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Blog | Professional Practice

How Sales Tools Increase Revenue for Galleries

Sales tools are the technologies that sales professionals use to carry out and streamline their activities to close more deals.

By Mary Leigh Cherry on Tuesday June 4, 2024
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Sales tools are the technologies that sales professionals use to carry out and streamline their activities to close more deals. Such tools, like client relationship management (CRM) apps that sync with your email and texting apps, increase revenue by:

  • Boosting efficiency: Art dealers spend less time on tedious tasks and focus more on selling
  • Improving effectiveness: Gallery Owners and Directors can identify the best prospects from new leads and deals most likely to close, heightening focus and prioritization 
  • Increasing adoption: Top-performing sellers are more likely to use sales technology, but the more tools you add to a seller’s tech stack, the lower the rate of adoption  

Below, we’ll look at our recommendations for managing your ecosystem of tools most commonly used by highly successful sales teams and how a comprehensive sales engagement platform, like ARTERNAL, can help you avoid overloading your tech stack and provide you and your team with bespoke tools for the artworld.

Avoid the Trap of Too Many Sales Tools

While sales tools offer numerous benefits, an excess of them can negatively impact your business operations by wasting time and money and increasing the risk of data errors. Art dealers and galleries generally have so many disparate tools that they’re wasting time juggling multiple systems. Research shows that the average seller uses around six different disconnected tools (inventory management, spreadsheets, email, Whatsapp, PDFs, etc.) How many tools does your team use?

Our suggestion?

Consolidate your sales tech stack. Instead of using separate apps for email, SMS, conversation intelligence, and revenue intelligence, use one or two platforms that meet all these needs and more when used actively and efficiently.

The best sales tools solve multiple problems, so you can:

  • Improve CRM and tool adoption
  • Keep sales directors focused
  • Save on hard costs like licensing 
  • Save on soft costs like double entry (disconnected data & lost hours in wages) and support (legal, procurement and IT have fewer apps to review).

Types of Sales Tools Top-Performing Teams Use

Sales tools are a necessity in the modern sales process. To avoid overwhelming your Sales Directors with new solutions, we recommend keeping your tech stack slim and consolidated for a smarter workflow—starting with this list of sales tools.

1. Sales Engagement Tools

Most sales tools in this category include engagement workflows that deliver personalized one-to-one experiences to prospective collectors—with many incorporating a range of capabilities that make life easier for sales teams.

A sales engagement platform should help sellers: 

  • Close deals faster with workflows to scale best practices and standardize sales strategies, while keeping the personal connections
  • Reach more prospects with multi-channel, multi-touch communication (email, text, etc.)
  • Surface next best actions to help sales managers and directors shorten sales cycles
  • Enhance pipeline visibility, real-time insights, and provide seamless integration

Choosing a comprehensive sales engagement platform, like ARTERNAL, will not only include all of the functionality above, but also incorporate the following benefits; prospecting, automation, and productivity.


2. Sales Prospecting Tools

Sales prospecting is a heavily-involved process that takes time out of your team’s day. Sales prospecting tools can reduce the amount of time sales reps spend on this task. Here are some of the ways sales prospecting tools can help:

  • Workflows to guide sellers on your organization’s proven prospecting process
  • Reach more prospects with multi-channel communication (ability to send emails directly & at scale, SMS, Whatsapp, etc.)
  • Simplify processes with in-app email integration with Gmail and/or Outlook
  • Use dashboards and reports for goal progress, activity tracking, and team benchmarks
  • Increase response rates with enhanced contact sales history and information

3. Sales Automation Tools

Sales automation tools refer to sales software that speeds up administration and eliminates manual tasks. Automation is a key component of sales pipeline management tools.

 You should look out for the following capabilities in sales automation software: 

  • Automatic prioritization for improved task management 
  • Ability to re-route prospects based on response outcomes
  • Email tracking  (total emails sent, links clicked, responses etc.)

Sales automation is a tool that sellers can get excited about. It takes some of the guesswork out of their jobs and gives them more time to do what they do best: sell. Choosing a sales engagement platform with extensive automation capabilities, like ARTERNAL will reduce your tech stack and costs. This consolidated approach, focused on automation, can speed up the most time-consuming aspects of the sales team’s days and allow them to focus on developing personalized experiences for current and future collectors. 

4. Sales Productivity Tools

Sales productivity broadly refers to any tool that helps sales directors and assistants get more done in less time. This may include anything from a tool for scheduling meetings to an e-signature service and report generation tools. 

Here’s an example of productivity-boosting features top-performing teams need:

  • Email templates that can easily be personalized (why reinvent the wheel every time?)
  • Automation of repetitive tasks like manual data entry in-app and across multiple platforms
  • Dashboard, pre-built reports, and visualization tools for complex and granular data
  • A mobile app for doing sales from anywhere in the world

It’s ironic that sales teams add sales productivity tools that when combined, actually make them less productive because sellers are bouncing between apps and functionality overlaps. To avoid this, choose a comprehensive sales tool that includes a live-syncing mobile app.

5. Customer Relationship Management (CRM) Tools

Customer relationship management (CRM) tools are the bread and butter of selling art. Sales CRM software manages your director’s relationships and interactions across the sales cycle.

There’s a wealth of CRM tools available today, but of the features to look out for, automatic sync with sales tools is absolutely essential.

This automation ensures that sales intelligence, buyer engagements, and data from the buyer’s journey are in one centralized database so other members of your organization have access to the same customer information to provide the best outcomes for your gallery and your clients. 

Use ARTERNAL’s Comprehensive Sales Tools for Greater Functionality and Less Headache.

Juggling multiple sales tools makes selling tedious and unnecessarily complicated. We understand the idea of “we’re making it work”…—but why keep incorporating disjointed tech when you can add a system that does the work of five apps?

By switching to a cohesive, all-in-one sales engagement platform that integrates with multiple apps, you can deliver more functionality and fewer headaches.

From sales to collector support, ARTERNAL simplifies and streamlines your tech stack. Sales Directors can spend most of their workday in a single system, automate workflows, and craft personalized collector experiences—all without sacrificing integration, flexibility, visibility, or productivity.

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