Skip to main content

With so many different B2B sales software available, figuring out which is right for you is tough. You know you want to support and streamline your business-to-business sales process but need to figure out which tool is best. I've got you! In this post I'll help make your choice easy, sharing my personal experiences using dozens of different B2B sales tools with various teams and accounts, with my picks of the best B2B sales software.

What Is B2B Sales Software?

B2B sales software is a tool used by businesses to manage and streamline the process of selling products or services to other businesses. It includes functionalities for customer relationship management, lead tracking, sales pipeline management, account management, and analytics. The software caters to the specific requirements of B2B sales, which often involve complex sales cycles and high-value transactions.

The benefits of B2B sales software include improved efficiency and organization in the sales process. It enables better management of customer relationships, more effective tracking and nurturing of leads, and provides insights into sales performance. The software helps in automating repetitive tasks, allowing sales teams to focus more on strategic selling and building customer relationships. Additionally, it supports the creation of accurate and professional sales proposals and contracts, contributing to more successful business transactions.

Overviews Of The 10 Best B2B Sales Software

With this information in mind, it’s time to get into my tool summaries for more specifics on which lead generation or data capture tool is right for your use case. Find noteworthy features and a snapshot of each interface for a brief overview.

Best for action planning in digital sales rooms

  • Free plan available
  • From $49/person/month
Visit Website
Rating: 4.9/5

Dock is a B2B sales software that provides a comprehensive platform for managing sales, onboarding, and client interactions. It offers features such as digital sales rooms, onboarding portals, and client-facing workspaces, which help businesses organize and share content with customers in a branded environment.

Why I picked Dock: I like that Dock offers a centralized space for sales teams to manage client-facing content, while also providing tools and templates to standardize sales processes. Its digital sales room particularly stands out with features like mutual action plans to guide buyers through different stages of the process. Additionally, Dock's analytics-focused customer experience tracks interactions and progress, helping sales teams gather metrics and follow up with leads effectively. 

Dock Standout Features and Integrations

Standout features include buying signals, dynamic action plans, a flexible workspace editor, custom branding, pricing and order forms, secure sharing, digital signature collection, and customizable templates.

Integrations include Airtable, Pandadoc, Typeform, HubSpot, Salesforce, Slack, Zoom, and more.

Pros and cons

Pros:

  • Analytics for customer engagement
  • Mutual action plans
  • Templates for standardizing processes

Cons:

  • Learning curve for new users wanting to maximize the features
  • HubSpot and Salesforce integration only available for higher tiers

Best for enterprises who use Salesforce or Salesforce Industry Clouds

  • 15 Days Free Trial
  • From $15/user/month
Visit Website
Rating: 4.7/5

This sales productivity platform is designed to enable sales leaders to boost the revenue-per-rep across the entire organization by automating admin tasks, making it easier to update and access Salesforce, and generating repeatable playbooks by leveraging AI to transform complicated data into actionable insights.

Why I picked Groove: I chose Groove for this list because it’s the only current Salesforce-native market leader. With Groove, you won’t have any data latency or sync issues, you get industry-leading security and compliance, and it works with even the most customized versions of Salesforce.

Groove Standout Features and Integrations

Standout features include campaign automation through email, SMS, and calls; visibility on sales calls for better coaching; real-time insights into sales activity; and dedicated implementation and onboarding specialists.

Integrations include CloudTalk, Constant Contact, ExecVision, Gmail, Gong, LinkedIn Sales Navigator, Microsoft Outlook, Seismic, Spinify, and Vidyard.

Pros and cons

Pros:

  • Powerful execution roadmap
  • Great customer support
  • Friendly user-interface

Cons:

  • Not enough tutorials for combining with Zoom Phone, etc.
  • Limited mass texting capabilities

Best for lead verification and qualification

  • 7-day free trial available
  • From $99/month
Visit Website
Rating: 4.7/5

This lead generation software was built to help SMBs and large organizations manage their sales workflow through account-based marketing, targeted sales generation, real-time email verification, and opportunity engagement. You can build customizable B2B lists with criteria for lead qualification that eliminates bad-fit buyers and low quality leads.

Why I picked UpLead: The reason I chose UpLead was due to their comprehensive lead filtering tools. It’s not enough to find high-quality leads, they also need to be a good fit for your product or service. Using their filtering tool, you can target leads by technology, number of employees, revenue, and over 50 other search filters.

UpLead Standout Features and Integrations

Standout features include access to over 100 million contacts with 95% data accuracy, appending key contact data from disorganized lists, Chrome extension for grabbing leads straight from the browser, and an email checker tool that helps verify valid addresses.

Integrations include Close, Copper, Dynamics 365, Insightly, Mailshake, Nimble, Outreach, Pipedrive, Salesforce Sales Cloud, and Zapier.

Pros and cons

Pros:

  • CSV file upload functionality for non-integrated CRMs
  • Can generate lists quickly
  • Low email bounce back

Cons:

  • Limited lead coverage
  • Pricing isn’t as flexible

Best for unrestricted access to information, unfettered by credit limits or geography restrictions

  • Free demo available
  • Pricing upon request
Visit Website
Rating: 4.6/5

As a global sales intelligence platform, Cognism focuses on providing you with international data coverage through a compliant database that has a 98% phone accuracy rate. This sales and marketing automation tool can help identify ideal-fit prospects and verify a decision-maker’s contact information.

Why I picked Cognism: I chose this prospecting and lead generation tool because of a couple of special features that provide essential notifications to help you prioritize buyers who are actually ready to buy. Cognism leverages buyer intent data and lets you know right away so you can intercept potential customers at the right point in their buying journey.

Cognism Standout Features and Integrations

Standout features include prospecting tools to build targeted contact lists, list cleansing and enrichment tools, a Chrome extension for individual prospecting, intent data to intercept customers at the right time, and 98% data accuracy through manual verification.

Integrations include HubSpot, Lemlist, LinkedIn, Microsoft Dynamics, Pipedrive, Sales Navigator, Salesforce, Salesloft, and Zapier.

Pros and cons

Pros:

  • Amazing customer support
  • Expanding the software with more features
  • Comprehensive resources and guides

Cons:

  • Limited filtering capabilities
  • Data inaccuracy for UK phone numbers

Best all-in-one email outreach platform

  • Free plan available
  • From $49/month
Visit Website
Rating: 4.4/5

As a cloud-based email marketing software, Hunter is a little different from the prospecting sales software above. This contact management solution helps you send cold emails, export domain search results, handle follow-ups, and insert images into email campaigns. Hunter’s secondary role is as a lead capture solution, scraping websites, social media channels, and other online sources for customer data.

Why I picked Hunter: Hunter was a top option in my opinion because of its website and email monitoring tools. You can track open rates and generate reports to manage campaigns with unlimited recipients, combining lead generation and campaign management into one tool.

Hunter Standout Features and Integrations

Standout features include email finder to aggregate contact information on every website you browse, domain search to help find emails for any company name or website, email verifier to check address validity, and outreach campaign management with email templates, personalization, and tracking.

Integrations include Airtable, Close CRM, Copper, Gmail, HubSpot, Outlook, Pipedrive, Salesforce, Zapier, and Zoho.

Pros and cons

Pros:

  • Powerful email validation tool
  • User-friendly interface
  • Free option

Cons:

  • Can’t find contact information if the site doesn’t have it
  • Email verification isn’t 100% accurate

Best for reaching company decision makers to close deals faster

  • Free plan available
  • From $29/month/user
Visit Website
Rating: 4.3/5

As a sales intelligence platform, Lusha focuses on helping you find the decision-makers at any organization by allowing you to build custom lists using intent filters, job change alerts, industry filters, revenue specifications, and recommended profiles based on past searches to find useful and accurate contact information and sync them into your CRM right away.

Why I picked Lusha: I chose to include Lusha on this list because they say they’re the only sales intelligence solution with an ISO 27701 certification. This certification guarantees that any information you scrape complies with the EU’s GDPR, California’s CCPA, and every other data privacy requirement.

Lusha Standout Features and Integrations

Standout features include prospecting tools based on your ideal customer, buyer intelligence tools based on intent data, information security and privacy with ISO certification, and free sales template script generator.

Integrations include Bullhorn, Gmail, HubSpot, Microsoft Dynamics, Salesforce, Salesloft, Outlook, Outreach, Pipedrive, and Zoho. Lusha offers one-click integration in 60 seconds.

Pros and cons

Pros:

  • LinkedIn focused prospecting
  • Available Chrome extension
  • Simple tool functionality

Cons:

  • Limited customer support
  • No bulk download options

Best for tracking which companies are visiting your website

  • 14-day free trial
  • From $63/month

This B2B business management solution offers a unique tracking capability that clarifies which companies are visiting your website through a piece of tracking code that provides information on the duration of the visit and which pages were visited. Leadinfo then creates a profile on the company with all publicly available information, including LinkedIn profiles, emails, and phone numbers.

Why I picked Leadinfo: I chose Leadinfo because their B2B focus can affect everything from pipeline management to deal closes with worldwide coverage that identifies even anonymous website visitors. They claim to utilize one of the most extensive data sets on the market to help your organization capture new leads.

Leadinfo Standout Features and Integrations

Standout features include inbox-style view of B2B visitors to your website, real-time lead generation, lead generation templates and forms, and automated triggers to streamline your workflow.

Integrations include Act, Agile, Grip, HubSpot, Insightly, Microsoft Dynamics, Pipedrive, Sharpspring, Simplicate, and Zapier. Leadinfo offers over 60 integration options, including CRM tools.

Pros and cons

Pros:

  • Convenient labeling system
  • Intuitive dashboard
  • User-friendly navigation

Cons:

  • Pricing can feel high for low-volume websites
  • Limited IP address data for sales prospecting

Best for improving prospecting for SaaS sales teams

  • Free plan available
  • From $85/user/month

LeadIQ is an outbound marketing campaign management tool that can help your sales team optimize the prospecting and qualification process. They have a three-step solution, which includes AI-driven data verification, intent analysis, and personalized email writing that’s tailored to every potential customer on your list.

Why I picked LeadIQ: I chose LeadIQ because it allows you to offload your writing from your sales team with automated tools — while still ensuring every email is personalized and eye-catching. With the Scribe tool, you simply add your prospect, pick a value proposition, select your insights, and watch as it generates three message options. Choose the one that resonates best with the customer experience and you’re done.

LeadIQ Standout Features and Integrations:

Standout features include finding and syncing contact data with your CRM system; tracking prospects to determine the best time to reach out; Scribe tool to auto-generate complete, personalized messages; and automatic enrichment of data.

Integrations include Gmail, Gong, HubSpot, LinkedIn, Outreach, Salesforce, Salesloft, and Slack.

Pros and cons

Pros:

  • Seamless integrations with CRM platforms
  • Comprehensive Chrome extension
  • Offers a free plan

Cons:

  • Paid plans are at a premium
  • AI writing is limited in other languages

Best for finding new opportunities through partner overlap

  • Free plan available
  • Pricing upon request

This sales and project management platform is based on an ecosystem-style workflow that can be used for partner, channel, and sales-style teams to securely share data, automate account mapping, identify new white space opportunities, and co-sell with your partners. With robust data sharing controls, you decide exactly what information you’re sharing with each partner.

Why I picked PartnerTap: The main reason I chose this tool is because it’s one of the only partner solutions for bringing your affiliates into your organization’s sales and marketing strategies. Your mapped partner data instantly syncs with your CRM to ensure real-time leveraging of all insights.

PartnerTap Standout Features and Integrations

Standout features include account mapping to identify overlaps with your partners, pipeline sharing to improve opportunities along the sales funnel, sales team sharing for built-in co-selling functionality, and channel teams product to share and track opportunities with partners.

Integrations include 100% native integrations with Close.io, Dynamics CRM, HubSpot, Impartner, Okta SSO, Salesforce, Slack, Tackle.io, Teams Conversations, and Zift.

Pros and cons

Pros:

  • No need for formal training
  • Automated data mapping
  • Easy to use

Cons:

  • Limited notification capabilities
  • Data can be overwhelming with too many partners

Best for pay-as-you-go B2B prospecting

  • From $69 for 250 records

As the world’s first pay-as-you-go B2B lead generation and prospecting platform, BookYourData provides you with access to over 100 million direct contacts with a 95% accuracy guarantee. You can build or buy contact lists with leads from over 200 countries and special categories that target your business needs, including real estate agents and healthcare services.

Why I picked BookYourData: I chose this platform because of their accuracy guarantee. BookYourData promises that if more than 5% of your emails bounce back, they’ll provide you with credits to get more data on potential leads. They also ensure data accuracy and quality with manual processes for human-verified results.

BookYourData Standout Features and Integrations

Standout features include list building and management capabilities, access to pre-built contact lists of managers and stakeholders from several industries, direct contact lead generation, and international accessibility with business leaders around the globe.

Integrations include HubSpot and other CRMs.

Pros and cons

Pros:

  • Access to pre-built lists
  • Intuitive navigation for non-technical users
  • User-friendly design

Cons:

  • Must track credits for pay-as-you-go budgeting
  • Limited filtering
Tools Price
Dock From $49/person/month
Groove From $15/user/month
UpLead From $99/month
Cognism Pricing upon request
Hunter From $49/month
Lusha From $29/month/user
Leadinfo From $63/month
LeadIQ From $85/user/month
PartnerTap Pricing upon request
BookYourData From $69 for 250 records
Preview Image - <h2 class="c-block__title b-summary-table__title c-listicle__title h3" > Compare Software Specs Side by Side</h2>

Compare Software Specs Side by Side

Use our comparison chart to review and evaluate software specs side-by-side.

Compare Software

Other Options

I chose a few more tools that were on my radar but didn’t make the final list to provide a truly comprehensive selection of B2B sales software for you to explore.

What To Consider When Choosing B2B Sales Software

When you're in the market for B2B (business-to-business) sales software, it's like picking out the right tool for a very important job. You want to make sure it's the perfect fit for your company, now and as you grow. Let's break down what you need to keep in mind into three main points.

Important Features

Think of features like the Swiss Army knife of your sales software. You want tools that cover all your bases:

  • Contact management: This is your Rolodex, but smarter. It keeps track of who you’re selling to and remembers your last conversation or deal.
  • Sales forecasting: Imagine a weather report, but for your sales. It predicts the sunny days and the storms, so you can be prepared.
  • Analytics and reporting: These are your magnifying glass and measuring tape. They help you see the details and measure your success.
  • Integration: Your sales software should play nice with other tools you use, like email or customer support platforms.

Always think about what tools will make your life easier and help your team close deals faster.

Budget Considerations

Money matters, and so does finding software that fits your budget:

  • Understand the total cost: Look at not just the price tag, but also any extra costs like installation or training.
  • Consider ROI: Think about how the software will help you make more money in the long run. It's not just a cost; it's an investment.
  • Don't overbuy: Just like you wouldn't buy a giant truck when you only need a scooter, don't pay for bells and whistles you won't use.

Scalability and Flexibility

Your business will grow, and your sales software should grow with you:

  • Scalability: Make sure the software can handle more customers, sales, and data over time without hiccups.
  • Flexibility: Sometimes you need to tweak things. Your software should let you customize features or add new ones as your business evolves.

Picking the right B2B sales software is about finding the balance between what you need today and what you will need tomorrow. Keep these three areas in mind, and you'll be on your way to choosing a tool that not only fits your business right now but also helps it thrive in the future.

Selection Criteria For B2B Sales Software

Here’s a short summary of the main selection and evaluation criteria I used to develop my list of the best B2B sales software for this article.

Core Functionality

I really focused on B2B sales tools that delivered accessible avenues to capturing quality leads. You have so many ways to connect with potential buyers but you only want to reach out to the ones that are actually interested in your product. Here are a few of the things I was looking for:

  • Prospect data capture that’s accurate and consistent
  • Customizable curated lead database
  • Flexibility and adaptability for growing organizations

Key Features

With the functionalities listed above come some really important features that I was looking for in each software option, including:

  • Sales and marketing accessibility: Both these teams may need to use your B2B sales software to better streamline their collaboration and communication, as well as get data and insights to inform and align their strategies.
  • Buying or building lead lists: Some tools allow you to buy lists and sort them yourself, while others focus on providing you with data accuracy. Some even help you source lead data from specific locations, like LinkedIn.
  • Low barrier for entry: All the tools on my list are relatively easy for anyone on your team to learn and utilize. You can start leveraging most software features right away, without excessive onboarding and training.
  • Scalability: I’m just as optimistic about your business growth as you are, so I looked for tools that would grow with you to accommodate increasing lead volume, more complex workflows, new team members, and other B2B business needs.

Usability

I briefly mentioned above that I chose tools that didn’t have a significant learning curve to ensure you can adopt and incorporate them into your workflow right away. This also means I explored options with supportive onboarding and extensive guides for the more complex platform features.

Pricing

There is some variation in pricing based on what these tools can do. When you’re buying records and data, you’re usually paying a flat rate for a list, which could be as low as $0.04 per record. However, some tools are based on a monthly usage fee, which may range from $30 to $150 per user per month.

Integrations

I know you have other tools that make up your tech stack, so the options on this list need to integrate with them for better data sharing and decision-making. You’ll see the most popular integrations for every tool on this list to ensure better collaboration with CRMs, email marketing, and other sales tools.

People Also Ask

Have more questions? Here are answers to some common FAQs.

What are the benefits of B2B sales software?

Using tailored B2B sales software has a number of benefits, including higher quality lead generation, simplified scalability, and automation of manual tasks to free up time for more important work.

How does B2B software work?

Most of the software listed here is related to lead generation, so the method depends on the tool. Some of these tools help you capture the information of website visitors, others aggregate data from social media and other public profiles, and some provide ready-made lists for a flat rate.

Most options also operate on a data accuracy guarantee that helps you check the validity of phone numbers, email addresses, and other publicly available information before reaching out to new contacts so you don’t waste time on inaccessible leads.

How do you build a B2B sales pipeline?

Building your sales pipeline is all about making it easier to drive a consistent sales strategy. Here is an outline that can help you take a contact and transform it from a marketing qualified lead to a sales qualified lead, and finally, to a customer.

  • Generate leads from social media, public profiles, or referrals
  • Whittle down your leads to those most likely to be interested in your product
  • Reach out to a qualified lead to gauge their interest
  • Continue building a relationship by scheduling a call with the best point of contact
  • Have an official sales call to give your pitch to the right person
  • Negotiate and close the deal with the final price, terms, and contract management

Other B2B Sales Software Reviews

This type of B2B sales software may be only one piece of the search to build a workflow of the right software for your organization. Check out some other B2B sales software options that might be a good fit:

Conclusion

Lead generation for your B2B sales is an essential part of your sales pipeline and creating a thriving, growing business. Whether just one of these tools fills the gap in your workflow or you need a couple more to help complete your tech stack, the entire RevOps Team is here to help.

Sign up for our newsletter today and enjoy access to expert insights from the leaders in the revops field.

Phil Gray
By Phil Gray

Philip Gray is the COO of Black and White Zebra and Founding Editor of The RevOps Team. A business renaissance man with his hands in many departmental pies, he is an advocate of centralized data management, holistic planning, and process automation. It's this love for data and all things revenue operations landed him the role as resident big brain for The RevOps Team.

With 10+ years of experience in leadership and operations in industries that include biotechnology, healthcare, logistics, and SaaS, he applies a considerable broad scope of experience in business that lets him see the big picture. An unapologetic buzzword apologist, you can often find him double clicking, drilling down, and unpacking all the things.