Mobile Sales Applications

Whenever I speak with Sales Leaders and Founders, one topic that often emerges is the evolution of sales channels in the post-COVID era—especially in the US enterprise market. The pandemic brought massive shifts, forcing most businesses to lean heavily on digital and remote selling. While this created efficient and scalable sales models, the value of face-to-face interactions in complex enterprise sales has never been entirely replaceable. As we settle into the post-COVID world, Direct Field Sales has made a strong comeback. In fact, recent studies indicate that: 67% of enterprise decision-makers prefer in-person meetings for strategic deals over purely digital engagement. Companies investing in field sales teams report a 25-30% higher close rate compared to those relying solely on inside or digital sales teams. 78% of US enterprise deals worth $500k+ involve field sales interactions at critical deal stages. Why is Direct Field Sales regaining prominence? 1️⃣ Building Trust: Enterprise-level decisions often involve multi-million-dollar commitments. Nothing beats a handshake to solidify trust. 2️⃣ Complex Deal Cycles: High-value deals require navigating multiple stakeholders. A field presence helps align internal buy-ins. 3️⃣ Standing Out: In a crowded, remote-first sales world, being present in person makes a lasting impression. However, the game has evolved. Today, a successful Direct Field Sales strategy is hybrid by design. Reps rely on digital tools for discovery and initial engagement, while reserving in-person meetings for critical stages. 💡 My Take: The future is about blending the efficiency of digital channels with the power of personal presence. The businesses that strike the right balance will dominate the enterprise market. What are your thoughts? Is your organization seeing a similar shift back to field sales? Would love to hear how you're shaping your sales strategies post-COVID! #SalesLeadership #EnterpriseSales #DirectFieldSales #PostCovidTrends

I hate buying lead lists. Instead, here's my favorite workflow to find customers that actually convert into revenue. 1. Listen for specific keywords customers use in sales calls to describe what they work on (e.g. "verification", "documentation", "api product", "HTC") 2. Ask ChatGPT for a list of companies that have teams like above: > What are examples of companies that have intensive verification processes and manufacture custom silicon? > What are some examples of companies that have a long verification and extraction phase? Or companies that are building chips for AI? > Are there more companies that fit in any of the criteria I named above? 3. In Sales Navigator, add the companies to the Current Company filter. Search for your internal champion's job title. I often pull up an existing customer's profile and look at what they use for their headline and title. Under the Current Title filter, add these keywords and any relevant keywords from Step 1. 4. QA your search results, paying attention to profiles on Pages 3 or 4. Make sure you're still getting ICPs beyond the first few results. If your search is too broad, you can filter for Director and VP levels and exclude any geographic regions that you will not be able to sell to. 5. Using Evaboot, export the list of LinkedIn profiles to your CRM and prospect using personalized messages. Or if you're running a founder brand play, connect with 150 profiles per week. ____ It's been a big week. Multiple clients were able to meet with dream customers using this workflow (from cold outreach to in-person meeting). I like this method because profiles are tangible and therefore forecasts are tangible. But there are not enough teams using it. Share this post with your sales team and make the most of your outbounding!

Why is no one talking about the real issue in field sales? Most sales reps are executing but zero ownership. And it’s costing companies millions in lost opportunities. I worked with a VP of Sales in the industrial sector who had strong boots on the ground. But here’s what we uncovered: His field reps were running routes, checking boxes, and reporting back… But they weren’t thinking like owners of their territory. No pipeline strategy. No prospecting game plan. No real understanding of their numbers beyond what was handed to them. So, we built something different: A Territory CEO Framework. Reps began each quarter with a territory business plan. They segmented their accounts by potential, not just geography. They started tracking leading indicators, not just lagging results. Weekly 1:1s shifted from check-ins to strategic reviews. What happened next? → One rep identified a stalled account worth $500K and flipped it. → Another reduced their travel by 30%, and doubled their face-to-face selling time. → Team-wide forecast accuracy went from 62% to 89%. The magic wasn’t in more effort. It was in more autonomy and ownership. Because when your field reps start thinking like Territory CEOs, they stop waiting for direction, and start driving outcomes.

A typical Mid-Market seller might manage 50 different opportunities at any given time. An SMB seller might have to manage 70. For each account, she has to track 9+ different notifications, news alerts, enablement tips, and insights for every account they manage. (Here’s the full list) 1. Unique point of view on the market Teach the prospect something differentiated and new. Commercial teaching à la Challenger. Some kind of market driven insights. 2. Competitor insights Know the features, know the positioning, know how we’re different. 3. Relevant case studies How does our solution apply to this person, this industry, this very specific use case which is subtly different from all the others. 4. Updated account plans Who’s above the power line, who has a preference for solution, who doesn’t like us but doesn’t matter. The orientation and next steps for every relevant person across 20+ relationships per account. 5. MEDDPICC documentation Down the extensive checklist and cross-referenced against our champion plus all the other stakeholders. See above. 6. Funding updates Did they just raise? Divest? Get acquired? Better show up with in-depth knowledge about all of that. 7. Job change alerts Open headcount. Shifts in new positions. Reallocated headcount budget. 8. Content engagement tracking They read the white paper (or didn’t). They subscribed or unsubscribed from our newsletter. Just how interested are they? 9. Field marketing data They just attended one of our prospect dinners in Austin. But was it the right person? How did it go? Check in with the event manager to make sure we made a good impression. Manage and track all of that information. Manually. Consistently. All updated. All correct. In time for accurate forecasting and commit meetings. It’s a lot. I’ve been building and managing revenue organizations for 20 years. It’s always been hard and its only getting harder. SOLUTION We’re moving from a world of “work harder” to a world of “work smarter” Companies and sales leaders are now leveraging AI in production where it can make a difference. Updates the data. Fills in the empty fields. Coaches and levels up. Nudges and reminds when appropriate.  AI that actually does the work.  That's why ZoomInfo just launched ZoomInfo Copilot Workspace. It gives sellers: - Complete buyer context - Automated research - One workspace where execution happens Not another dashboard or pane of glass. An actual execution layer that does the work. Great teams bridge the execution gap. The execution gap that separates winning teams from losing teams lies in simplifying the job of the seller so they can spend more time doing what we want them to do: talking to prospects and closing deals. That’s where we need them.

AI sales tools are everywhere. Here’s the only list that matters: Each one replaces a manual process, a tool, or a full-time rep. ChatGPT : • Records your voice and turns it into clean, structured notes. • Gives you summaries, bullet points, action items, and questions. • Works locally. No bot joins your calls. • Perfect for solo sellers or lean teams replacing 3 tools at once. Substrata : • Analyzes nonverbal signals: tone shifts, silence, hesitations, micro-pauses. • Detects buyer discomfort or hidden objections before they escalate. • Flags deal risk in real time so reps can adjust instantly. • Ideal for big-ticket, multi-stakeholder sales cycles. Clay : • Pulls data from tools like LinkedIn, Clearbit, and Apollo. • Filters and enriches leads with if/then logic blocks. • Updates lists dynamically in real time. • Replaces VAs, scraping tools, and spreadsheets. lemlist : • Uses AI to write unique icebreakers for every lead. • Pulls in job title, company, and location to sound human. • No more generic intros or manual research. • Great for reps who send volume but still want reply rates. Topo (YC W24) : • An AI SDR trained on your offer, tone, and ICP. • Handles list building, message writing, and outreach by itself. • Books qualified meetings with zero manual effort. • Perfect for founders or lean GTM teams scaling fast. These tools don’t sit on top of your workflow. → They are the workflow. Use what drives pipeline. Ignore the noise.

I've helped 9 companies in the last 1.5 years grow through outbound. This is my go-to tool stack: 1. 𝗗𝗮𝘁𝗮 - Apollo.io Most accurate data I've found on the market by far. Sometimes I'd combine it with Seamless.AI 2. 𝗗𝗮𝘁𝗮 𝗰𝗹𝗲𝗮𝗻𝗶𝗻𝗴 - Bouncer Very reliable and affordable tool. Been using it since the beginning of my outreach career. 3. 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 - LinkedIn 𝗦𝗮𝗹𝗲𝘀 𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗼𝗿, Apollo.io Sales Nav is a self-explanatory - if you're selling b2b, you need it. If I couldn't afford both, I'd go with Apollo only - they have an even more detailed search function than SN, and they give you emails, a no brainer. 4. 𝗦𝗲𝗾𝘂𝗲𝗻𝗰𝗶𝗻𝗴 - lemlist, Apollo.io, 𝘁𝗲𝘀𝘁𝗶𝗻𝗴 Reply.io 𝗿𝗲𝗰𝗲𝗻𝘁𝗹𝘆 Been with lemlist for years, ever since it was a very scrappy tool. It used to let me personalize at scale, which no other tools could + plus I learned a ton from their content. Apollo is again, a useful tool if you're low on budget, but it doesn't include a warm up feature (crucial for email outreach success). Reply is getting there, they remind me of Apollo, they have a warm up feature, but very inflexible on pricing (higher and billed annually) 5. 𝗘𝗺𝗮𝗶𝗹 𝘄𝗮𝗿𝗺 𝘂𝗽 - lemwarm 𝗮𝗻𝗱 Warmup Inbox Lemwarm was top of mind when they launched, plus it's conveniently packaged with the outreach license for lemlist. Warmup Inbox is a great affordable alternative, if I'm warming up standalone addresses. 5. 𝗖𝗮𝗹𝗹 𝗿𝗲𝗰𝗼𝗿𝗱𝗶𝗻𝗴 - MeetGeek I always needed a tool that's gonna record and transcribe my sales calls, but not cost me a fortune. Dan Huru and the team turned out to be an amazing solution. Been proudly using MG for almost 2 years now. Very simple to use, sticky and automates deal creation, note taking and task management in Pipedrive and Hubspot. 6. 𝗩𝗶𝗱𝗲𝗼 - 𝗻𝗼𝘁 𝗮 𝗵𝗲𝗮𝘃𝘆 𝘃𝗶𝗱𝗲𝗼 𝗴𝘂𝘆, 𝗯𝘂𝘁 Loom 𝗮𝗻𝗱 Vidyard 𝗮𝗿𝗲 𝘁𝗼𝗽 𝗼𝗳 𝗺𝗶𝗻𝗱. Saw Gabi Sayah 🌎💻 recently started advising for a promising tool Sendspark. Most likely worth checking out! 7. 𝗖𝗥𝗠 - Pipedrive 𝗼𝗿 HubSpot - Easy choices. Especially Pipedrive for earlier stages. 𝗕𝗼𝗻𝘂𝘀: been seeing Paage.io 👀 all over my feed lately. It’s basically a “𝗼𝗻𝗲 𝗹𝗶𝗻𝗸 𝘁𝗼 𝗿𝘂𝗹𝗲 𝘁𝗵𝗲𝗺 𝗮𝗹𝗹” concept. You put all your collateral in one place, send via email and then track what your prospects are spending their time on, where the resources are being shared etc. Seems like Neil Gandhi knows his stuff. What are your outbound sales weapons? #sales #coldemails #outreach #data #sdr

Sales Technology is a 65.6B market with 10,000+ software applications. I run a $3.6M/year prospecting agency and tested 200 tools for 100+ clients. Here’s what your stack needs: 1️⃣ A reliable B2B database The biggest predictor of outreach campaign success relies on your ability to put your message in front of the right person. I suggest B2B databases such as: - LinkedIn Sales Navigator (Arguably the most up-to-date B2B database on earth) - Ocean.io (A solid database to find niche data, with features that let you target similar companies to your existing clients) - Apollo.io (Cost-effective database with similar data to LinkedIn). Also heard great things about Keyplay & Cognism. 2️⃣ Clean data enrichment solutions You’ll likely contact your leads via phone, LinkedIn DMs or email. This means you need valid email addresses, phone numbers or both. You’ll find some data from B2B databases. For the data you can’t find, enrichment solutions come in handy (e.g: Prospeo.io, LeadMagic & Icypeas) You can also use ‘waterfall’ solutions that combine several enrichment tools in one. (FullEnrich, Clay & lemlist do that) 3️⃣ AI Agents or Workflow Orchestration solutions Agents & Workflow orchestration solutions have been popularised in 2024. Examples include tools like Clay, Relevance AI, Unify & Common Room. Creating cold outreach campaigns used to be fragmented across 5-6 tools and involved moving around .csv files. You’d build a list on a platform. Import it to another to find emails. Then, a 2nd one to verify these emails. Finally, you’d import it to your engagement platforms… but not before trying to find unique data points to leverage in your outreach. Whether you use agents or workflow builders, you’ll save time by not repeating unnecessary manual tasks. Also, they allow you to perform deep research & qualification, mimicking an army of assistants, as you learn how to properly prompt/configure these tools. 4️⃣ Sales Engagement platforms Whether you plan to engage your prospects via email (Instantly.ai), LinkedIn (HeyReach), or both (lemlist)… There’s a tool that will help you automate a good chunk of actions. An essential part of cold outreach via email is deliverability. Make sure your platform of choice invests resources on the matter. 5️⃣ Technologies to close deals Hopefully, your outreach campaigns give you plenty of leads to work. You’ll want one source of truth, typically a CRM. Typical solutions include HubSpot. Newer ones include Attio, folk. There's also a new breed of CRM, made for social media, like Breakcold. Finally, a life-saver for your sales calls is to add a note-taking solution. Attention does it for us. Other solid picks include Circleback, Fathom, tldv. I’d focus on these 5 ‘categories’ first. I'm curious: what’s the ONE tool you’ve tried in 2024 that you’d recommend?

Most B2B databases give you people. Names, emails, phone numbers.   But they don't tell you WHEN to reach out.   Saleshandy just closed that gap with Lead Finder 2.0. I've been testing it heavily.   Here's what changed:   1️⃣ 800M+ verified contacts (industry avg ~200M database). Every email goes through real-time waterfall verification before you see it. No extra cost.   2️⃣ Company Tab lets you search companies first by funding stage, employee growth, tech stack, and revenue, then drill into the people inside them. Account-based prospecting built directly into your cold email platform.   3️⃣ 8 buying signals tell you WHO to reach out to and WHEN:   → Rapid Growth (50-100 new hires in 6 months) → Recently Funded (last 90 days) → New GTM Executive Hires (CMO, VP Sales, CRO) → Leadership Churn (VP+ departures) → Scaling Engineering teams → Active M&A activity   These catch companies during the exact moments they're evaluating new vendors.   4️⃣ Smart lists with include/exclude. Build prospect lists, exclude them from future searches. Agency running multiple clients means zero overlap. Handles 50K records per operation.   5️⃣ Credit economics that make sense. 7 credits for email + phone (Apollo charges 9). 50% of unused credits roll over monthly.   6️⃣ Everything stays in one platform. Find the lead, save to a list, push to a sequence, track replies, manage in CRM without duct-taping three tools together.   Saleshandy went from being a cold email tool to a full prospecting platform with this update.   Over to you: Are you still using separate tools for lead data and outreach, or have you consolidated into one platform?

Founder: "I don't know which sales tools to use anymore" Me: "I run outbound for 10+ B2B SaaS companies. Here's what actually works" 👇 (Pick 1-2 tools per category) 1/ Data sourcing platforms I rely on: ➤ Clay (combines AI agents, intent data & 100+ enrichment platforms) ➤ LinkedIn Sales Navigator (still the foundation of most B2B data) ➤ Ocean.io & PandaMatch 🐼 (excellent for niche segments & building lookalike audiences) 2/ Email & phone enrichment tools that deliver: ➤ Single enrichment solutions: Prospeo.io & LeadMagic ➤ Waterfall solution: BetterContact Pro Tip: Most of these can be integrated directly into Clay via API. 3/ For monitoring buying signals (crucial for timing outreach): Usually quite custom, but here are some tools you can check out: ➤ Unify (aggregates signals, AI agents & workflow orchestration) ➤ Common Room (monitors the most comprehensive intent signals) ➤ Trigify.io (best for social intent tracking) 4/ For actually reaching out while ensuring deliverability: ➤ lemlist (great multi-channel engagement platform) ➤ Smartlead Alternatives to check: Woodpecker.co (all-in-one emailing) & Expandi.io (LinkedIn), HeyReach.io (LinkedIn outreach at scale w/ multiple accounts), Instantly.ai (innovative email sending with unmatched deliverability) 5/ Tying it all together in comprehensive reporting ➤ OutboundSync 6/ Tools to help close deals: ➤ Givemefive for professional sales proposals ➤ Demodesk for AI meeting notes & conversation intelligence ➤ HubSpot as a reliable CRM After helping dozens of B2B SaaS companies build their outbound engines, I've found these tools consistently deliver results. What's the one tool your sales team can't live without?

I wasted $47k testing 200+ AI sales tools so you don't have to. Here's the exact stack that took us to $6M ARR: 1,300+ AI sales tools exist in 2025. Most are unnecessary. Here's what you actually need: 1/ Accurate B2B data Data quality determines campaign performance. Everything downstream depends on this foundation. Your sourcing options: - Standard databases: LinkedIn Sales Navigator, Ocean.io, Apollo - Niche targeting: Openmart for local business focus - Custom scraping: Apify, Instant Data Scraper for specific requirements - Intent signals: Clay, Common Room - prospects showing buying behavior - AI agents: Claygent, Relevance AI, Exa, Linkup - automated prospect discovery 2/ Reliable data enrichment Valid contact information is non-negotiable. You need verified emails and phone numbers. Two approaches: - Point solutions: Prospeo.io, Wiza, LeadMagic - specialized tools - Waterfall platforms: FullEnrich, Clay - multiple data sources in sequence 3/ Engagement platforms - Email solutions: Instantly.ai - LinkedIn outreach: Expandi.io, Valley - Multi-channel: lemlist - email + LinkedIn 4/ Deal execution When prospecting generates consistent pipeline, you need a system to close those deals: - CRM: Attio, Breakcold for deal tracking - Intelligence: Attention, Momentum.io - call recording, CRM enrichment, next-step recommendations The strategic advantage comes from integration, not tool quantity. What's your latest stack addition? Want weekly breakdowns of the tools that actually work? Join 10,000+ reading getting our AI sales newsletter.