What are the tools modern sales teams use to get peak results?
Some of our partners have been kind enough to share their sales stack with the community, but we want to hear from other organizations as well. Because let’s face it, there’s no one way to run your sales operations, and there’s no one set of sales tools that works for everyone.
In the “What’s In My Stack” series, we’ll feature one brand and look at at the sales technology they use in 5 categories:
- Intelligence
- Enablement
- Engagement
- Pipeline/Analytics/Measurement
- Management/Coaching
Today, we’re featuring Reachdesk. Let’s dive in!
Overview of Reachdesk’s Sales Team
Name: Ben Smith
Company Name: Reachdesk
Title: Business Development Representative
City/Country: London, United Kingdom
Quick Pitch: Reachdesk helps sales and marketing professionals integrate, automate, and measure physical communications. Hyper-personalized gifts and direct mail can now be sent in real time from your CRM or Marketing Automation Platforms to engage prospects throughout the entire customer lifecycle.
ACV: £27,000
Sales Cycle Timeline: 2-3 months
Tell us a little about your sales team. How do you typically use sales technology to improve results?
Our Co-Founder Alex Olley started the company based on solving a problem he was facing — direct mail and gifting is hard to measure and requires a huge amount of resources to make it work.
As the need for new ways to cut through the noise in a crowded market becomes more of an issue for sales and marketing professionals, our technology allows B2B businesses to easily execute account-based mail campaigns at scale. We work to help others in this position.
Our sales team is set up as 2 divisions:
- Business Development Reps prospect and generate qualified leads.
- Business Development Managers run demos and meetings and close deals, which are handed off to the Customer Success team.
We focus on technology that can build relationships with our customers. In return, they can expect a hyper-personalized and engaging buyer experience.
In addition to our own technology, we use intent data to predict when an account is likely to be ready to buy our solution. Our CRM and Sales Engagement tools sit within one tool so we have a single customer view or activity. We also use Zoom for conferencing, as it integrates with everything within our stack.
Your Tools
What are the tools you use for Intelligence?
- Datanyze
- Orbital
What are the tools you use for Enablement?
- Cognism
- Hellosign
- Google Docs
- PandaDoc
What are the tools you use for Engagement?
- Reachdesk (obviously)
- Vidyard
- Hubspot
What are the tools you use for Pipeline / Analytics / Measurement?
- Salesforce
- Hubspot
What are the tools you use for Management / Coaching?
- Hubspot
Any other tools in your stack?
- LinkedIn Jobs — amazing for finding information about what new hires will be tasked with
Insight into Your Stack
Why is your stack built this way? What makes it amazing?
Our stack simply allows us to have a clear view of the buyer journey, interacting with prospects during the moments that matter.
We believe every touchpoint should have a purpose and add value to our customers. Using automation, we can now trigger physical communications based on the stages of the customer lifecycle whilst remaining personalised and relevant.
Outreach should engage at the right time, right place, and with the right person.
Do you anticipate changing your stack in the near future? Why?
Customer relationships are a main priority of ours, and as we grow, we may look into technology that can help us provide the support our customers deserve.
We are looking into health scores for existing customers and have a long list of suppliers who offer software that allows us to flag when adoption of our technology is low, as well as reward power users.
Share a success story that demonstrates your stack helps your team do their best work.
Hubspot has been a vital tool that has allowed us to maximize opportunities to connect with our customers.
We recognise that every customer reacts better to different forms of communication. By including several touchpoints in our outreach, including LinkedIn, video, phone, email, and Reachdesk, we go above and beyond to start that relationship. Hubspot lets us manage this easily and identify which channel works best.
We recently signed a new customer because we identified through Hubspot that they were best engaged when receiving direct mail and personalized handwritten notes.
