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Mike Lieberman, CEO and Chief Revenue ScientistWed, Aug 16, 2017 4 min read

Why Choose a Sales Platform Over Sales Tools?

{}There are plenty of sales tools on the market. There are tools to help you manage engagement, like online meetings tools and email tools. There are tools to help with productivity, like quote tools, contract tools, and content sharing tools. Sales intelligence tools, like those that help with social prospecting or buyer insights are also available. Pipeline and analytics tools that help with things like performance management, data visualization, and predictive analytics are other options. Of course, you can’t forget people management tools. These are the tools that help you manage incentives, territories, and quotas.

Are all these sales tools really the best way to manage your sales-related tasks? The answer is no. Here’s why you should choose a sales platform over sales tools.

Platforms Handle Multiple Tasks in One Place

It seems like there’s a tool for everything these days. The problem is many of them are very specialized. For example, a tool might be amazing for booking sales meetings, but it may not do anything else. Another tool may be the best for productivity, but not helpful for any other functions. To handle every necessary task, your sales team could end up using dozens of different tools. That means information about your prospects and customers could be spread among multiple tools.

With platforms, you can handle multiple sales tasks in the same place. Instead of constantly switching from one tool to another, your sales reps can just stay within the platform. This is much less frustrating for your reps. It also ensures sales-related information is easy to find.

Platforms Increase Efficiency

According to HubSpot, 82 percent of marketers and salespeople are losing hours a week managing different technologies. Switching back and forth among dozens of tools all day long is a major drain on efficiency. To perform simple tasks, like booking meetings with prospects, your reps could need to flip between two or more tools. Then, to confirm the meeting, they could need to open up yet another tool. That’s a very slow process, and it’s not a good use of your reps’ time. Your sales reps are talented, and they should be spending their time selling, not juggling sales tools.

Platforms can help make your sales team more efficient. Sales platforms boost efficiency because your reps don’t need to constantly switch from one tool to the next. They can work within the same platform as they move through the sales cycle with prospects. With the time they save, they can spend more time talking to your customers and closing deals. The success of your business depends on enabling sales.

Platforms Are Cost Effective

Individual sales tools may not be very expensive, but using several different tools drives up your costs. Since each tool is affordable on its own, you may not even realize how much you’re spending in total.

Platforms are a cost-effective option because you only need to pay for one solution. Instead of paying monthly subscription fees for dozens of tools, you just pay for the one platform that does everything.

Platforms Are Easy to Learn

Sales tools can be hard for your sales reps to learn how to use. Every sales tool is different, so reps will need to take time to learn how each one works. You may need to provide training for every tool you use, which can make it harder for new sales reps to get up to speed.

Sales platforms are more convenient for your reps. Instead of needing to learn how to use many tools, your sales reps just need to learn how to use the one platform. Once they’ve learned the ins and outs of the platform, they can get to work and be productive. This is easier for both your new reps and seasoned reps.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.