Sales Software to Transform Your Sales Strategy

What is sales software?

Sales software is a set of tools that helps sales managers and team members effectively handle and stay on top of their sales process. These comprehensive solutions are designed to streamline the sales cycle, from lead generation and customer relationship management to order processing and analytics. Sales software empowers sales professionals by providing them with the necessary tools to manage leads, track customer interactions, and monitor the progress of deals. It also facilitates communication within sales teams, allowing members to collaborate seamlessly and share valuable insights that can lead to higher conversion rates and improved customer satisfaction.

One of the key features of sales software is its ability to automate repetitive tasks, such as data entry and follow-up emails, freeing up sales reps to focus on building relationships and closing deals. Additionally, these tools often come with reporting and analytics capabilities, enabling businesses to gain valuable insights into their sales performance. By analyzing data on conversion rates, revenue trends, and customer behavior, sales teams can make informed decisions and adjust their strategies to maximize sales growth.

As a salesperson, you get insights into crucial metrics such as emails sent versus received, average call duration, deal wins versus lost, sales forecasts, and more. Regularly staying on top of these attributes can help you take charge of your sales process and maximize revenue

Examples of sales software are:

• Customer relationship management (CRM) software

• Reporting software 

• Sales forecast tools

• Cloud telephony solution

• Live chat software

Sales Software vs. CRM

The truth is that a sales software and a CRM are very much alike, and this can make you wonder how exactly they’re different or which one is the right fit for your business. 

A CRM helps manage all your customer data in a centralized system. This includes prospect and customer information, data on how they entered your sales cycle, their preferences, and more.

On the other hand, sales software usually comes in separate packages and performs a singular function, such as: 

• Sales automation

• Prospect data enrichment

• Tracking and managing sales process and team performance 

• Providing a separate cloud phone solution

CRM

1. Used for centralized contact management. This provides seamless visibility into customer information to sales, marketing, and even support teams.

2. Leverages powerful artificial intelligence functionalities to provide insights into customer information, such as prioritizing prospects with lead scoring, predicting whether a deal is likely to close with deal insights, and detecting whether prospects are out of office.

3. Allows sales and marketing emails to be sent right from the CRM and also syncs inboxes.

4. CRM allows users to create simple and advanced reports to measure sales effectiveness or ROI from marketing campaigns.

5. With a CRM, users can schedule tasks and appointments and stay on top of them through timely reminders and notifications.

Sales Software

1. Used for handling each function of a sales process with separate tools and is primarily used by salespeople. 

2. Helps sales managers track daily tasks, workflows, and outcomes, and even organize meetings for salespeople.

3. Sales software needs to be integrated with contact management software to truly benefit your sales process, as it requires data from various departments within the company.

4. Allows you to create in-depth sales reports from data pulled from deal management software via integration. 

5. Even though a CRM has all these functionalities in one form or another, it consists of additional capabilities since each sales software serves a specific purpose.

In a nutshell, while sales software is primarily used for purely sales-related functionalities, a CRM is useful for persons in the sales, marketing, and even customer service departments.

5 advantages of using sales software

You get organized data and can track information faster

Every sales call, email interaction/response, and deal status is recorded into the sales software. As a manager, this organized data means you can find and track these details faster. This also saves your team some valuable time in logging in each detail manually.

Drives revenue and growth

Sales software helps you optimize your sales process through many functionalities such as sales forecasting, tracking aged deals, predicting the outcome of deals in the pipeline, and even the likelihood of conversion based on your prospect’s email information. This helps accelerate revenue generation and contribute to the growth of your company. 

Allows for quicker engagement

As a sales manager, you’d like your sales team to engage with prospects as soon as they enter the system. It is a hassle to wait for them to enter your system and then assign them to a salesperson manually, and this takes a sizable chunk of your time. A sales software allows you to auto-assign prospects to your salespeople as soon as they enter your system, allowing for faster engagement.

Generate advanced reports quickly

Sales software allows you to quickly pull up sales or marketing reports based on specific parameters. You can pull up a report on the high-performing territories in your sales team or generate a report based on a marketing campaign’s engagement or ROI. 

Cost-effective cloud telephony

One of the commonalities in sales software is a cloud telephony solution that usually comes with powerful functionalities. You can monitor your team’s calls and their duration, configure auto-assign, or even listen to call recordings to optimize future calls. Another advantage of a cloud phone solution is that call metrics and other relevant data are automatically recorded.

The best sales software platforms in 2024

If you are looking for the perfect sales software, here are the top options for 2024.

1. Freshsales

Freshsales is a versatile sales software developed by Freshworks, a leader in the CRM platform space, that offers a range of features to empower sales teams and streamline their operations. One of its key strengths lies in lead management, simplifying lead collection and organization from multiple sources such as websites, emails, and social media. Freshsales uses contact scoring to prioritize prospects based on their engagement and conversion potential, ensuring that sales reps focus on the most promising leads. The software also supports automated lead nurturing through customizable workflows, enabling personalized engagement and follow-ups.

Freshsales is also known for its robust sales automation capabilities. It automates routine tasks like email follow-ups, appointment scheduling, and data entry, allowing sales reps to save time and focus on building meaningful relationships with potential customers. The software's flexibility extends to workflow automation, making it adaptable to various businesses, industries, and sales processes.

Another standout feature is its analytics and reporting functionality. Freshsales provides comprehensive insights into sales performance through detailed reports and analytics dashboards. Teams can monitor metrics such as conversion rates, deal progress, and revenue trends, enabling informed decision-making and strategy refinement. Real-time reporting offers immediate visibility into the sales pipeline and customer interactions, making Freshsales a valuable tool for businesses of all sizes looking to optimize processes, enhance productivity, and drive revenue growth.

Pros:

• Comprehensive lead and sales pipeline management

• Extensive workflow automation

• Robust reporting and analytics capabilities

Cons:

• Mobile app functionality is limited compared to web version

• Advanced features come with a steeper learning curve

• Implementing and managing third-party integrations can be time-consuming

Pricing:

• Free for up to 3 users

• Growth: $9/user/month billed annually

• Pro: $39/user/month billed annually

• Enterprise: $59/user/month billed annually

2. Zendesk

Zendesk is primarily known as a customer service and support platform, but it can be customized to function as sales software. One key aspect is its CRM capabilities. Zendesk allows sales teams to centralize customer information, including contact details and communication history. This functionality enables sales reps to manage leads, identify potential upsell opportunities and collaborate with customer support teams to ensure a cohesive customer experience.

Zendesk also provides a ticketing and task management system that can be adapted for sales purposes. Sales teams can create and assign tickets for sales inquiries, track task statuses, and ensure timely follow-ups with leads and prospects. This ticketing system aids in organization and prioritization, ensuring that no sales opportunity is overlooked. This system includes automation features that can be used to enhance efficiency.

Additionally, Zendesk offers reporting and analytics capabilities that can be used to tailor sales approaches and identify areas for improvement. It provides valuable data for tracking customer engagement, sales-related support inquiries, and overall team performance. For businesses seeking to integrate customer support and sales processes, Zendesk serves as a versatile sales software solution with features that can help manage customer relationships and streamline sales tasks.

Pros:

• Customized workflows

• Unified platform for sales, customer support, and other business functionalities

• Comprehensive reporting and analytics capabilities

Cons:

• Limited sales-specific features

• Complex features and interface

• Smooth integration may require technical expertise

Pricing:

• Sell Team: $19/agent up to 5 agents/month

• Sell Growth: $55/agent up to 5 agents/month

• Sell Professional: $115/agent up to 5 agents/month

• Sell Enterprise: Starts at $169/agent/month

3. HubSpot

HubSpot is a free sales management software platform that empowers sales teams with a range of essential features. At its core, HubSpot offers a robust CRM system, allowing businesses to centralize customer data, track interactions, and effectively manage leads and contacts. With features like lead scoring, task management, and pipeline tracking, HubSpot helps sales professionals prioritize leads and opportunities, enabling personalized, efficient communication.

HubSpot also excels in sales automation, providing a suite of tools that streamline tasks and save time. Sales reps can automate email outreach, lead nurturing workflows, and appointment scheduling, ensuring consistent and timely communication with prospects. HubSpot's automation features enhance productivity and help sales teams engage with leads at the right moment in their buying journey.

Moreover, HubSpot offers robust reporting and analytics capabilities that provide valuable insights into sales performance. Users can monitor key metrics through dashboards and reports. These insights facilitate data-driven decision-making, enabling businesses to refine their sales strategies and achieve continuous improvement. HubSpot's reporting tools support better forecasting, goal tracking, and optimization of sales processes, making it a powerful tool for businesses looking to drive revenue growth through efficient sales operations.

Pros:

• Seamless integration with marketing tools

• Extensive lead scoring and pipeline tracking features

• Comprehensive automation and workflows

Cons:

• Limited customization options

• Limited advanced reporting capabilities

• Offers third-party integrations but is heavily reliant upon other HubSpot tools

Pricing:

• Free tier

• Starter: Starts at $18/month

• Professional: Starts at $450/month

• Enterprise: Starts at $1,500/month

4. Zoho CRM

Zoho CRM is a comprehensive sales software suite designed to enhance efficiency. It focuses on CRM and has features like customizable pipelines, lead scoring, and automated lead nurturing workflows to help sales teams prioritize leads and tailor their communication to individual prospect needs. Zoho CRM's ability to integrate with other Zoho applications and third-party tools creates a unified platform for managing customer relationships.

Zoho stands out in the area of sales automation, providing tools that automate repetitive sales tasks. This automation liberates sales professionals to concentrate on building relationships and closing deals. Zoho also offers flexible workflow automation capabilities that allow businesses to create customized workflows that align with their unique sales processes, guaranteeing consistency and efficiency in sales operations.

Additionally, Zoho offers Advanced Analytics and Reporting features that offer deep insights into sales performance. These insights enable data-driven decision-making, assisting businesses in refining their sales strategies and staying adaptable in changing market conditions. Zoho's reporting features also facilitate better forecasting, goal tracking, and overall optimization of sales processes, making it an invaluable tool for organizations seeking to maximize their sales potential.

Pros:

• Competitive pricing

• Extensive customization options

• Scalable

Cons:

• Complex user interface

• Limited support for large enterprises

• Some users have reported occasional performance issues, such as slow loading times

Pricing:

• Standard: $14/user/month billed annually

• Professional: $23/user/month billed annually

• Enterprise: $40/user/month billed annually

• Ultimate: $52/user/month billed annually

5. Active Campaign

ActiveCampaign is a sales software that not only assists with sales automation but also excels in marketing and customer relationship management. It offers a comprehensive set of features designed to help businesses streamline their sales processes and drive revenue growth.

Sales automation is one of ActiveCampaign’s strong suits. It allows businesses to automate various aspects of the sales process, from lead nurturing and follow-ups to personalized email campaigns and task management. Sales teams can set up automation workflows to engage with leads at the right moment, ensuring timely and relevant communication. ActiveCampaign's automation capabilities help sales professionals save time, improve efficiency, and maintain consistency in their interactions with prospects and customers.

ActiveCampaign also offers extensive CRM capabilities that integrate seamlessly with its automation and marketing features. It provides lead scoring, pipeline management, and deal tracking to help sales reps prioritize their efforts and move leads through the sales funnel. The CRM also facilitates collaboration between sales and marketing teams, ensuring a unified approach to customer engagement.

Pros:

• Robust marketing automation

• Advanced lead segmentation and targeting

• Integrated CRM functionality

Cons:

• Complex for users with less extensive technical expertise

• Limited reporting and analytics

• Pricing structure is based on the number of contacts

Pricing:

• Plus: Starts at $19/month

• Professional: Starts at $49/month

• Enterprise: Starts at $99/month

6. Pipedrive

Pipedrive is a user-friendly sales software designed to optimize sales processes for businesses of all sizes. Its simplicity, visual interface, and customization options make it a compelling choice for sales teams looking to streamline their processes, prioritize tasks, and drive revenue growth. Whether you're a small business or a large enterprise, Pipedrive provides the tools needed to achieve efficient sales operations and maintain a clear view of the sales pipeline.

At its core is an intuitive pipeline management system that allows sales teams to create customized sales pipelines that reflect their unique sales processes. This visual interface enables easy tracking of leads and deals as they progress through each stage of the sales funnel. Sales reps can efficiently prioritize tasks, ensuring no opportunities are missed, and gain a clear overview of the sales process to identify areas for improvement.

Pipedrive's lead and contact management capabilities provide a centralized repository for organizing lead and customer information. It offers tools for lead scoring and segmentation, helping sales teams identify high-potential leads and tailor their sales efforts accordingly. Automated lead capture and tracking simplify lead management, allowing sales professionals to focus their attention on leads with the highest conversion potential.

Pros:

• Robust lead and contact management capabilities

• Customizable sales pipelines

• Extensive automation and workflow features

Cons:

• Limited reporting and analytics features

• Limited integration options

• Users have reported customer support challenges, such as long response times

Pricing:

• Essential: $14.90/user/month billed annually

• Advanced: $27.90/user/month billed annually

• Professional: $49.90/user/month billed annually

• Power: $64.90/user/month billed annually

• Enterprise: $99/user/month billed annually

7. Dynamics 365 Sales

Dynamics 365 Sales is a sales software solution offered by Microsoft that combines CRM, sales automation, and advanced analytics to help businesses manage leads, automate tasks, and make informed decisions. Its integration with Microsoft's suite of productivity tools and cloud services makes it the ideal choice for organizations that regularly use Microsoft platforms.

This sales software has a powerful CRM that allows businesses to centralize pertinent customer data. Dynamics 365 Sales is highly customizable, allowing sales teams to tailor workflows and processes to meet their specific needs. With a comprehensive view of customer information, it facilitates personalized communication and enables informed decision-making.

Dynamics 365 Sales also excels in sales automation, providing features like lead scoring, workflow automation, and email tracking. These automation capabilities simplify sales tasks and processes. The platform's predictive analytics identifies high-potential leads and recommends actions to move deals forward, ensuring that sales teams prioritize their efforts effectively.

Pros:

• Seamless integration with Microsoft ecosystem

• Extensive customization options

• Robust advanced analytics and reporting capabilities

Cons:

• Complex user interface 

• Time-consuming implementation process

• Dependent upon internet connectivity

Pricing:

• Sales Professional: $65/user/month

• Sales Enterprise: $95/user/month

• Sales Premium: $135/user/month

• Microsoft Relationship Sales: $162/user/month

Sales software use cases

Real estate sales software

Stay on top of every transaction, schedule and reschedule meetings with clients, and do more with real estate sales software:

• Oversee your team’s daily meetings with clients 

• Send them important brochures or documents while they’re on the move with sharing functionalities 

• Track your prospect’s website activity to understand the locations they’re interested in and have contextual conversations with them 

• Get a solution that synchronizes with real-time data that your agents update on their smartphones while on the move

Small business sales software

In a small business scenario, every prospect is important, and with sales software, you get:

• Contact management that helps you maintain all customer data in a single location without slippage through the cracks 

• Segment and target the right set of customers with powerful email journeys 

• Forecast and predict your revenue with sales forecasting

• Set up a wide range of automation functionalities, such as email sync and data capture. This saves you more time and helps you focus on selling

Field sales software

Be in constant touch with your field sales agents, send them timely information, and optimize your sales process better. With field sales software, you get the following functionalities:

• Help your team plan their day-to-day activities by helping them identify the right prospect and opportunity to track

• Update and manage your inventory in real-time

• Your field sales team can plan their daily route

• Take control of your team’s field activities and take measures to optimize them further

Hotel sales software

With hotel sales software, you can capture booking inquiries with ease, ace communication, and even more with the following features:

• Automatically assign prospects to the right agent in the preferred hotel and location

• Leverage the power of contact scores and surface the best prospects to engage with

• Address your prospect’s queries quickly and efficiently through chat

• Deliver the best customer experience with timely offer emails

Online ticket sales software

Ensure that tickets are sold on time so that no prospect is left waiting. With online ticket sales software, you can:

• Get on a call with interested prospects quickly and help them book their tickets through a cloud-based phone

• Resolve questions and ticket-related queries quickly through chat

• Send timely reminder emails for pre-booking slots and openings

• Understand what event or movie your prospects are looking to book through web-activity tracking

Medical sales software

Earn your patient’s trust and ensure that no stone is left unturned through efficient data capture and schedule management with medical sales software.

With the right medical sales software, you can: 

• Link the right doctor to a respective patient for quick access

• Capture and store a patient’s complete medical history, bills charged, medicines prescribed, and more for reference

• Automatically assign or reassign doctors to patients and ensure that they are attended to quickly 

• Set timely reminders in the form of emails or notifications to doctors and patients

• Understand which clinic or department within acquires the most number of patients, and a doctor’s performance through reports

Freshsales (formerly Freshworks CRM) is a sales software that bundles these functionalities and more in a single product. With Freshsales, you don’t need to purchase multiple tools integrated to perform the functionalities you require. More importantly, you get 360-visibility of all prospect and customer information, and easily engage with prospects over email, phone, live chat, and more.

What you get with Freshsales sales software

360° visibility into the sales and marketing funnel

You can also view communication data with your prospects, their engagement with your website, responsiveness to emails, and more, and maximize conversions. Additionally, sales and marketing teams don’t have to worry about data inconsistencies and silos. Freshsales stores all marketing and sales prospect information in one place for hassle-free access.

Freshsales sales software deep dives into every interaction a prospect has had with the sales and marketing teams. This ensures that sales teams have context into all the marketing touchpoints, so teams can deliver personalized experiences. Marketing teams also have visibility into the status of the MQLs passed to sales. Learn more about contact management

Integrated phone with powerful features

With an integrated phone, you don’t have to switch to another app and lose access to crucial information. It’s all in one place. Monitor your team’s calls and voicemails, transfer calls quickly to another salesperson without losing context, and even purchase numbers from various countries to deliver a localized call experience. You can also set up automatic call recordings to analyze their efficiency and optimize them.  Learn more about integrated cloud telephony

Capture prospects efficiently with smart webform

Convert your website visitors into prospects with powerful webforms. Design them from scratch and deploy them on your website, or capture prospects from existing forms. As soon as the prospects enter your system, their information is automatically enriched with information on how they have navigated your website and their social media details. You can leverage this to seamlessly start a contextual conversation with them. 

Learn more about webforms

Engage in full context with your prospects

Set up triggered or targeted live chat capabilities and engage with your prospects at the right time. For example, you can set up a triggered chat message to pop up when your prospect views the pricing page to help them choose the best plan. You can also target a specific prospect at the right time with a relevant offer and nudge them into making a purchase decision. Or, set up automated chat messages if the prospect is on a webpage after business hours to ensure that it gets assigned to the right person the next day.

Learn more about chat capabilities

Run a systematic sales process with powerful analytics

Easily analyze and predict your team’s performance with sales reports. With analytics, you can understand which territory, salesperson, or even campaign brings you the most revenue, compare it with the ones that are lesser, and optimize your sales process. You can also drill deeper and understand how your sales cycle is faring by identifying where or when your salespeople face challenges and increase conversions. Better yet, you can maintain a custom dashboard to view multiple reports and measure metrics in real time. 

Learn more about sales analytics