As we move into 2025, the most successful sales teams are doubling down on solutions that centralize data, present it in an intuitive list view, and emphasize follow-up tracking with clear timestamps. These core functionalities make it easier for leaders to provide coaching and training, rather than wondering which tool is causing bottlenecks and think it’s a tech problem. It’s more often a skills problem.
In this post, we’ll share four examples of simple, effective tech stacks that have driven results in 2024 and are poised to continue thriving in the coming year.
Stack one uses Salesforce, Apollo, Linkedin SalesNavigator, BetterContact and Rocketphone. The traditionalist.
The key here is that Apollo is used to build lists and export to Salesforce. The team then have Linkedin and Bettercontact to source more contacts and find more numbers. They are 90% calling for their outreach and Rocketphone provides AI transcription, prompting and note taking all in real time. It adds this all to the contact notes as it is happening. All contacts have a status based on the next step and a time stamp for follow up calls on each SDRs list view. They are averaging 14 meetings per rep per month, at 80 calls per day.
Stack two uses Pipedrive, Kaspr, Apollo and JustCall. Clean and simple.
This team uses the labels in Pipedrive against the organizations, and then saves a filter against the People view. Making it quick and easy for the team to find and work methodically through a list of accounts knowing they are targeting enough prospects is their guiding rule. Apollo, again, is only used to build an initial list, export to csv and loaded into Kaspr’s bulk enrich to get more mobiles, before finally loading into Pipedrive and calling through. The Pipedrive list shows name, job title, company, linked url, phone numbers, and contact status and a time stamp for next follow up. For every contact stays as “new” until they’ve been contacted, and the status changes to reflect the structure of the follow up call. They are making a meeting every 30 dials.
Stack three uses Hubspot, Apollo, Ocean, Heyreach, Instantly, Slack and RB2B. The fast, and modern, game.
This small team has a large TAM in a growing industry with lots of investment: ClimateTech. They build lists in Apollo, enrich and export to Instantly and Heyreach. As they find success they use Ocean to supplement and find new accounts. They are emailing their TAM whilst also running separate sequences in Heyreach on linkedin. All responses land directly in Slack, making it fast and easy for the team to respond to everything. On responding, contacts and the account are automatically created in Hubspot as a lead to be worked. There are custom fields against contacts for prospecting notes, status and time stamps that can all be filled in from the contact page minimising navigation away from their specific list of prospects. They made 23 meetings in month one, and are collecting a database to start calling when they have capacity.
Stack four uses Smartsheet, Kaspr, and Justcall. The anomaly.
This team doesn’t, yet, use a CRM. They are a Smartsheet reseller, which is much like excel or google sheets in many ways. They built simple views that display the same fields in each column as our other stacks. They bought a specific data set of c-level contacts in the renewables space. This forms the base of their approach. Relying again on simple lists that show the contact info and status, notes and next step date is proving the compound effect of tracking conversations, removing distraction and upskilling. They listen back to calls daily with JustCall and leadership coach and share industry developments and insights after every sales call. The SDR averages a meeting a day.
Conclusion
A tech stack that centralizes data, provides actionable views, and prioritizes follow-up tracking empowers teams to stay focused on connecting to and speaking with prospects at scale. As leaders this allows us to better track activity and conversations, and take the appropriate steps towards upskilling our sales reps. This is what truly impacts the pipeline.
Examine the main place of work, set it up to support conversations and follow ups at scale before you look for more silver bullets in tech. By keeping your tech stack straightforward and purpose-driven, you’ll create an environment where sales reps can thrive and leaders can better support their teams. As 2025 approaches, remember: less is often more when it comes to sales tech.
