There’s at least 7 different tools that sales leaders need or are using to manage their pipeline.

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But, if you start to include the marketing, top of funnel, end of town, the GTM stack could include more than 15 tools. It’s getting hazy out there!

Here’s a breakdown for you.

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The sales stack

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🧑‍🦰 CDP (Customer Data Platform): CDPs like Treasure Data, Segment or Redpoint collects and unifies customer data from various sources, creating a comprehensive view of each customer.

🔗 Sales data orchestration: connect all your data together to paint a clear picture of your deal pipeline & surface the right insights in your CRM with Chirp.

📝 Note-taker: This could refer to any tool or system used to capture informal notes and observations about deals, such as physical notebooks, Word/Notes 

documents, or Notion pages.

📇 CRM (Customer Relationship Management): The central system for managing customer interactions and tracking deals, tools like Salesforce, HubSpot, Attio and Pipedrive.

📧 Email/Calendar: Tools for communication and scheduling meetings with prospects and customers like GSuite, Microsoft 365, Calendly or lemcal.

📹 Conferencing tool: like Zoom, Google Meet or Teams.

📞 Phone/Instant Message: Additional communication channels for real-time interactions like Slack, WhatsApp or phone calls.

👂Conversational intelligence: Tools like Fireflies.ai, Grain.ai, Gong, Jiminny, Otter.ai, used to record and transcribe conversations.

📑 Proposals: Software like Qwilr, trumpet 🎺, PandaDoc, used to create and manage sales proposals.

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The marketing stack

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🌐 Data sources: find leads and ideal customers through tools like, Apollo & LinkedIn Sales Navigator

📡 Data enrichment: get deeper information about your leads by enriching them through tools, FullEnrich, Prospeo, LeadMagic

⛓️ Data orchestration: build top of funnel connections and flows within Clay to maximise your outbound and marketing activities.  

👍 Buying signals: get visitor identification on your website so you can understand intent to buy through, Vector, RB2B, Common Room

💬 Sales engagement: setup sequences and cold outbound to connect and engage with leads on Lemlist, Instantly

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What to do with this?

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You can’t do it all at once and let’s be real the cost of this stack right here is enormous, ain’t nobody got time for that.

We recommend focus on what matters to you most at the current state of your business. Fixing your top of funnel efforts makes sense as a first port of call. Getting in the right leads, enriching them and engaging with them effectively will help you close more deals faster. So, maybe start there.

If you’re solid at top of funnel, head down to the sales funnel and start by connecting your data siloes, otherwise it’s garbage in, garbage out - and you’re basically running blind or guessing which deals are more likely to close.

That’s what we’re here to help you do! Focus on the deals that count, because not all deals are worth the chase.