have you tried getting a new sales tool in your tech stack?

23 comments

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