Sales today is so competitive that one tool is not enough.
The modern sales team uses several sales software tools that are designed to
improve productivity and decision-making, and automate repetitive tasks. This
set of technology is referred to as sales stack (or sales technology stack).
Of course, this does not mean that every modern sales team
is a lean mean selling machine. Not all sales stacks are created equal; and not
all sales teams are created equal.
As Bill Gates said: “The first rule of any technology used
in a business is that automation applied to an efficient operation will magnify
the efficiency. The second is that automation applied to an inefficient
operation will magnify the inefficiency.”
A business’ sales stack is only as good as their sales
process – a crucial fact to remember once you set out to build your own sales
stack.
