5 Best Multi-channel Sales Software for High-Performing Sales Teams
Rarely will your sales rep close a deal on the first touch point. Modern sales teams know that they must engage with prospects across multiple channels - social, email, and phone. However, the challenge is this – juggling, tracking, and qualifying prospects with conversations happening across different channels.
It doesn’t matter if you have a star-studded team of sales reps and AEs. If they still use a combination of spreadsheets, CRMs and outreach tools, and mobile phones to manage their multi-channel sales activities, your team will surely burn out before meeting sales targets. For stats, 66% of sales reps say they’re drowning in tools.
The effects: Many prospects would be missed out on following up. Without a feature to personalize messaging, switching tones between channels would be difficult. Using spreadsheets, it is also incredibly difficult to efficiently scale your sales activities across all channels. And without the right integrations and automations, all spreadsheets would offer is a static database of prospects.
It is to streamline multi-channel sales activities, businesses are starting to use a multi-channel sales machine that specifically caters to the nuances of omnichannel sales.
This article explores the best multi-channel sales software based on the features crucial for multi-channel sales activities. But do remember not all sales teams are built equally. So, not every multi-channel sales tool will perfectly fit the goals of every sales team.
We’ve compiled 5 of the top multi-channel sales software, breaking down their pros, cons, and pricing for you to find the best fit for your business.
5 Features a Multi-Channel Sales Engagement Software Must Have
With multi-channel selling software, sales teams can broaden the horizons of customer outreach. This opens up opportunities to attract potential customers who prefer a variety of communication mediums, thereby increasing the likelihood of conversions. It also allows sales reps to deliver personalized experiences, fostering higher engagement rates and cultivating stronger customer relationships.Let’s look at the main features you should look for when choosing a multi-channel sales engagement platform for your sales team.
1. Channels supported
When choosing a multi-channel sales software, you should ensure it supports your preferred channels. Some platforms focus more on email outreach, while others come with social media, SMS messaging, phone call capabilities, and video conferencing options.
It's crucial that the multi-channel sales software and the channels that it offers align with your target audience's preferences and behaviors.
2. Centralized customer data
If your sales reps are steering sales conversations across multiple channels, they will need a single platform to track contact data, messages, etc. Your reps must be able to organize and access prospect’s data without much complexity. Additionally, if you use an external CRM like Salesforce, your multi-channel sales software should have a feature to sync Salesforce data seamlessly.
So, a good multi-channel sales software must inherently have a CRM or enable you to integrate with other CRMs. This enables a 360-degree view of customers, facilitating personalized and targeted engagement.
3. Reporting and analytics
Your sales software should help you optimize your sales approach by providing detailed analytics to make data-driven decisions.
The platform should be able to gather data from multiple channels and present insights into the sales performance, pipeline stage, and conversion rates. Some tools provide advanced analytics such as email engagement metrics per recipient, call sentiment analysis, conversion rates at each stage of the sales pipeline, and sales attribution. The tool should let you create downloadable reports presenting information in a visually appealing manner.
Here are a few dashboards your sales engagement software must help you with:
Pipeline management dashboard: This shows the status of all deals in the pipeline, categorized by stages (e.g., prospecting, negotiation, closed).
Activity Dashboard: Tracks all sales activities, including calls, emails, meetings, and other interactions.
Performance Dashboard: Provides an overview of individual and team performance against set targets. It includes metrics like sales quotas, achieved revenue, and key performance indicators (KPIs).
Lead Generation Dashboard: This focuses on the top of the sales funnel, tracking the number and quality of leads generated, sources of leads, and conversion rates.
Customer Engagement Dashboard: Offers insights into how customers interact with the sales team, including response rates, engagement levels, and feedback.
Win/Loss Analysis Dashboard: Analyzes the reasons behind closed deals and lost opportunities.
Forecasting Dashboard: Uses historical data to predict future sales performance. It’s essential for planning and resource allocation.
4. Task and activity management
Effective multi-channel sales software offers tasks and activity management functionalities. It allows sales teams to schedule, assign, and track tasks. This ensures that sales efforts remain organized and no potential lead or opportunity falls through the cracks.
Scaling your sales process would be much easier if your multi-channel sales software integrates with third-party tools. These can include mail marketing software, social media platforms, communication tools, and more. Seamless integrations broaden the software's functionality, resulting in information exchange, increased flexibility, improved scalability, and better security. Organizations can leverage additional tools and channels to enhance their sales efforts.
Best Multi-Channel Sales Platforms
Sellular is an omnichannel sales engagement tool. It enables sales teams to plan, execute, and manage sales outreach activities from a centralized platform. An important feature of Sellular is its ability to seamlessly capture all sales activity in Salesforce in real-time. This integration ensures a synchronized and unified view of customer interactions and sales efforts.
- Automated task management
- Email optimization features
- Personalized outbound prospecting
- Voice and messaging available across 190 countries
- Built-in task management system
- Seamless integration with Salesforce
- Easy to set up and has a simple interface
- Affordable and transparent pricing
- Highly responsive customer service that also helps in setting up the tool
- Fewer integrations as compared to some other platforms
Pricing: Starts at $39/month/user. 14-day free trial available.
Groove is a multi-channel sales engagement platform that helps streamline communication, automate repetitive tasks, and provide valuable insights to sales representatives. With its advanced automation feature, reps can engage with prospects through hyper-personalized campaigns across channels.
- Enables click-to-call anywhere on the web
- Streamlined workflows based on real-time Salesforce data
- Advanced sales analytics and real-time revenue reports
- Revenue intelligence and forecasting tool
- Calendar meeting scheduling
- Many templates are available and can be accessed by the whole team
- Integrates with Salesforce and LinkedIn
- Takes weeks to get the account up and running
- Some users claim that the calling feature is buggy
Pricing: Custom pricing is provided on request. Free trial is available only for Salesforce users. They also require a minimum annual spend of $10,000 for the first year.
Close is a sales management software that supports multiple channels and comes with the features of a CRM. It comes with built-in calling, emailing, and automation, along with a clean user interface.
- Offers 360-degree view of customer information
- KPI-based report dashboard
- Sales leaderboards
- Advanced filtering properties for lead prioritization
- Customizable views
- Built-in call assistant that automatically transcribes phone calls
- Easy to setup and use
- Seamless migration from other platforms is available
- Basic plan users can only create a maximum of 5 workflows
Pricing: $49/user/month, when billed annually. They offer a 14-day free trial of the product.
Yesware is an affordable and easy-to-use cold emailing solution for sales teams. It is compatible with Gmail and Outlook inboxes, offering integrations with various sales platforms.
- Email open, link, and attachment tracking
- Automated follow-up sequences and lead updation
- Advanced analytics such as personal activity, highest-converting campaigns, and recipient engagement reports
- Wide range of email templates with dynamic range fields
- In-email meeting scheduler
- Easy-to-use interface
- Comes with a free forever plan
- Does not offer a fully-guided onboarding experience.
- Lacks important cold outreach features such as inbox warmup
Pricing: $15/seat/month, when billed annually They also offer a free forever plan that comes with limitations.
5. Hubspot Sales Hub
Hubspot is a multi-channel sales software that automatically logs your sales activities (including emails, calls, and social media). It also gives you a high-level overview of your full pipeline. It comes with a basic free plan, which would be suitable for small teams.
- Advanced sales sequences
- ABM tools and automation
- Prospecting workspace
- Call transcription and coaching
- Sales forecasting
- Integrations with more than 1,400 tools
- Suitable plans available for both large and small teams
- Expensive setup fee
- No bulk email sending or inbound call features
Pricing: Free forever plan available, $18month for two users
Choose the Right Multi-Channel Sales Software to Boost Your Conversions
Consult your sales team and determine what you expect from multi-channel sales software. Do remember that not every software is for you. Many of them promise to pack a punch or offer additional features that you might not even need in the first place. Compare your needs with the tools listed here and check out if they offer features that will help your sales process.
Once you narrow your options, consider trying out Sellular by taking a free demo. It stands out as a platform that supports multiple channels integrated with Salesforce and is affordable.
Frequently Asked Questions
What is a multi-channel sales software?
Multi-channel selling software helps sales reps facilitate and manage sales conversations across various channels and touchpoints (such as email, social media, or phone calls). By unifying sales campaigns across multiple channels under one platform, these tools help sales reps talk to prospects where they would like to talk business and close deals faster. With these tools, reps and managers don’t have to switch between multiple channels to engage with prospects and leads.