John is a Sales Operation Manager on a quest to find the best sales enablement tool for his sales team. As he scrolls through the endless list of options online, he becomes overwhelmed. Each tool promises to be the best thing to exist since sliced bread, but which one is right for his team’s unique challenges?
The right sales enablement software makes your sales team more efficient in engaging prospects and closing deals—driving the long-term success of your sales enablement strategy.
But right is relative. One sales enablement tool could tick all but the most important boxes but have a steep learning curve, even if it’s dirt cheap. Another could be easy to navigate but unable to scale as your team, needs and business expands.
Apart from the risk of losing data when using new tools, 76% of companies report their sales reps missing quotas due to poor tool adoption, costing over $300,000 in investments. And if you’re like John, you know there's nothing worse than migrating your team and systems to a new sales enablement platform, only to realize you're still missing important features relevant to your sales process.
Don’t waste your time and resources on trying out new tools. In this guide, we’ve done the heavy lifting and evaluated the top 10 best sales enablement software complete with the most essential features for sales success.
Sales enablement in 2024 is different from what it was a decade ago, as traditional sales skills alone are no longer sufficient for revenue generation. A report from Forrester’s 2021 B2B Buying Study further reveals all the selling challenges the pandemic notably made complex.
But between decision friction and longer deal cycles, one thing is clear: Buyers are still looking to buy, albeit in new ways. To keep up, sales teams have moved beyond the traditional way of doing sales enablement to leveraging technologies that adapt to fluctuating demands.
Today, sales enablement tools maximize the impact of sales skills and strategies. Sales teams are using them to engage potential customers and move more deals forward. However, over-exposure to technology may be the reason your sales team is struggling. On top of the time and resource suck, sales reps are often having to juggle multiple tools and 66% of them are drowning in the overwhelm.
The solution: picking the tools that let them spend more time selling without having to worry about learning to use the tools that are supposed to make their jobs easier.
The perfect sales enablement tool consolidates your sales tech stack for content management, sales training, lead management and sales intelligence into a unified platform with little to no learning curves.
Here are features to look out for when choosing a sales enablement tool for your company.
On average, a sales rep uses up to 10 tools to close a single deal. Your sales team shouldn't have to navigate through multiple tools every day. Find one that can bridge your important data on existing platforms, consolidating customer and sales information all in one place.
By integrating seamlessly with existing sales solutions, sales reps can send personalized emails, manage leads, schedule appointments, track customer interactions and forecast sales directly from sales enablement platforms. This feature improves sales team productivity and makes sales approaches more efficient.
In sales enablement, having access to sales performance and customer behavioral data is a game changer. Measuring this data gauges the effectiveness of your sales strategy and the corresponding impact on revenue growth.
With analytics and reporting, sales reps can track sales performance and optimize their sales enablement strategy based on hard data and real-time buyer feedback.
Some valuable metrics to track:
Cirrus Insight offers real-time visibility into sales correspondence, combined team meeting schedules and overall tool usage metrics for sales performance monitoring. You can also track who clicked links and attachments (and who didn’t), which pages they read, when they read them and whether they forwarded the documents to others—without breaking your workflow. This information helps you focus your energy on engaged prospects, personalize interactions and move closer to closing deals.
Sales content management is the creation and organization of sales enablement resources that assist your sales reps in closing deals faster.
Case studies, e-books, sales scripts, email templates, product demos, battlecards and pitch decks are a few examples of resources sales teams depend on to accelerate deal cycles. These resources are centralized in a sales enablement tool and are built based on gaps identified in the sales process by sales and marketing teams.
Sellers without sales enablement tools spend up to ten hours weekly searching for sales enablement content. That’s ten hours not spent on their most important task: selling. This means access to your business’ sales content is as important as creating it—as it’s only useful when it can be found and used.
On-the-go access to sales enablement tools adds a layer of flexibility to how and where sellers respond to customer inquiries and follow up on leads, regardless of location.
They can also use downtime—between meetings or during transit— for productive activities like prospecting and learning, ensuring all opportunities are maximized.
Cirrus Insight’s sales enablement solutions pioneered the Gmail-Salesforce / Outlook-Salesforce integration experience over a decade ago. Today, it offers a robust range of features to streamline your sales process—sync emails and events, send personalized emails at scale, schedule meetings, log and sync Salesforce information and more—without leaving your Outlook or Gmail inbox.
Trusted by thousands of teams globally, the Cirrus Insight user-friendly sidebar provides convenient access to prospect and customer data making it easy to close deals quickly.
Cirrus Insight Integrations:
Cirrus Insight Features:
Website and Accolades:
4.8 Stars on Salesforce AppExchange
Outreach is a sales enablement platform designed to drive seller productivity and deliver more revenue through personalized outreach and automation.
With features such as sequence building, sales coaching, and analytics, Outreach enables sales professionals to create and close deals.
Price: Per user pricing not disclosed
Outreach Integrations:
Outreach Features:
With a focus on customer conversation intelligence, Gong offers an at-scale view of market trends, customer dynamics and team performance for sales professionals to personalize interactions, upskill and meet revenue targets.
Key features include deal execution, sales coaching and forecasting and various strategic initiatives to maximize productivity, sales efficiency and effectiveness.
Price: Per user pricing not disclosed
Gong Integrations:
Gong Features:
Salesforce Sales Cloud is a cloud-based CRM solution that covers all organizational needs—from sales and marketing to customer care.
Price: $25 per month
Salesforce Sales Cloud Integrations:
Salesforce Sales Cloud Features:
Salesforce Sales Cloud Website
From file sharing to seamless integration with a wide range of sales tools, Slack is a practical tool for messaging and collaboration.
With Slack Channels, sales teams can easily organize documents, jump on calls and build automated workflows without having to rely on siloed and clunky email chains.
Price: $8.75 per month
Slack Integrations:
Slack Features:
Dock is a client-facing workspace that helps revenue teams close deals, onboard customers, and manage renewals. With Dock, companies organize everything that gets shared at each stage of the customer journey — from sales content to order forms to project plans. Along the way, leadership gets valuable analytics to calculate the sales forecast, coach front-line managers, fix broken implementations, and understand what content actually resonates.
Price: Starting at $49 per user per month
Dock integrations:
Dock features:
Zoho One provides a suite of business intelligence features such as lead management, sales automation, analytics and reporting to help sales teams close deals and effectively monitor customer interaction.
Price: $30 per user per month
Zoho One Integrations:
Zoho One Features:
Pipedrive is a cloud-based platform primarily known as a CRM rather than a sales enablement tool. However, it does offer features—such as visual sales pipelines, deal tracking, sales automation, customizable pipeline stages, team collaboration, activity reminders, comprehensive contact history and reporting—that support sales enablement efforts.
Price: $11 per month
Pipedrive Integrations:
Pipedrive Features:
HubSpot provides marketing and sales enablement. Instead of piecing numerous SaaS tools together, HubSpot provides an all-in-one solution for Marketing, Sales, Customer Service and Operations, facilitating end-to-end customer management and sales intelligence on a central dashboard. It also automates low-value activities like email logging and call recording, freeing up valuable selling time.
Price: Free; $50 per month
HubSpot Integrations:
HubSpot Features:
Salesloft helps sales with pipeline monitoring, prospecting and lead prioritization solutions.
Key features include automated customer lifecycle workflows, conversation intelligence, pipeline diagnostics, sales forecasting and sales team management tools.
Price: Per user pricing undisclosed
Salesloft Integrations:
Salesloft Features:
Highspot is a sales enablement platform designed for sales teams to drive consistent execution, reduce ramp time and grow revenue.
It features sales content management, sales playbooks, buyer engagement, sales rep training, coaching and onboarding, Highspot ensures sales teams have the right skills and content to engage and convert buyers effectively.
Price: Per user pricing undisclosed
Highspot Integrations:
Highspot Features:
While individual tools may address specific needs, your business's long-term vision should lie in consolidating them into a unified system—using tools like Cirrus Insight—where every component works harmoniously to drive sales success.