The 16 best sales tools you need to succeed in 2026

Your reps don’t need more noise. They just need sales tools that work—and consistently.

Specifically, the kind of software that helps your entire sales team operate more efficiently, not hinders their day-to-day efforts to identify and engage leads and close deals.

Whether you’re building your sales technology stack from scratch or tightening up an already-platform-heavy ecosystem, the sales tools you ultimately choose for your sellers can make or break your go-to-market performance.

Our guide is packed with the solutions used by top performers:

• Each type of sales tool listed here is designed to help GTM leaders and managers better equip, train, guide, and coach your team across the entire funnel. We’re talking CRMs, sales enablement platforms, revenue intelligence tools, and more.
• You’ll find the best sales tools in just about every category imaginable—proven systems your sales reps will love to use day in and day out to identify, engage, qualify and analyse leads—to enable GTM success and scalable revenue growth.
• Simply put, this list is an absolute cheat code for sales managers and leaders. It can help reduce blind spots for reps, enable better decision-making across the entire sales cycle, help onboard new reps faster, and upskill your experienced sellers.

So, let’s cover the kinds of sales software that can have an outsised impact on your GTM performance and fill gaps so you can realise greater selling efficiency as a team and better contribute to business growth for your organisation at large.

What the best B2B sales tools offer: Key features that drive business growth

We’ve already outlined what the best AI sales tools on the market look like.

Zooming out a bit, though, these are the traits of other production-enhancing and ROI-improving sales software solutions that can improve sales performance.

Syncs seamlessly with CRM software and other business tools

No more bouncing between tabs like it’s 2014. Your reps need productivity tools that integrate directly with other pivotal solutions they leverage for lead management.

The right tech integrates natively with your sales CRM software, calendar, sales content library, and email. More specifically, it pulls in real-time sales data, updates records automatically, and gives reps insights right where they work.

You’ll streamline sales workflows so your (presumably) large sales force spends less time on busywork and more time selling. Clean handoffs. Fewer mistakes. Faster follow-ups.

When your tools talk to each other, your team moves like one.

Accelerates sales and streamlines reps’ pipeline management

Speed wins deals—but only if reps know where to focus. Top-tier sales automation software makes the sales pipeline visual, dynamic, and easy to manage.

Reps can prioritise leads, flag risks, lean on managers (and AI for sales) on next- best actions, and keep momentum high without drowning in spreadsheets.

With the right tech chosen by your sales operations leaders, sellers can better tackle daily sales tasks, execute faster, and have a cleaner shot at closing deals.

Helps managers to track and boost reps’ sales performance

Reps perform better when managers actually know what’s going on. Modern sales platforms give frontline managers real-time visibility into activity, behavior, and outcomes.

Track engagement, coaching, and conversions, all without pestering reps for updates. The right tool lets sales leaders spot what’s working, where reps are stuck, and how to fix it fast.

Your B2B sales tools should empower every sales manager to coach more intelligently, forecast sales quickly, and help your team get more deals to the finish line.

Improves sales professionals’ skills via training and coaching

Your sales reps need coaching that sticks.

Great sales tools build training into the flow of work, so reps level up while they’re selling, not just in a workshop. Using AI sales role plays, getting just-in-time lessons, and securing 1:1 feedback helps reps practice, adapt, and stay sharp.

The best sales tools pinpoint skill gaps and track sellers’ growth over time.

Enables revenue operations to monitor all your sales activities

RevOps doesn’t have time for silos.

They need a single sales solution that captures every touchpoint—from first pitch, to final signature—so they easily access, analyse, and manage customer data and get a granular view of their sales team’s work to move prospects from one sales funnel stage to the next.

The best sales tools give your revenue operations team full visibility into the entire sales process: content usage, rep activity, enablement programs, play execution, sales outreach to leads, and potential-customer behavior.

With connected dashboards and centralised insights, RevOps can finally drive alignment across enablement, sales and marketing teams and see which sales efforts have the biggest impact on influenced and closed revenue.

Identifies strengths and weaknesses of your sales strategy

You notice your sales team is winning deals frequently—but could they be winning faster? Smarter? Could they even ID deal-expansion opportunities, based on conversations with buyers, before they even sign their initial contract?

The right sales analytics platform can discern what’s slowing you down.

Are reps skipping discovery calls? Is their sales follow-up email timing off? Are their sales pitches and presentations falling flat with key stakeholders and decision-makers?

With the ideal GTM analytics tool, you’ll know—and be able to fix it ASAP.

Leads to scalable, repeatable, sustainable B2B sales success

When you choose sales tools that can help all your go-to-market functions—not just your sales team—these business units can collectively sell smarter.

That’s because they can co-create repeatable systems that grow with your company.

Consider your enablement personnel. They can see which assets resonate with buyers, then tell reps to reuse what closes deals and ditch collateral that doesn’t.

Over time, these systems increase sales productivity, reduce rep burnout, and make operational excellence your baseline. Your sales team can handle more volume, customer interactions, and complexity—all without breaking a sweat.

FAQ on sales tools	Answer
How do I choose the right sales tools for my GTM team’s unique needs and goals?	Align sales tool features with specific go-to-market pain points. Involve key users early, prioritise integrations, and pilot options. Choose solutions that support your workflows and scale with team growth and revenue targets.
How can I determine a sales tool vendor’s quality of support before signing?	Ask for customer references for sales tools specific to your industry, business model, and team size. Review SLA terms, escalation paths, and response times. Look at G2, TrustRadius, and other peer review platforms for customer feedback.
How do I calculate the ROI of a sales platform investment for my GTM team?	Track time saved, GTM efficiencies gained, pipeline influenced, win-rate growth, and rep performance. Look for before-and-after baselines, especially around onboarding, deal velocity, and rep output. Factor in sales tool consolidation and license elimination for cost savings.
What GTM process changes are required to maximise ROI from new sales tools?	Revisit GTM workflows, metrics, and enablement plans. Align sales tool usage with seller expectations and manager coaching. Embed the solutions into existing cadences, meetings, and reviews. Process change is where ROI happens.
How should I evaluate the AI capabilities in a sales tool we consider investing in?	Look for transparency, accuracy, and role-specific recommendations during your sales software procurement processes. Avoid black-box models. Any AI sales tools you invest in should automate low-value tasks; surface real, actionable insights, and support rep’s daily performance.
What’s the best way to drive adoption of new sales tools across my GTM teams?	Integrate sales software directly into reps’ daily workflows. Offer role-specific training and adaptive learning paths to help sellers get quick wins early. Highlight time saved, not just features used. Manager modeling, usage visibility, and rep incentives all help build consistent adoption and long-term engagement.
Should I consolidate point solutions in my tech stack into a unified sales platform?	Yes, if the unified platform meets 80%+ of your team’s use cases. A single source of truth for your sales team reduces admin overhead, unifies pipeline data, and speeds new-rep onboarding. Just avoid sacrificing specialised functionality, if reps depend on high-precision workflows.
What sales tools improve cross-functional alignment across go-to-market teams?	Sales enablement solutions like Highspot improve cross-functional alignment in GTM by unifying content, training, and analytics across marketing, sales, and enablement. This ensures everyone works from the same strategy, assets, and data to execute GTM initiatives effectively and contribute to revenue-growth goals.

16 types of sales tools every GTM team needs to succeed

That’s enough context. On to the main event.

Here are the best sales tools available for your GTM function today that can supercharge your initiatives and empower your teams to generate new revenue for your business.

Whether you’re aiming to augment your deal management approach, boost rep productivity for BDRs, better build and nurture customer relationships, or accomplish something entirely else, these tools offer valuable insights, automation, and AI that can improve sales efficiency.

(Note: These are not specific vendors. Rather, these are the broad categories of sales systems every GTM organisation must have to ensure strong communication and collaboration among sales, marketing, enablement, and RevOps today).

1. Customer relationship management system to have an always-accurate view of buyers

• Value for sales teams: Centralises all prospect and customer data so reps can manage leads and conduct smarter follow-ups
• Value for enablement teams: Offers insight into the sales process to tailor coaching and reinforce proven rep behaviors
• Value for marketing teams: Captures buyer-intent data so teams can refine messaging and prioritise target accounts faster
• Value for revenue teams: Seamlessly integrates with your CRM tool to align strategy, execution, and GTM team productivity

Whether you’re tracking lead and customer interactions or chasing late-stage opportunities, your CRM should be your sharpest, most unbiased observer.

The CRM tool you ultimately invest in should help you spot patterns, surface red flags, and keep tabs on reps’ sales pipeline activity without needing a forensic degree.

2. AI-powered sales enablement platform that all GTM teams can use to execute shared initiatives

• Value for sales teams: Empowers sales reps with AI-suggested content, deal coaching, and in-context skill development
• Value for enablement teams: Personalises training for each sales rep and streamlines how you scale what works best
• Value for marketing teams: Highlights valuable data on top-performing assets to drive better sales outcomes consistently
• Value for revenue teams: Helps identify performance gaps and scale successful actions to close more deals across teams

Consider Highspot. Our platform unifies GTM efforts without the swivel-chair fatigue. With seller workflow automation capabilities, AI agents that help sellers and managers evaluate and act on deal intelligence and Nexus—our AI and analytics engine—built into your reps’ daily routine, you unlock sharper execution across the B2B buying journey.

3. Sales engagement platform in which reps can develop personalised messaging to send prospects

• Value for sales teams: Helps sales reps personalise messaging, automate outreach, and conduct smarter follow-ups at scale
• Value for enablement teams: Enables guided cadences to reinforce plays and align every message to the sales process
• Value for marketing teams: Ties asset use to engagement data so marketers can make data-driven decisions that convert
• Value for revenue teams: Tracks rep interactions and outcomes to help teams better analyse data with ease and act faster

The top sales engagement tools help reps craft more meaningful touchpoints and automate messaging that doesn’t sound like it came from a template graveyard.

Key features like intent tracking, send-time optimisation, and multichannel support turn a plain email into a high-converting handshake.

4. LinkedIn so reps can build relationships with buyers and augment lead-generation activities

• Value for sales teams: Helps sales reps source connections, tailor outreach, and build trust earlier in the sales process
• Value for enablement teams: Reinforces social selling strategies and gives insight into what helps sales reps stand out
• Value for marketing teams: Surfaces engagement signals to highlight key opportunities and support campaign planning
• Value for revenue teams: Connects buyer activity to pipeline and amplifies other sales tools with relationship insights

Whether you’re name-dropping in mutual connections or adding insights to a trending post, LinkedIn Sales Navigator is your digital VIP pass to relationship-first selling.

Used well, it’s less cold outreach and more warm intros that connect with your marketing tools to close the gap between social selling and customer relationship management.

5. Sales automation tools that handle admin tasks and put other activities on autopilot

• Value for sales teams: Reduces manual work so reps can focus more on selling, follow-ups, and better sales outcomes
• Value for enablement teams: Automates repetitive tasks to give time back for coaching and play reinforcement at scale
• Value for marketing teams: Ensures campaign consistency by automating delivery of aligned messages and content
• Value for revenue teams: Accelerates pipeline progress by automating actions that improve GTM team productivity fast

Sales automation tools don’t just give reps time back—they give them brainpower back, replacing spreadsheets with savvier sales pipeline management. Helpful features like task sequencing, reminders, and auto-logging free up time for reps to focus on actual selling.

6. Prospecting tools that help sellers better identify, qualify, and connect with high-quality leads

• Value for sales teams: Helps sales reps discover the right buyers faster so they can manage leads and convert earlier
• Value for enablement teams: Enables coaching around sales prospecting techniques that improve early-stage pipeline
• Value for marketing teams: Aligns outbound prospecting with buyer-intent data to improve campaign efficiency
• Value for revenue teams: Drives consistent top-of-funnel generation by helping reps find and engage target accounts

Sales prospecting tools today don’t help reps throw darts at the wall. They hand BDRs a laser pointer and show them where their next best-fit lead is hiding.

When synced with your existing tech stack in mind, these tools blend enrichment, scoring, and outreach logic to streamline prospect-to-pipeline with a wink.

7. Sales intelligence solutions that provide rich, real-time insights into active and closed deals

• Value for sales teams: Surfaces deal and persona insights so each sales rep can tailor outreach and close more deals
• Value for enablement teams: Provides feedback loops that support coaching and refine what helps sales reps win
• Value for marketing teams: Offers valuable data on what influences deals so marketers can refine positioning quickly
• Value for revenue teams: Helps track sales performance in real time and course-correct using evidence, not guesswork

Great sales intelligence doesn’t just tell you what’s happening with reps’ day-to-day buyer engagement. It tells you why it’s happening and what to do next.

Using AI-powered insights that help uncover hidden patterns, deal risks, and buyer behavior, you can glean valuable insights you won’t find buried in the CRM on your own.

8. Learning management systems that deliver ongoing, structured training for sales teams at scale

• Value for sales teams: Keeps reps sharp with structured lessons that align to each sales rep’s role and ramp speed
• Value for enablement teams: Delivers scalable, trackable learning paths that align to sales process and field needs
• Value for marketing teams: Equips sellers to confidently position offerings and reduce messaging inconsistencies
• Value for revenue teams: Supports consistent onboarding and upskilling across teams to improve sales productivity

A great LMS doesn’t drip content. Rather, it delivers a playlist of precision learning paths that help your sales representatives thrive long after onboarding.

With an easy-to-use interface and detailed sales analytics tied to rep skill development, you can see who’s leveling up and who needs a nudge in the right direction.

9. Document management solutions that have a single source of truth for historical records

• Value for sales teams: Gives reps a central place to find the right deck or asset and conduct smarter follow-ups
• Value for enablement teams: Ensures sellers use compliant, on-brand materials in every stage of the sales process
• Value for marketing teams: Makes asset usage easier to analyse so marketers can highlight key opportunities faster
• Value for revenue teams: Improves operational efficiency by reducing friction across training, selling, and delivery

Need that pitch deck from three SKOs ago or the last version legal didn’t redline to death? It’s all right there, searchable, sortable, and smartly organised.

These platforms serve as a digital vault that integrates directly with your CRM solution so your reps aren’t pinging Marketing at 11 p.m. again.

10. Sales performance management tools to track KPIs, set quotas, and forecast team performance

• Value for sales teams: Offers visibility into goals so reps can prioritise actions and hit their numbers confidently
• Value for enablement teams: Helps you track sales performance and coach toward goals using real-time rep benchmarks
• Value for marketing teams: Reveals how enablement and content influence revenue so marketing can validate impact
• Value for revenue teams: Makes it easy to monitor sales team performance and ensure focus on the highest-return levers

The best CRM software tracks deal status, but sales performance management tools show whether reps are hitting the right notes or missing the chorus.

They ID patterns, uncover BDR bottlenecks, and surface trends that can directly impact comp plans, territory design, and even customer retention and churn.

11. Conversational intelligence software to extract insight and coaching moments from sales calls

• Value for sales teams: Surfaces real-time feedback so reps can adjust messaging and conduct smarter follow-ups
• Value for enablement teams: Pinpoints coaching moments in call recordings that help sales reps improve performance
• Value for marketing teams: Reveals how messaging is used live so teams can refine copy and content effectiveness
• Value for revenue teams: Helps analyse data with ease from sales conversations to drive more data-driven decisions

These tools don’t just record meetings with key decision-makers. Platforms like Highspot mine calls for sales coaching gold and strategic blind spots hiding in plain audio.

Key features like sentiment analysis, talk ratios, and keyword triggers in Highspot help GTM leaders uncover what’s working and where talk tracks fall flat.

12. Digital sales room software so you can make assets accessible to all deal stakeholders

• Value for sales teams: Creates a personalised space for buyers so reps can guide conversations and close more deals
• Value for enablement teams: Makes it easier to align content, plays, and interactions into a consistent experience
• Value for marketing teams: Gives visibility into how buyers engage with collateral and where drop-off happens
• Value for revenue teams: Reduces friction by consolidating resources and tracking buyer engagement in one place

Digital sales rooms act as a centralised hub where assets, mutual action plans, and communication live in beautiful, organised harmony.

The DSRs offered in Highspot help sellers drive more impactful customer engagement by giving every account stakeholder what they need exactly when and where they need it.

13. Proposal and document automation platforms to rapidly generate customised buyer materials

• Value for sales teams: Lets reps create tailored proposals quickly and focus more on selling instead of formatting
• Value for enablement teams: Standardises proposal messaging while still giving reps flexibility to personalise
• Value for marketing teams: Ensures brand and value messaging are represented clearly across every proposal template
• Value for revenue teams: Improves speed-to-response in deal cycles by streamlining the creation of critical materials

These platforms crank out clean, on-brand proposals in a few clicks—no formatting acrobatics or late-night copy-paste marathons required.

With smart templates, dynamic fields, and content governance built in, reps can deliver polished materials that align perfectly with brand standards and buyer expectations.

14. Contract lifecycle management software to speed up legal workflows and reduce deal friction

• Value for sales teams: Accelerates legal review processes so reps can move faster and reduce late-stage deal risk
• Value for enablement teams: Clarifies the legal process to ensure reps know how to navigate contracting workflows
• Value for marketing teams: Protects content compliance by making sure final agreements reflect brand alignment
• Value for revenue teams: Shortens the last-mile delay in deals by making approval and redlining workflows smoother

Contract platforms smooth out the legal bottlenecks that make deals drag, with built-in workflows that eliminate back-and-forth purgatory.

Automated approvals, clause libraries, and audit trails help reps send compliant docs with confidence—without looping in five stakeholders to bless every sentence.

15. Revenue orchestration platforms to diagnose gaps and guide action across your GTM operations

• Value for sales teams: Surfaces signals from across the funnel so reps can prioritise what moves deals forward today
• Value for enablement teams: Pinpoints execution gaps and automates actions that align behavior to sales process
• Value for marketing teams: Connects strategy to field outcomes by showing what content and plays actually perform
• Value for revenue teams: Combines insights from other sales tools to deliver coordinated actions across GTM motions

This platform is the RevOps command center. It combines buyer engagement, sales productivity, and campaign execution into one strategic nerve hub.

Notably, revenue orchestration solutions help keep your sales and marketing teams on the same page so you can move faster and smarter across every deal cycle.

16. Compensation and incentive tools to align rep behavior with strategic sales goals and outcomes

• Value for sales teams: Motivates reps with real-time visibility into performance, targets, and potential earnings
• Value for enablement teams: Aligns coaching efforts with compensation plans to encourage desired selling behaviors
• Value for marketing teams: Shows how incentive programs impact content use and positioning during deals
• Value for revenue teams: Aligns pay to performance so leaders can reward what drives better sales outcomes at scale

These tools don’t just dish out commission to top performers. They also shape sellers’ behavior by connecting earnings with effort and effort with outcomes.

Whether you’re designing spiffs or launching a new enterprise plan for a product launch, these tools bring clarity and motivation to the numbers game reps pay close attention to.