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[Music] hello my name is allison middlestadt and i'm an account executive at high spot which is a sales enablement solution hi my name is julie levine i'm a director of account development at highspot and today we're going to be talking about six sales tools that are essential for every team success so first up is your crm crm is shorthand for customer relationship management technology and a crm is used to help manage your company's relationships and interactions with your prospects and customers so you've probably heard of salesforce or microsoft dynamics however there are many many different options dependent on what's going to be the best fit crm for your business a crm will become necessary as your team starts to scale think about it if you were a three-person startup with a handful of customers a spreadsheet could help you cut it then however when you grow a little bit more you're gonna need that more robust customer relationship management solution where it's going to be able to start to organize not only all of your sales but also being able to track marketing campaigns what's going on with demand gen as well as you know every customer conversation that's happening in our org that can all be within that robust crm next it's important to be able to prepare your reps for every sale scenario that they might encounter and what's the best way to do this a sales readiness platform sales readiness tools deliver coaching training and practice content to help ensure reps are ready for every selling scenario this can include videos quizzes assessments onboarding paths playbooks and more you've probably heard of brands like brainshark lessonly and mindpickle and now sales enablement platforms like high spot have training and coaching capabilities too keep in mind that a good sales readiness platform goes beyond just the training room classroom style and really encompasses all content formats to really create a dynamic and interactive learning environment for reps another key tool in your reps workflows is absolutely going to be social media especially as this relates into social selling my personal favorite is linkedin i love engaging with my prospects with my customers on linkedin because it helps me become that trusted advisor it really helps not only build your brand personally but help build your brand as an organization as well as be the one that they're going to reach out to later on when the time is right to invest in a solution so next you want to invest in some type of sales engagement platform sales engagement tools help create high impact buyer interactions using automation in your workflow to help eliminate a lot of those administrative tasks a sales engagement platform can be that solution where now our sellers are able to reach out to their prospects their clients on a one-to-many level if you think about sales teams that have really large inside sales organizations it's really beneficial for them to use the templates and automations in their workflow to help streamline especially as they grow and scale as a business but now with more teams working remotely sales automation tools can actually help with the communication process to communicate more workflows for mid-cycle or even post-sale interactions as well some popular sales engagement platforms include outreach sales loft groove zan and many more and up next my personal favorite i may be a little bit biased sales enablement sales enablement solutions can provide not only the content for your go to market teams the training the guidance everything that they need to know say and show for every selling scenario to accelerate those customer conversations and of course bring in more revenue for the business we really want to make it as easy as possible to integrate with all current systems we don't want to disrupt any current sales or marketing workflows but really provide that single source of truth for our reps to empower them with wherever they're living in today they're in sales engagement platform their crm their email client etc you may have heard of some brands such as high spot show pad or big tin can and what's really interesting about this category is that it's continuing to evolve and change so i highly recommend and encourage you to join a community like sales enablement pro so that you can really understand what a great program looks like and ultimately this will help you invest in the right tool that will have the best impact for your business finally think about productivity tools that will help your reps work more quickly and effectively these tools include web conferencing solutions such as zoom microsoft teams and even some chat apps like slack there's a lot of solutions in this category so it's really important to strategically invest in which ones are right for your business and you can ask yourself some questions first what are the roadblocks can these roadblocks be solved with technology if so then it's time to start exploring solutions but keep in mind that sometimes the best solution is actually better communication and those were the six essential sales tools that every team needs and how to use them thank you so much for watching and looking forward to talking again soon