Selecting the right sales enablement software for your business is key to crafting a competitive sales strategy. The right tools can help automate processes, increase efficiency, and boost the confidence of your sales reps – hopefully leading to a quicker sales cycle and increased revenue.
However, selecting the right sales enablement tools for your business can be a challenge due to the vast number of options available. Selecting a solution that fits your business needs, integrates well with existing systems, and remains future-proof within today's fast-moving technology landscape can be a job in itself.
In this article, we’ll outline how to choose the right sales enablement solution for your business and lay out the best sales enablement software investments you can make this year.
How to choose the right sales enablement software for your business
As you start browsing sales enablement software options for your business, it can be beneficial to consider the following:
Identify the stages of the sales cycle you want support for
Prospecting, researching, connecting, presenting, and closing – each stage of the sales cycle presents unique problems to solve. Identifying the areas in which your team could use support will help you to select a software solution that matches your needs.
How? That brings us to our next step:
Check in with your sales reps to identify where they need help
Be sure to check in with your sales reps to establish bottlenecks in the sales journey. At what point are their leads unresponsive? Are they struggling to close deals, or to interest prospects? Making a note of your reps’ challenges will provide critical insights into which elements of your sales strategy are ripe for optimization.
Hone in on must-have and nice-to-have features
Finally, make a list of the areas in which your team would benefit from support. Then, identify which features would most support the goals of your team in these areas. Are you looking for automation tools to help speed up administrative tasks, or guided selling to assist reps with connecting with leads? Would your team benefit from a more comprehensive onboarding and training process? Are your remote employees struggling with the confidence to seal the deal online?
Be sure to distinguish between must-have and nice-to-have features before you dive into a sea of software comparisons. Depending on the size, needs, and budget of your team, you may select one (or more) specific sales tools or a complete sales enablement platform.
The best sales enablement software of 2023
Now that you hopefully have a clear understanding of the type of software that you’re looking for, let’s take a look at the best sales enablement software options across two key categories: sales enablement platforms and sales enablement tools.
Best sales enablement platforms
The following platforms offer a comprehensive suite of tools:
HubSpot Sales Hub
What is it? Hubspot Sales Hub is a CRM and enterprise sales platform designed to facilitate email marketing, lead qualification, and sales analytics.
How can it help? Hubspot Sales is a feature-rich platform with advanced CRM capabilities, helping sales teams to centralize their sales processes. Hubspot equips teams to start conversations, deepen relationships, and manage their pipeline through email templates and tracking, document management, secure payments, video capabilities, sales management playbooks, account-based marketing, comprehensive analytics, and more.
How much does it cost? Pricing for HubSpot Sales Hub starts from $0 per month, with the Starter, Professional, and Enterprise packages costing $45, $450, and $1200 per month, respectively.
What is it? Highspot is a sales enablement platform offering intelligent content management, training, guidance, and coaching for sales reps, and end-to-end analytics of the sales process.
How can it help? Highspot can offer sales enablement teams a centralized location for training, content, and analytics. AI-powered content recommendations and powerful analytics empower teams to make informed decisions and optimize performance throughout the sales cycle. Highspot aims to increase alignment across sales and marketing departments, and with 70+ supported integrations and over 40 different types of content, it's a highly comprehensive solution.
How much does it cost? $600 per user per year, with a minimum requirement of 50 users.
What is it? Seismic is an AI-powered enablement cloud offering support across sales content management, learning & coaching, strategy & planning, content automation, buyer engagement, and engagement intelligence.
How can it help? Sales enablement teams can benefit from using Seismic to onboard and train their sales reps, increase the visibility of sales content, and analyze the factors affecting sales success. By offering training, coaching, and content within a single platform, Seismic equips reps to facilitate every stage of the buyer journey. AI-powered recommendations help teams to identify engagement opportunities and optimally time their sales engagement.
How much does it cost? The price of Seismic varies, costing between $384 and $700 per user per month.
Best sales enablement tools
The following tools each focus on a specific sales function:
What is it? Crunchbase is a SaaS-based prospecting and research solution offering access to business data on private and public companies.
How can it help? Crunchbase can assist with prospecting, ideal customer targeting, lead qualification, and sales emailing. Once leads have been identified, Crunchbase offers access to key information about contacts, including their title, department, LinkedIn profile link, email address, and phone number. In addition to its browser-based platform, Crunchbase is also available as an extension for Google Chrome.
How much does it cost? Access to Crunchbase starts at $29 per month. Crunchbase Pro costs $49 per month, and custom enterprise pricing is also available. All plans are billed annually.
What is it? VODIUM is an app-based virtual teleprompter designed to empower remote employees to communicate with confidence.
How can it help? With 90% of users being able to tell when a presenter is unconfident when presenting online, VODIUM offers sales reps the ability to present their pitches confidently – without looking down at their notes. VODIUM’s teleprompter sits directly below the camera, enabling reps to maintain eye contact during online sales calls. With an easy upload feature, intuitive minimalist design, and affordable pricing, VODIUM is the sales enablement tool for remote and hybrid teams.
How much does it cost? Pricing for VODIUM starts at just $15 per month or $150 per year. Custom enterprise pricing is also available.
What is it? DocSend from Dropbox is a secure document-sharing platform that lets you manage, share, and track your files.
How can it help? DocSend equips sales teams and their customers to securely send, receive, e-sign, and track key documents while protecting sensitive or confidential information. Real-time tracking allows reps to monitor engagement and keep prospects engaged. Permission-based access allows total control over who has access to what, and the secure file view option adds an additional layer of protection.
How much does it cost? DocSend costs $10 per user/month for personal users, $45 per user/month for teams, and $150+ per month for advanced users. Enterprise pricing is also available on request.
The sales enablement tool your team is missing: VODIUM
It’s more important than ever to consider your remote and hybrid employees as you work to provide sales enablement solutions for your sales team. Designed specifically with remote employees in mind, VODIUM’s virtual teleprompter app equips sales reps to master the art of the virtual sale.
To learn more about how VODIUM is empowering remote workers, or to start your free trial of VODIUM’s teleprompter, check out VODIUM today!