{"id":42986,"date":"2020-07-01T20:44:16","date_gmt":"2020-07-01T20:44:16","guid":{"rendered":"\/us\/en\/blog\/?p=42986"},"modified":"2025-11-13T03:28:55","modified_gmt":"2025-11-13T11:28:55","slug":"sales-enablement-tools","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-enablement-tools\/","title":{"rendered":"10 sales enablement tools that&#8217;ll help you close more deals"},"content":{"rendered":"<p>Is your business closing as many sales deals as you\u2019d like?<\/p>\n<p>Many businesses have teams of marketers who optimize everything they can. They\u2019re A\/B testing Facebook Ads, landing pages &amp; email campaigns to increase the amount of leads.<\/p>\n<p>But once a lead is generated and handed over to sales, the process often gets a lot less efficient and reps are often using their own pitch decks, CRM processes, <a href=\"https:\/\/goprospero.com\/enterprise-sales-proposal-template\/\">proposal template<\/a> and more. This lack of optimization is not only costing your reps time, but it\u2019s likely costing you closed deals too.<\/p>\n<p>In this article, we\u2019ve collaborated with Aaron Beashel from Qwilr (a company that knows all about the proposal process), to look at common stages of the sales cycle and outline some tools that can help you optimize each stage of the process and close more deals.<\/p>\n<div class=\"tip\">\ud83d\udcf9\u00a0 If you\u2019re interested in learning more, we\u2019re doing a webinar with Qwilr on this topic, where we\u2019ll dive into these tools more, so <strong><a href=\"https:\/\/qwilr.com\/welcome\/optimise-sales-process\/\" target=\"_blank\" rel=\"noopener noreferrer\">save your seat<\/a><\/strong>!<\/div>\n<p>In this article you\u2019ll learn about the best sales enablement tools for each stage of the sales process:<\/p>\n<ul>\n<li><a href=\"#section1\">Outreach &amp; qualification stage<\/a><\/li>\n<li><a href=\"#section2\">Demo stage<\/a><\/li>\n<li><a href=\"#proposal\">Proposal stage<\/a><\/li>\n<li><a href=\"#section4\">Contract stage<\/a><\/li>\n<\/ul>\n<div class=\"download-form-widget standart-download-form\" data-url=\"https:\/\/netstorage.ringcentral.com\/documents\/outbound_playbook.pdf\" data-id=\"69d2eff2ecdf9\" id=\"69d2eff2ecdf9\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d2eff2ecdf9.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80  Learn how to hit those KPIs<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">\ud83d\udcf1 Get your team pitching, prospecting\u2014and closing\u2014with this free outbound sales playbook. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get it now\">Get it now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d2eff2ecdf9.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Enjoy!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<p>&nbsp;<\/p>\n<p>Take it away, Aaron.<br \/>\n<a id=\"section1\"><\/a><\/p>\n<h2 class=\"heading h3 h2\">Outreach &amp; qualification stage<\/h2>\n<p>In this stage, reps are reaching out to leads that have come through from marketing initiatives and trying to get them on the phone to qualify them and set up a time to do a demo.<\/p>\n<p>The process generally goes something like this:<\/p>\n<ol>\n<li>Lead fills out a form on the company\u2019s website<\/li>\n<li>Leads details go into the CRM and are automatically assigned to a rep<\/li>\n<li>Rep reaches out via email and\/or phone and tries to connect with the lead to qualify them and set up a time to <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-demo-best-practices\/\" target=\"_blank\" rel=\"noopener noreferrer\">do the demo<\/a><\/li>\n<\/ol>\n<p>Not only can this process be time consuming for reps, but in my experience it\u2019s not uncommon for 50% or more of the people who completed a form and requested a demo to not actually go on to complete the demo.<\/p>\n<p>So to help you improve this, here are a few sales <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/best-sales-apps\/\" target=\"_blank\" rel=\"noopener noreferrer\">apps<\/a> you can use to optimize the outreach and qualification stage of your <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-process\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales process<\/a>:<\/p>\n<h3>ScheduleOnce<\/h3>\n<p>Instead of leads filling out a form, going into a CRM, and being contacted by a sales rep a few hours later, you can use tools like ScheduleOnce to allow leads to book a time for their demo automatically.<\/p>\n<p>ScheduleOnce connects to your reps\u2019 calendars to know when they\u2019re available, and has plenty of options to allow you to group reps together (for example by territory, product, seniority, etc), route leads to the right reps, and decide on a time to do the demo:<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-43001\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/ScheduleOnce.jpg\" alt=\"ScheduleOnce sales enablement tool\" width=\"640\" height=\"400\" \/><\/p>\n<h3>RingCentral<\/h3>\n<p>Statistics show that 78% of customers buy from the company that responds to their inquiry first<sup>1<\/sup>, and that sales conversions are 391% higher when leads are contacted in the first minute<sup>2<\/sup>.<\/p>\n<p>An important part of this is giving your sales reps the <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">tools<\/a> they need to get on the phone fast. RingCentral integrates directly with CRM systems like Salesforce to allow your reps to simply click the lead\u2019s phone number and be on a call with them in seconds.<\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-salesforce\" target=\"_blank\" rel=\"noopener noreferrer\">RingCentral\u2019s integration with Salesforce<\/a> also allows you to report on calls using Salesforce\u2019s native reporting tools, so you can build reports that show you how fast your reps are calling leads, which reps are responding fastest and what impact that is having on closed deals:<\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-salesforce\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"alignnone size-large wp-image-43002\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/RingCentral-Salesforce-1024x692.png\" alt=\"RingCentral Salesforce integration\" width=\"1024\" height=\"692\" \/><\/a><\/p>\n<hr \/>\n<p><span style=\"font-weight: 400;\">\ud83e\udd2f On top of all this, RingCentral could save you up to $400 an hour in IT costs.\u00a0<\/span><\/p>\n<p>Explore the RingCentral Advantage for small businesses:<\/p>\n<p><span style=\"font-weight: 400;\"><button data-href=\"#leadform-popup\" class=\"js-open-popup-activator btn primary\" >Take the tour<\/button><\/span><\/p>\n<p class=\"p1\">\ud83d\udcb0 You can also <strong><a href=\"http:\/\/www.ringcentral.com\/roi-calculator\" target=\"_blank\" rel=\"noopener noreferrer\">use this calculator<\/a> <\/strong>to see roughly how much your business could save by using RingCentral to support your team&#8217;s communication with each other\u2014and clients.<\/p>\n<hr \/>\n<h3>SalesLoft<\/h3>\n<p>Research suggests that 1.3 times is the average number<sup>3<\/sup> of times a rep tries to reach a lead before giving up. However, in a previous role, I used to send seven emails to new leads over the course of two weeks after they requested a demo.<\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><b>\ud83d\udca1 Pro-tip:\u00a0<\/b><\/div>\n<p>We found that 80% of sales conversations came from emails 2 to 7, with the seventh email actually being the highest converting! Moral of the story: it pays to attempt to contact leads more than just once or twice.<\/p>\n<\/div>\n<p>One way to largely automate this process is using Salesloft. It connects to CRM tools like Salesforce to fetch your new leads and then routes them into \u201ccadences,\u201d which are essentially a series of touchpoints like emails, calls or social connections.<\/p>\n<p>It then automates the process of sending those <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/email-sales-pitch\/\" target=\"_blank\" rel=\"noopener noreferrer\">emails<\/a> or doing those calls. You can set it to automatically send a personalized email, or create tasks in your CRM for reps to do things like make cold calls. (Here&#8217;s the <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/cold-calling-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">software<\/a> you&#8217;ll want to look into for that.)<\/p>\n<p>It\u2019s a great way to establish a process for lead follow-up that you know all your reps will follow:<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-43003\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/Salesloft-sales-enablement-tool-1024x563.png\" alt=\"Salesloft sales enablement tool\" width=\"1024\" height=\"563\" \/><br \/>\n<a id=\"section2\"><\/a><\/p>\n<h2 class=\"heading h3 h2\">Demo stage<\/h2>\n<p>In the sales demo stage, your sales reps are jumping on calls with leads and demonstrating how your product works and how it can solve their problems.<\/p>\n<p>All demos are different, and all reps likely demo your product in a slightly different way as well, so how do you know what is working\u2014and what isn\u2019t?<\/p>\n<p>Your CRM can tell you which reps are booking more meetings and closing more deals, but what is it that they are doing or saying that is making them more successful?<\/p>\n<p>If you knew that, you could uplevel your whole sales team and close more deals&#8230; which is where Chorus comes in.<\/p>\n<h3>Chorus<\/h3>\n<p>Chorus is an AI platform that connects to your company\u2019s video conferencing solution (like RingCentral!) and analyzes each of your rep\u2019s calls. Its AI technology identifies things like what questions are asked, what value propositions are discussed, and what competitors are mentioned, and then combines all that with win\/loss data to identify what works and what doesn\u2019t.<\/p>\n<p>You can use this data to understand things like what messages are resonating most, which competitors are coming up in conversations and how best to position against them, what common objections are how best they are overcome, and you can feed this information back to your reps to improve their win rates:<\/p>\n<h2 class=\"heading h3 h2\"><a id=\"proposal\"><\/a><br \/>\nProposal stage<\/h2>\n<p>In the proposal stage, your sales reps are preparing and sending proposals to leads that outline pricing and a variety of other factors about the deal.<\/p>\n<p>Depending on factors like your product or service, size of the deal, and RFP process, these proposals could be anything from a simple pricing quote to a 100-page document that outlines implementation processes, security practices, and more.<\/p>\n<p>One thing that most proposals have in common though is the medium: today, they\u2019re almost all delivered as PDFs.<\/p>\n<p>The PDF however, was invented in the \u201880s and is a seriously outdated format in modern business. They\u2019re difficult to view on mobile devices, can\u2019t have interactive content like video or <a href=\"https:\/\/www.omnicalculator.com\/finance\/present-value\">present value calculators<\/a>, don\u2019t provide any insight into when they\u2019re viewed or how long for, and require separate software to be digitally signed.<\/p>\n<p>This is where Qwilr comes in.<\/p>\n<h3>Qwilr<\/h3>\n<p><a href=\"https:\/\/www.qwilr.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Qwilr<\/a> makes it easy to create proposals as beautiful, mobile-friendly webpages.<\/p>\n<p>The drag-and-drop builder makes it easy to add elements like text, images, videos, tables and more, plus there\u2019s also advanced elements like digital signatures and pricing tables which can be adjusted by the user (for example, the lead can say they want 10 widgets instead of five, and the pricing updates automatically, instead of them having to go back to the rep and ask for an updated proposal).<\/p>\n<p>Reps can share the proposal as a link and get notifications via email or Slack when the lead views the proposal, allowing them to time their follow-up perfectly:<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-43004\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/Qwilr-sales-proposal-tool-1024x675.png\" alt=\"Qwilr sales proposal tool\" width=\"1024\" height=\"675\" \/><\/p>\n<p>Another tool worth considering is Dock.<\/p>\n<p><a href=\"https:\/\/www.dock.us\/solutions\/sales-enablement\"><span style=\"font-weight: 400;\">Dock<\/span><\/a><span style=\"font-weight: 400;\"> is an AI-powered sales enablement platform that helps revenue teams centralize content, personalize buyer experiences, and drive deal momentum\u2014all from one place. Enablement teams use Dock to replace scattered enablement docs, lost slide decks, and static sales playbooks with a structured, trackable content system reps actually use.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Built with both reps and buyers in mind, Dock leverages AI to recommend the right content at the right time, auto-generate personalized deal rooms for seamless follow-up, and deliver real-time insights on buyer engagement. Dock earns a 4.9 rating on G2, with users praising its intuitive design, flexibility, strong support for customer onboarding, and polished, buyer-friendly experience.<\/span><\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-large wp-image-60489\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/Doc-Interface-1024x596.png\" alt=\"\" width=\"1024\" height=\"596\" \/><\/p>\n<p>&nbsp;<\/p>\n<p><a id=\"section4\"><\/a><\/p>\n<h2 class=\"heading h3 h2\">Contract stage<\/h2>\n<p>In the contract stage, your sales reps are preparing and negotiating the sales contract, likely with the lead, and possibly even with in-house or external counsel.<\/p>\n<p>This can often be the most time-consuming part of the sales process, with multiple people involved sending documents back and forth via email. It\u2019s also one of the most risky parts, with research from the TAS group<sup>4<\/sup> showing that the longer a deal is in the sales process, the more likely you are to lose it.<\/p>\n<p>The good news is that there are a number of tools to help with the contract stage of the sales cycle, including:<\/p>\n<h3>Woodpecker<\/h3>\n<p>Most sales contracts start with a rep taking the default sales contract template and filling in the customer details, like the name of the company, address, products being purchased, and pricing. It\u2019s time-consuming and prone to human error.<\/p>\n<p>Woodpecker is a Microsoft Word add-on that can help automate this. Instead of the rep manually going through every page of the contract looking for the places they need to add customer details, Woodpecker automatically detects the placeholders in the contract (like [Company Name]) and presents the signee with a simple form to complete.<\/p>\n<p>Once your almost-customer\u2019s details are entered, Woodpecker automatically updates the contract with the information, saving your reps time and helping minimize errors (and potentially invalid contracts):<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-43005\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/woodpecker-sales-enablement-tool.png\" alt=\"woodpecker sales enablement tool\" width=\"696\" height=\"519\" \/><\/p>\n<h3>AuthorAPPROVE<\/h3>\n<p>Once the contract is drafted, it often needs approval from in-house counsel before being sent to the customer. This can be frustrating for sales reps, particularly if the legal team takes a day or two to review it (and then approves it without changes). It basically means the deal has been held up for two days for no reason.<\/p>\n<p>AuthorAPPROVE is an automated contract review tool that can help with this. Legal teams set parameters on contracts and reps submit them to AuthorAPPROVE for approval. If the details of the contract are within the set parameters (for example, the price is correct, no excessive discounting, etc.) then the contract can be automatically approved. If there\u2019s an issue, AuthorAPPROVE notifies the legal team and highlights the issue, saving them from having to read the whole contract to find it.<\/p>\n<p>It\u2019s a great way to speed up the legal review part of the contract process and helps close more deals.<\/p>\n<h3>Simul Docs<\/h3>\n<p>Once the contract has been approved internally, it\u2019s then sent over to the customer for review and negotiation. This negotiation process can often be long, with many Word documents sent back and forth via email (hopefully with Track Changes turned on).<\/p>\n<p>It\u2019s also fraught with risk. With so many versions of the contract flying around in email threads, it\u2019s easy for people to sign the wrong one. In fact, in 2009 a city in the UK signed a 15-year deal with a waste management company to collect and dispose of the city\u2019s waste.<\/p>\n<p>Unfortunately though, they signed the wrong version of the contract\u2014and were looking at being out of pocket over \u00a3500,000 over the life of the contract. The issue was eventually rectified in court, but it took over seven years and likely tens of thousands of pounds to get there. (Seriously, Google it.)<\/p>\n<p>Let\u2019s just say that proper version control is important when negotiating contracts, and Simul Docs makes it easy.<\/p>\n<p>Instead of sending sales contracts around via email, you simply upload it to Simul and invite collaborators in. Each collaborator can open the latest version of the document in one click, and any changes they make are automatically saved as a new version. At any point, you can see a full version history of a document including what changed, who changed it, when, and why.<\/p>\n<p>Not only does it make negotiating contracts easier, but it can also save you from making some very expensive mistakes.<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-43006\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/Simul-Docs-sales-enablement-tool-1024x622.png\" alt=\"Simul Docs sales enablement tool\" width=\"1024\" height=\"622\" \/><\/p>\n<h2 class=\"heading h3 h2\">Which sales enablement tools will you use?<\/h2>\n<p>If you can enable your sales team and optimize your sales process, you could reap a ton of benefits: more closed won deals, shorter sales cycle times, better sales team productivity, and more.<\/p>\n<p>Check out some of the tools we mentioned above and start closing more deals today!<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p><sup>1, 2<\/sup>vendasta.com\/blog\/lead-response-time<br \/>\n<sup>3<\/sup>geckoboard.com\/best-practice\/kpi-examples\/average-follow-up-attempts<br \/>\n<sup>4<\/sup>inflexion-point.com\/Blog\/bid\/32775\/5-Facts-about-how-b2b-sales-cycles-are-changing<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Is your business closing as many sales deals as you\u2019d like? Many businesses have teams of marketers who optimize everything they can. They\u2019re A\/B testing Facebook Ads, landing pages &amp; email campaigns to increase the amount of leads. But once a lead is generated and handed over to sales, the process often gets a lot &#8230;<\/p>\n","protected":false},"author":29,"featured_media":42971,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,43336],"tags":[380],"class_list":["post-42986","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>10 sales enablement tools that&#039;ll help you close more deals | RingCentral Blog<\/title>\n<meta name=\"description\" content=\"Does your sales team need some help? Here are 9 sales enablement tools that can help you shorten the sales cycle\u2014and close more deals.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-enablement-tools\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"10 sales enablement tools that&#039;ll help you close more deals\" \/>\n<meta property=\"og:description\" content=\"Does your sales team need some help? 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