Best Sales Tech Stack for Your B2B SaaS Business in 2023

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May 8, 2023 · by Alisher Akbarov
Best Sales Tech Stack for Your B2B SaaS Business in 2023

In the highly competitive world of B2B SaaS, optimizing the sales process can make all the difference in driving revenue growth and staying ahead of the competition. The right sales enablement tech stack tools can help streamline sales processes, increase productivity, and improve customer satisfaction. In this article, we’ll take a closer look at the best sales stack tools for B2B SaaS businesses, the features and benefits of each tool and how they can help businesses achieve their sales goals and drive long-term success.

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What is a Sales Tech Stack?

A sales tech stack refers to a set of sales-related software tools that are integrated together to optimize the sales process. This set lets your sales representatives perform their tasks faster and in a more organized way. According to Zuora, sales representatives spend just 16 percent of their day interacting with customers, leaving a significant portion of their time consumed by administrative work. 

Infographic with sales statistics: Sales reps only spend 16% of their day in front of customers. Administrative work takes up the rest.

This results in wasted time that could have been spent on building and maintaining customer relationships. By leveraging sales technology, businesses can streamline and automate time-consuming administrative tasks, freeing up their sales teams to focus on nurturing a satisfied customer base.

Why Is Sales Tech Stack Important for B2B SaaS?

A sales tech stack is crucial for B2B SaaS companies. It helps automate the sales process, and that leads to increased efficiency, productivity, and ultimately revenue. By integrating a set of sales tools, B2B SaaS companies can improve their lead generation, lead nurturing, and sales tracking processes, resulting in a more effective work of their sales teams.

Moreover, a sales tech stack provides valuable insights into the sales process, allowing companies to track and measure the effectiveness of their sales strategies, and optimize them accordingly. This enables companies to make data-driven decisions, improve their sales processes, and increase revenue.

Main Components of a Sales Tech Stack

A typical sales stack consists of a set of tools designed to facilitate various aspects of the sales process. Usually it includes software for the following purposes:

  • Customer Relationship Management (CRM) 

It is the backbone of the sales tech stack. CRMs allow sales teams to manage their interactions with customers and prospects. It provides a centralized database to store customer information, track customer interactions, and manage sales pipelines.

  • Sales Automation

These tools automate repetitive tasks, such as email follow-ups, lead scoring, and appointment scheduling. This allows sales teams to focus on high-value activities, such as building relationships with customers and closing deals.

  • Lead Generation

This type of software helps sales teams identify and generate leads. It can include website visitor tracking, form builders, and lead generation forms.

  • Sales Intelligence

Sales intelligence tools provide insights into prospects and customers, including contact information and social media profiles. This data can help sales teams personalize their outreach and improve their sales pitches.

  • Proposal and Contract Management

The software helps sales teams create and manage the entire contract lifecycle, proposals, and other sales documents. These tools can include contract templates, version control, and automated alerts for important contract deadlines.

  • Payment Options

Payment options are an important consideration for B2B SaaS companies. They can impact the customer experience and ultimately influence sales. While not typically considered a component of a sales tech stack, payment options are closely related to the sales process and can impact the bottom line.

Best Sales Stack Tools for B2B SaaS Businesses in 2023

These companies are among the most widely recognized and respected in their categories, making them excellent choices for businesses looking to build a robust sales tech stack in 2023. Whether you’re a small startup or a large enterprise, these tools can help streamline your sales process, improve customer satisfaction, and achieve your business objectives. 

CRM: Salesforce

Salesforce has the largest SaaS market share at just under 10% (Imagine that! Tech giant Microsoft has an 8.7% SaaS market share). As the industry leader in customer relationship management, Salesforce provides a centralized database for storing customer information. Moreover, it manages sales pipelines, and tracks customer interactions. With its robust features and intuitive interface, Salesforce has become a go-to tool for businesses of all sizes and industries.

Screenshot of Salesforce website page. CRM Sales Tech Stack
Salesforce’s main page

Sales Automation: Outreach

Outreach is a sales automation platform designed to help sales teams automate repetitive tasks, such as email follow-ups and appointment scheduling. It allows sales reps to focus on high-value activities. With features like sales cadences, email tracking, and meeting scheduling, the tool helps sales teams optimize their outreach and close more deals. Around the world in 2023, over 831 companies have started using Outreach as a sales-force-automation tool.

Screenshot of Outreach website page. How Outreach sales automation works.
How Outreach sales automation works

Lead Generation: ZoomInfo

ZoomInfo’s database contains over 100 million contacts and 14 million company profiles, making it a go-to tool for businesses looking to expand their customer base. With features like website visitor tracking, lead capture forms, and personalized lead lists, ZoomInfo helps sales teams identify and target high-value leads. ZoomInfo was ranked as Top-5 Global Software Seller and Best Marketing Product by G2.

Screenshot of Zoominfo website page.  ZoomInfo’s Chorus machine learning as a part of your Sales Tech Stack
ZoomInfo’s Chorus machine learning

Sales Intelligence: Gong

Gong is a sales intelligence platform that delivers valuable information about prospects and customers. Its platform uses artificial intelligence to analyze sales calls and meetings, providing insights into customer sentiment, objections, and preferences. With features like conversation analytics, call coaching, and deal visibility, Gong helps sales teams improve their sales pitches and close more deals.

Screenshot of Gong website page.  How Gong works as a Sales Tech Stack
  How Gong works

Proposal & Contract Management: PandaDoc

PandaDoc’s tools help sales teams create and manage proposals, quotes, and contracts, streamlining the entire sales process from proposal to closing the deal. It has customizable templates, digital signatures, and collaboration features. PandaDoc streamlines the entire sales process from proposal to closing the deal, reducing friction and improving customer satisfaction.

Screenshot of PandaDoc website page.  PandaDoc's contract-making tool
   PandaDoc’s contract-making tool

Payment Options: Comfi

By offering flexible payment options, businesses can remove a major obstacle to affordability that prevents many potential customers from making a purchase. This can help increase the conversion rate for annual subscriptions and drive more revenue. Additionally, Comfi’s financing solution can help businesses improve their cash flow by receiving payment upfront within 7 days, while allowing their customers to pay over time – in 12 tranches over 12 months. For B2B SaaS businesses looking to boost their sales and revenue, Comfi’s payment option can be a valuable addition to their sales tech stack.

Infographics of Comfi's benefits for Vendors and Customers.
Comfi’s benefits
Let’s talk your revenue together
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Amal Abdullaev

Co-founder at Comfi

Conclusion

In today’s fast-paced business environment, optimizing the sales process is essential for B2B SaaS companies looking to drive revenue growth and stay competitive. By leveraging the best sales stack tools for B2B SaaS businesses, companies can streamline and automate their sales processes. It will ultimately result in increased sales and higher revenue.

Book a call with our co-founder Amal to learn how Comfi can help your business grow.

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Alisher Akbarov

Alisher Akbarov

Co-founder, COO

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