B2B companies are navigating some of the roughest terrain  we’ve ever seen in our industry, and we need scalable go-to-market (GTM) strategies now more than ever. The old playbook—reliant on large business development teams, repetitive email sequences, and manual processes—is giving way to a new, innovative approach that revenue leaders have been sharing and refining in public. 

This new model combines powerful tools that are designed to streamline and automate significant aspects of the GTM process and amplify your team’s abilities.

Here’s a no-filler tech stack concept you can try that automates a huge portion of repetitive tasks your outbound reps are doing manually. It opens up their time so they can become solution experts, focus on messaging, and add a new technical skillset that makes them even more critical to your GTM operations. You can get a massive operational boost at low initial cost with each of these platforms. 

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Centralization

• HubSpot: Serving as the system of record, HubSpot CRM organizes all customer interactions across multiple channels in one place and integrates seamlessly with a variety of marketing, sales, and service software. 

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Discovery

• LinkedIn Sales Navigator: This tool helps identify potential prospects and key decision-makers within target accounts, providing advanced search capabilities and real-time updates on lead activities.
• Clay: Clay’s advanced data management and enrichment capabilities allow you to create highly personalized and targeted outreach campaigns. It integrates with various data sources to enrich your lead data, ensuring your sales team has all the necessary information to engage effectively. For example, you can use the Ocean.io integration in Clay to discover new companies in your Ideal Customer Profile (ICP), then use the Apollo integration to enrich new contacts.. 
• Keyplay: Keyplay uses  advanced data aggregation and AI to create and enrich account lists tailored to your ICP. It has some unique signals and refreshes frequently – as a newer cutting edge discovery tool it’s worth keeping an eye on and testing for your market. 

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Enrichment

• Clay: In addition to discovery, Clay excels in data enrichment. It aggregates data from multiple sources to provide a 360-degree view of your leads and accounts, ensuring your sales team has the most accurate and up-to-date information.

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Inbound

• Buffer: Buffer allows you to schedule posts and manage your team’s LinkedIn accounts in one place. It helps drive inbound leads by ensuring consistent and strategic social media presence.
• Webflow: Webflow allows you to build and manage a high-performance website without needing deep technical expertise. Its flexibility and powerful CMS make it ideal for creating landing pages, blogs, and other inbound marketing assets.
• Clearbit: Clearbit enriches your inbound leads by providing detailed company information about visitors to your website. Clearbit is now built into HubSpot to deliver actionable insights and improve lead scoring and routing.
  
  

Outbound

• Reply.io: Reply.io automates your email outreach, enabling you to create personalized email sequences, track responses, and measure campaign performance. It helps your sales team reach more prospects with less effort. Reply also includes email infrastructure management, domain warming, email validation and more. 
• HeyReach: HeyReach offers advanced LinkedIn automation features, allowing you to scale your outreach efforts on the platform. It automates connection requests, follow-ups, and messaging, making LinkedIn prospecting more efficient.

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Validation

• Fathom: Fathom provides website analytics and user behavior insights, helping you understand which marketing efforts are driving results. It offers privacy-focused analytics, ensuring compliance with data protection regulations.
• Shield: Shield is a LinkedIn analytics tool that offers detailed insights into the performance of your content and engagement on the platform. It helps validate your social media strategy by providing metrics on reach, engagement, and audience growth.

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Going Turbo

By replacing the need for large teams of outbound reps  with a more streamlined, tech-driven approach, this new model reduces overhead while increasing reach and precision in targeting. What once took a team of 15 BDRs can now conceivably be managed by one individual with a mastery of automation. 

Looking at it from another perspective, this stack actually makes individual BDRs far more valuable by greatly increasing their output and market coverage. Automation augments your team’s talents but it doesn’t have to replace them. If you already have 15 BDRs you love - guess what? You now have the equivalent of 150 of them. 

This transformation cuts costs and dramatically improves the speed and accuracy of sales operations. 

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Forgetting the Old Ways

Traditionally, successful sales operations in B2B companies have required extensive staffing, including reps, account executives, and dedicated ops personnel. The toolset was vast, encompassing various CRM and ERP systems, email marketing platforms, cold-calling setups, and manual data entry across spreadsheets. So many spreadsheets. It really sucked. 

The old model demanded constant coordination among different teams, often leading to bottlenecks and confusion. In contrast, the modern 10X stack simplifies operations by consolidating multiple functions into fewer tools and fewer roles, if you prefer a lighter headcount. Automation and AI-driven insights make the sales process much more agile and efficient. 

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Cool, Now What?

To help you build the perfect tech stack, Praction is excited to partner with NachoNacho, the world’s largest B2B SaaS + Services marketplace and the best way to buy SaaS. You can save an average of 30% on the best software products and business services, including Hubspot, Reply, and Praction! 

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Good hunting!

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