Choosing the best-fit revenue operations tools can dramatically enhance cross-departmental collaboration, enabling unified platforms where sales, marketing, and customer service teams are able to access and share critical data.
The result? Campaigns become more efficient and aligned with the company’s goals.
But to do this, revenue operations professionals work with a seemingly endless list of tools spanning a variety of use cases, industries, and market segments.
To help with the vetting process, here are some suggestions of the top RevOps tools worth considering.
Revenue Intelligence Tools
A revenue intelligence tool should integrate seamlessly with your current tech stack by offering customizable solutions.
Tools that fail to align with your current systems create extra work on the back end and can frustrate the ultimate goal of efficiency and sustainable growth. Opt for a tool that balances sophisticated features with ease of use to effectively support your go-to-market strategy.
The following are some examples of top revenue intelligence tools that use data to enable better business decisions:
- ZoomInfo: A comprehensive provider of revenue intelligence solutions, including call recording and analysis, cutting-edge buyer intent signals, and highly accurate B2B data that powers sophisticated, AI-fueled models and apps.
- Gong: Analyzes sales calls and customer interactions to offer actionable feedback and insights at scale.
- People.ai: Provides insight into sales activities, revenue performance, and recommends appropriate sales actions.
Forecasting and Pipeline Management Tools
Pipeline management tools are a key piece in the operational workflow of a business. These tools function like a strategic traffic control system for your sales deals, steering them from one stage to the next.
It’s important to avoid the pitfalls of generic pipeline management solutions — though basics like usability are still essential. Alternatively, an overly complex tool can become a liability just as much as a solution with limited functionality. When vetting pipeline management tools, you want to look for:
- Robust automation capabilities
- Seamless integration with your CRM
- Built-in features that make working with complex data easy
Solid pipeline management solutions include:
- ZoomInfo OperationsOS: Powerful multi-vendor data enrichment and the ability to segment, score, prioritize, and route leads, for quicker conversions and better win rates.
- Pipedrive: Helps visualize your sales pipeline and ensures important activities and conversations don’t get dropped.
- Clari: Analyzes data, current pipeline status, and provides leaders with actionable insights like health scores on account and opportunities.
Revenue Enablement Solutions
Revenue enablement platforms are built to unite sales, revenue motions, and customer-facing roles across customer success, marketing, partners, and presales.
They do this by providing accessible sales insights and automating routine tasks. These solutions connect enablement efforts to ensure sales-readiness, consistency, and alignment across teams.
Key features to prioritize include buyer engagement analytics, the ability to consolidate functions, CRM compatibility, and the ability to improve execution by measuring and developing skills and competencies.
Examples of these solutions:
- Showpad: Combines content management, training, and coaching in an all-in-one solution to support sales readiness.
- Seismic: Offers a comprehensive suite of tools for sales enablement and coaching tools built to reduce time-to-insights that align teams on the best sales strategies.
- Highspot: Delivers powerful sales enablement features with a focus on content management, training, and analytics for better sales efficiency and revenue.
Sales Outreach Tools
Sales outreach tools are essential for automating and optimizing interactions with potential customers. They streamline the process of contacting leads, following up, and tracking engagement by automating them for more effective sales campaigns.
These platforms offer powerful sales features like email sequencing, template customization, and performance analytics. The top outreach tools are able to proactively personalize outreach efforts at scale.
Key tools in this category include:
- Outreach: Offers automation features for email and call sequences, helping sales teams increase their productivity and close more deals.
- Salesloft: Facilitates personalized communication at scale with email and dialer automations as well as robust analytics to track the effectiveness of sales strategies.
- Saleshandy: Makes it easier for sales teams to autopilot and manage cold email campaigns and gain insights into recipient behavior.
How to Choose and Deploy a RevOps Solution
The best revenue operations solutions enhance efficiency, are scalable, adapt to your existing tech stack with plenty of integration options, and have some level of customization.
Not only that, the top solutions automate key business processes — allowing your sales team to focus on selling as much as possible. It’s helpful to approach choosing a revenue operations solution through a three-step framework.
Evaluate Your Tech Stack
Many companies find themselves working with technology that was chosen when they were a smaller, less complex business.
As companies grow, they inevitably need to reevaluate their tech stack to understand if it’s the right set of tools. While smaller companies might focus on customization, growth often requires a shift towards simplification and scalability.
It’s important to identify duplicate technologies to understand if there’s opportunity for consolidation. This not only helps companies reduce data silos, but it leads to significant cost savings, enhanced data accessibility, and a more agile IT infrastructure.
Understand Stakeholder Needs
Understanding your stakeholder needs is key — it’s one of the best ways to identify possible solutions that’ll fit role-specific requirements that the buying committee or the vendor might not always think of highlighting.
Are you solving for gaps in your tech stack? Are you enhancing an existing process, or automating a manual one? It’s easier to identify a targeted solution from a problem standpoint so that it directly impacts performance.
Make sure stakeholders are engaged at the right moments to give feedback on their needs and wants in new tools and platforms — bonus points if your team is proactively surveying teams to identify gaps in the current tech stack.
Prioritize Governance
Good governance in the context of RevOps tools means creating clear guidelines and policies across the organization that spell out who gets to use which tools, how they should be used, and how these policies will be enforced.
Consider a company using a customer relationship management platform. Without proper governance, sales and marketing teams often access and work within a CRM in varied, uncoordinated ways, which leads to data inconsistencies and workflow clashes.
With proper governance, however, rules are set for data entry, access levels are defined, and usage protocols are established. It’s a way to certify that everyone uses the tool in a way that supports the company’s overall goals.
It’s critical to note that establishing governance is not just about control. Rather, it’s about creating an aligned environment where tools are used optimally, supporting both the current operational needs and the long-term strategy.
RevOps Tools: The Building Blocks for Growth
This three-step framework should give any RevOps team better clarity when selecting and scaling the tools they need to get the job done.
And remember: Any decent vendor will have a good sales pitch, a compelling demo, and a bundle of customer quotes to back up their case.
The right solutions are those that meet your company and your team’s specific needs and show return on investment — something RevOps leaders spend their lives perfecting.