5 B2B sales tools to use in 2023

Want to build a stronger sales motion in 2023? Here are some of the most important B2B sales tools you should be using.

Shelly Weaver
Shelly Weaver
June 14, 2023
min read
Apple Podcast LinkGoogle Podcast LinkSpotify Podcast Link
Apple Podcast LinkGoogle Podcast LinkSpotify Podcast Link

5 B2B sales tools to use in 2023

In a constantly evolving B2B landscape, salespeople have to get strategic about which tools they’re using to maximize their selling potential and success. 

As a sales professional, productivity and efficiency are front of mind. This is particularly true in the area of building and maintaining a list of prospects, which can be a challenging and time-consuming task, as it involves identifying potential customers in your target market and obtaining their contact information. Salespeople also need tools to help them communicate with prospects, automate workflows, and successfully manage the entire customer relationship. Here, we’ll outline five helpful tools for salespeople to use that will help them stay organized, be more productive, and generate more revenue. 

1. Qualified

You already knew we would put ourselves first—we’d be remiss if we didn’t. Qualified is an AI-powered conversational marketing and sales platform that helps businesses identify, connect, and convert high-value website visitors into qualified leads. We enable sales teams to engage with prospects in real-time and provide insights into their behavior and preferences, making it easier to personalize outreach and close deals. Some of the benefits of using Qualified as one of your B2B sales tools are:

  • Website visitor identification

Identify and track the companies visiting your website. This information is valuable as it allows you to prioritize and target the most relevant prospects based on their interest in your products or services.

  • Real-time lead alerts 

Receive real-time notifications when key decision-makers from target companies are actively engaging with your website, allowing you to promptly reach out while interest is high, increasing the chances of meaningful engagement and conversion.

  • Live chat and conversational marketing

Engage website visitors in real-time conversations. By leveraging conversational marketing, you can nurture leads, understand their needs, and provide a personalized experience, leading to higher conversion rates.

  • Personalized sales conversations

Have personalized and contextual conversations with prospects and develop detailed visitor profiles, including company information, browsing behavior, and previous interactions. With this knowledge, sales professionals can tailor their conversations, address specific pain points, and demonstrate value based on the prospect's unique needs.

  • Account-based marketing (ABM) integration

Align your website experience and messaging with your target accounts, ensuring personalized engagement. By delivering customized content and offers to specific accounts, you can enhance engagement, build relationships, and increase conversion rates.

  • CRM integration and lead routing

Integrate with popular CRM systems such as Salesforce and Hubspot, allowing for seamless data flow and lead management. Leads captured through live chat conversations or website interactions can be automatically routed to the appropriate sales representatives within your organization. This ensures efficient lead distribution, timely follow-up, and streamlined sales processes.

  • Performance analytics and reporting 

Get analytics and reporting features to track and measure the effectiveness of your sales and marketing efforts. You can gain insights into the performance of live chat conversations, visitor engagement, and lead conversion rates. These analytics help you identify areas for improvement, optimize your strategies, and make data-driven decisions to enhance your B2B sales outcomes.

2. Salesforce

Salesforce is a powerful CRM tool that helps businesses manage and analyze customer interactions and data. It provides a single source of truth for sales teams and enables them to streamline their sales process, automate workflows, and gain insights into customer behavior.

Some features of Salesforce that are helpful in B2B sales are:

  • Centralized customer data

Provides a centralized platform where you can store and manage all your customer data, including contact information, communication history, and purchase history.

  • Lead management and tracking

Offers robust lead management capabilities, allowing you to efficiently qualify, track, and manage leads throughout the sales pipeline. This helps streamline the sales process, ensuring that no leads fall through the cracks.

  • Sales opportunity management

Enables you to effectively manage sales opportunities by providing a clear view of the sales pipeline. This type of visibility allows you to prioritize your efforts, focus on high-value opportunities, and take necessary actions to move deals forward.

3. LinkedIn Sales Navigator

LinkedIn Sales Navigator is a social selling tool that enables sales teams to find and connect with prospects on LinkedIn. It provides advanced search capabilities, lead recommendations, and real-time updates on prospects' activity, making it easier to engage with them in a meaningful way.

A few ways LinkedIn Sales Navigator can be useful are:

  • Targeted lead generation

Provides advanced search and filtering options, allowing you to precisely identify and target potential leads within your target market, as well as focus your efforts on the most relevant prospects and increase the efficiency of your lead generation process.

  • Deep customer insights

Gain access to detailed profiles and professional information of your leads and prospects, including their job history, skills, connections, and activity on LinkedIn. This information can be leveraged to personalize your sales approach, establish rapport, and identify common connections for warm introductions.

  • Account and lead management

Sales Navigator provides a dashboard where you can manage and track your leads and target accounts, allowing you to stay organized, monitor progress, and ensure timely follow-ups.

4. Gong

Gong uses AI to help capture and interpret interactions between buyers and sellers during meetings to give your team actionable insights into what matters most to your buyers. Gong’s platform works everywhere your team is–video calls, voice calls, emails, and more, to ingest, analyze, and develop guidance for your team. 

  • Industry-leading AI insights

Gong’s AI processes the full context of your team’s conversations to create an understanding of what your buyers and customers care about most, where their biggest concerns are, and the sentiment behind their interactions with your team. This gives you a holistic view of your conversations, with actionable insights into how to better arm your team with the info your buyers need.

  • Actionable insights

When you’re looking to help your team improve, you now have the data to back up your coaching by flagging the risk, and providing recommendations based on all the data collected about your team’s calls. 

  • Reliable forecasting

Having all of this data surfaced to your team lets you better predict and forecast future revenue, diagnose changes, and take the guesswork out of the process. 

5. Clari

Clari is a Revenue Platform that revenue teams can use to win more deals and be more proactive about protecting their customer base. It’s a single platform that creates a source of truth for real time pipeline updated for both reps and executives to stay ahead of their team’s goals. 

  • Unified data in one place

Streamline your workflows by importing data from all of your revenue tools into one platform that makes it easy for everyone in your sales org to navigate and highlight what matters. 

  • Revenue Intelligence

Clari offers a proprietary intelligence layer that helps teams capture, clean, and map revenue-critical data signals from all of your most important sources. You can use these comprehensive data points to better forecast in the future.

  • Data ingestion

Clari’s data ingestion capabilities give you the ability to connect and integrate with your favorite tools and platforms to build a custom database that works perfectly with your team’s needs. 

Fuel your sales motion with Qualified

All of the tools listed above each offer several key benefits that make them incredibly helpful for B2B sales. Qualified empowers B2B sales professionals by providing tools and features to identify, engage, and convert website visitors into qualified leads. 

Our real-time capabilities, conversational marketing approach, integration with ABM strategies, and analytics functionalities contribute to enhancing lead generation, improving customer interactions, and driving better results in B2B sales initiatives. 

For more helpful B2B sales tips from the professionals, check out these 7 B2B sales tips and strategies ➡️


Related articles

Qualified in Action

Quick demo?

Discover how we can help you convert more prospects into pipeline–right from your website.

Contact Us