B2B Sales Trends and Future Outlook

Now a days, the B2B sales landscape is undergoing a significant transformation, driven by technological advancements, shifting buyer behaviors, and the increasing importance of digital channels. To stay ahead of the curve, businesses must try to understand the current B2B Sales trends and future outlook in order to adapt and innovate their sales strategies.

To start with, let us learn what is changing in B2B Sales…

Image Credits - Freepik

Emerging Trends in B2B Sales

These are the Top 5 emerging trends being observed in the current B2B sales ecosystem.

1) Personalized marketing and account-based strategies: 

Customer experience is taking a center stage and is now becoming an important KPI being tracked by every serious business. In order to score 10/10 on customer experience, businesses are leveraging the power of AI and data analytics to build more personalized marketing campaigns. In B2B organizations, Account based Marketing (ABM) is becoming a new norm. Here ABM is helping them do more personalized account specific marketing which are having more context and relevance to the customer’s problem.

2) Social selling and influencer partnerships

With the emergence of Influencer era, social selling and Influencer marketing has been gaining importance. Social proofs form a big factor in B2B sales conversions. Businesses have now actively started employing social selling and Influencer partnership as part of their Sales and Marketing strategy. 

3) AI-driven sales tools and automation

The new generation tends to be more tech savvy and it applies the same to businesses as well. All the modern and dynamic businesses are keen to make use of technology, especially with the emergence of AI, AI driven sales tools such as CRM and automation are at the center of attraction. These tools are not just hype but are becoming the real necessity considering the value it is providing to the sales professionals who are using these tools to get their work done faster and better.

4) Virtual sales channels and video engagement

Post Covid19, the whole world witnessed a common shift in the way we work. That’s the emergence of Remote work becoming the usual norm. With this shift, virtual sales channel became another common norm in B2B sales. In continuation with that, B2B organizations are actively adopting virtual sales and video engagement as one of their distribution channel. 

5) Sales enablement and continuous training

Modern businesses are now a days appreciating the importance of sales enablement and continuous training in sales conversion. If a sales rep is lacking the right content and knowledge about the products, he will feel helpless while trying to close a deal in spite of having brilliant sales skills. Hence the businesses are adopting continuous training and sales enablement as part of their sales strategy.

6) Collaborative relationships and strategic partnerships

Businesses are realizing that they can derive a lot more value if they work in more collaborative way. This is leading to more and more businesses entering into strategic partnership with their vendors as well as customers in order to create and derive a better value. Hence, modern businesses are trying to cultivate a collaborative work culture and trying to make use of strategic partnership to fuel business growth.


The B2B sales landscape is evolving rapidly, and businesses must adapt to stay competitive. By understanding the changing dynamics and embracing innovative strategies, you can drive sustainable sales growth and success in your business.

I hope you liked reading this post, Let me know your thoughts…

View Call Logs against a Lead

Hello everyone, we just went live with a new update on ToolsonCloud CRM. With this update users will be able to view Call logs associated with a lead at one single place without the need to search each and every call log.

Here’s a brief of this release…


Prior to the update, ToolsonCloud CRM had Call Logging module using which users can add and keep track of their call logs done. Users can associate each call log with a linked lead or contact or a deal.

There was a need for the users to get a quick glance of all the call logs associated with a particular lead. 

What’s New?

With this update, if users have associated a linked Lead while creating a Call Log, then they will be able to get a list of all call logs associated or linked to a particular Lead.

Users will be able to view all the call logs associated with a lead at a single place. To get these call logs, users can go to the respective lead’s detail page and can find all the call logs in the right side bar as shown in the below image:

This section will list down all the call logs tagged to that particular lead and will display the call notes and the date and time of the call.

If the user want more details about any particular Call Log, he can click on the call notes to view the detailed Call Log’s page.

I hope you will like using this feature, do let me know your thoughts on this…

Automated Emails on Lead assignment in CRM

We just did a major release this month with a new feature on ToolsonCloud CRM. With this update, we introduced Workflow Automation module in the CRM. 

To start with, users will be able to create an automated workflow to send email notifications upon creating and assignment of any new lead in the CRM. 

Here is a brief about this release…


There was a need where CRM users wanted to create their own custom workflows based on certain events or actions which are happening in their CRM account.

Some of the examples of these workflows may include but not limited to: 

  1. Notification to be sent to the Sales owner whenever a new lead is assigned them, 
  2. Sending a welcome email to a newly added lead or deal’s prospect, 
  3. Automatically assigning the sales representative of the leads or deal based on the deal value or type of leads, etc.

Hence we wanted to introduce a Workflow Automation module in CRM to equip the users with the capability to create custom workflows to automate their sales processes.

What’s New?

With this new update, we have introduced a new module in CRM for Workflow automation.

Using this module, users will be able to create custom workflows against various event triggers in the CRM. To start with, users will be able to create workflows against the “Lead created” event trigger.

Users can create various actions against the event trigger. To start with the new update, users will be able to create an action to send email notifications to the Sales owner using a custom made email template.

To use this feature, all users can go to Settings > Common Settings > Workflow Automation

To create a new workflow, users can click on “Create workflow” button.

In the next page, users can give a custom title for the workflow,

In the next step, users need to select the Trigger Entity as “Lead” and Event as “Created”. This implies the custom workflow will be triggered when a new lead is created in the CRM.

In the next step, users need to select the Action Type as “Send Email” and Attribute as “To Sales Owner”. This implies that the action i.e. an email notification will be sent to the sales owner of the lead whenever the selected event gets triggered (i.e. a new lead is created).

In the next option, users need to select the Email Template which system should use while sending this email. If you have not created a custom email template, then you can do so in Email template module by visiting it from “Email” menu on top navigation bar and selecting “Email Templates” from sidebar menu links.

Once you are done creating the workflow, you are all set. You can do a test run by creating one test lead in your CRM account to check if the emails are sent or not.

Soon we shall add a host of new trigger events and actions to support more such use cases for our customers.

I hope you will like using this feature. Do let me know your thoughts and feedback.

What is a Lead Magnet?

If you have been listening to the term “Lead Magnet” lately and would like to know more about it, then you are at the right place. In this post, let’s learn what exactly a lead magnet is and how can it help you…

As the name suggests, Lead Magnets are some kind of resources which helps you attract leads. They are a type of marketing resources which helps you generate more leads. These resources provides something of value to the prospective customers due to which they are willing to share their contact information in exchange for the value provided in the resources.

Lead Magnet [Image credits]

Let’s learn this with an example.

  • Let’s say you are searching online to invest in a Real Estate property. You came across a website which had a well-researched whitepaper available with analysis of real estate prices across different localities.
  • From your perspective, this is a very useful resource available to you, however you need share your contact information on the website to receive the whitepaper.
  • If you find the content summary to be useful and you trust the website, you would willingly share your contact information.
  • Now, apart from sending you the whitepaper, the website seller (of course with appropriate permission) may also share you some more useful information or great deals which you might be interested in.

Here, the Whitepaper is a Lead Magnet, which helps generate leads via an opt-in form. This is an inbound way of marketing without having to push sell anything.

Businesses usually make use of this marketing tool to provide information & insights of value, to the prospect for free. This encourages the prospects to share their contact information on an opt-in form to receive more such relevant information. These contact information can be leveraged later to warm up the prospects through a marketing or sales funnel for nurturing the leads for a sales conversation.

Examples of Lead Magnets

If you want to create Lead magnets to generate leads, you can do so in many ways. Some of the examples of lead magnets are:

  1. Ebooks
  2. Whitepapers
  3. Free Trials of products and services
  4. Discount codes
  5. Webinars
  6. Videos
  7. Templates such as Business plan template, marketing plan templates, sales email templates, Pitch deck templates, etc.

You can prepare these resources by providing a comprehensive and informative content which is focused on a particular topic around your niche. These might be some problems which your target audiences are generally searching to solve. 

Here, you can provide more insights and solutions to the problems faced by your prospects. With these you can demonstrate strong expertise in your domain to establish a trust with your prospect, which will ultimately help improve your chances of getting any business in future.

Having said that, you should always remember that the goal of creating a lead magnet should always be to initiate a conversation with your audience instead of trying to strike a sales deal with them from day one. The goal is help your audience and nurture the relationship.

Hope you had a good time learning about Lead Magnets. If you are interested in trying out a CRM to track your leads, feel free to try out ToolsonCloud CRM. It’s free.

Receive CRM subscription expiry notification

Dear all, we just pushed an update on ToolsonCloud CRM recently with one of the update being an email notification upon subscription expiry.

Here is a brief of this update


As the subscription expiry is an important event for the customers, there was a need to provide an email notification to the CRM users once their subscription expires. 

What’s New?

With this new update, now if your subscription is expired, you will get notified automatically via an email.

This shall help the CRM Administrators take appropriate action to renew their subscription on time, in order to retain access to the advanced features available in the Premium plan.

Additionally, if you ever need grace time period to renew your subscription due to your organization’s financial operational procedures, you may feel free to hit us a reply on the same email thread. We shall help you by extending the subscription for a free grace period so that your team continues to use the advanced features without any service interruption.

Please note that you should be an Active user with Administrator role in your organization’s CRM account to receive this notification. You may visit the ‘Users & Roles’ page under your CRM settings to alter the roles or account status of your users.

We hope that this enhancement shall help improve your experience using ToolsonCloud CRM.

Do let us know your thoughts on this…

Save unfinished Emails as Draft in CRM

Hello everyone, we are back with a new update on ToolsonCloud CRM and in this update we have introduced the “Save as Draft” feature under the Email module.

Read on to learn more about this feature…


Currently ToolsonCloud CRM has an Email module where in users can add their business emails accounts and can send email to leads and contacts from their business emails, directly from the CRM. 

We felt that that in certain cases, Sales reps sometime work on a longer email. The longer emails take a while to be well drafted as sales reps are required to do some research before sending the final email to prospects. In this case they may be required to go back and forth on their local document manager and CRM which may become a bit time consuming.

In order to remove this friction, we wanted to introduce the option to save an email as draft, so that user can come back later, edit it and send the final version.

What’s New?

With this new update, users will be able to save any email as draft. 

While drafting the initial email, user can save the email by clicking on “Save Draft” button located just next to “Send Message” button.

User can locate the saved email by visiting the Drafts page. They can navigate to the Drafts page from the links located on the left sidebar in Email module.

This page shall list down the emails which are saved as draft. User can click on any of the draft to work on it again.

Once they are done with the updates, they can click on “Send Email” button to send the final version of the email.

I hope you will find this enhancement useful. Do let me know your thoughts… 

View enhanced Quotation details in CRM

Hello all, we just dispatched a new update on ToolsonCloud CRM with an enhanced view of the existing Quotation details page.

Here is a glimpse of what’s new in this update…


The data points which were present in the older version of Quotation view page was limited to the line items of a Quotation such as shipping addresses, product list, associated contacts which the users can instantly edit and save. 

However we felt that the users would also be interested in getting to know more.

What’s New?

In this update, we have made notable enhancements in the detailed view page of a Quotation.

The new Quotes view page will appear something like this:

Now, users can get a preview of their quotation, on how it will actually look when they generate a PDF output for this quote. This preview pane will display the address information, products & services list and the associated total amounts.

On the left side bar, users will be able to check out the metadata associated with this quotation. This includes the Sales owner of the quotation, the associated deal, contacts and organization. Additionally users will also be able to view the creation and last modified date of the quote. 

If users want to update any of the information, they can do so by clicking on the Edit icon on the top right corner of the sidebar card.

If the users wish to download the quotation in PDF format, they can do so by clicking on the “Download” button on the top right corner of Quotation preview card.

We hope that these visual enhancements shall help improve your experience of using ToolsonCloud CRM. Do let us know your thoughts on this.

Instantly View Overdue Tasks in CRM

We just dispatched a new feature on ToolsonCloud CRM which allows you to instantly get a view of the tasks which are in overdue state and needs your immediate attention.

Here is a brief of this new feature…


Currently, if a user wants to track a task associated with any lead, deal or a contact, they can do so using the Task module in ToolsonCloud CRM.

However many tasks go un-actioned by their Sales owners even when the planned date of the task has already passed.  

It may happen that the user genuinely misses the deadline planned to achieve the task, or sometimes they might forget to mark the task as done in CRM, or sometimes the due date gets genuinely moved to a future date as per business priority but is not updated in CRM.

What’s New?

With the new enhancement, now if you create a task in ToolsonCloud CRM and later if that task passes its planned due date and still is marked as Open, then you will be able to see a red colored “Overdue” badge in the Task list page, just next to the Due date associated with the task.

The demonstration of this feature is shown below for quick reference of users:

This badge will ensure that the Sales persons are taking action on the tasks well on time and shall also help maintain the CRM data clean by updating the correct status of the tasks in case any task is already completed or the planned ETA is shifted to a future date. This will help keep the CRM data clean which will ultimately help the Sales Leaders get an accurate insights into the Sales pipeline of the business

I hope you will like using this feature. Do let me know your thoughts and feedback.

Prevent accidental deletion of leads or deals in CRM

We recently went live with a new update on ToolsonCloud Sales CRM. In this update, we made certain UI enhancements to prevent accidental deletion of leads or deals.

Here’s is a quick peek into this enhancement….


Until now, if any user wanted to delete a lead or deal, they can navigate to leads or deals listing page and they can click on delete button from the option menu of the particular record’s row, in order to delete them instantly.

Though this was quick and easy to do so, sometimes it may happen that the user could have accidentally deleted Leads or Deals. 

There was a need for the user to review the action before performing any delete action on any record.

What’s New?

Post this update, if a user tries to delete any Lead or Deal, the user will be displayed an addition popup dialog box prompting them to confirm if they want to delete the record.

The dialog box shall appear as shown in the below image.

In addition to this, if any of the Lead or Deal cannot be deleted due to any linked Meetings or Tasks, system shall display appropriate error messages to the user mentioning the reason why the selected action cannot be performed.

I hope this small improvement shall help improve your user experience. Do let me know your thoughts.

Manage Meetings in CRM without sending Invitation emails

We just went live with a new feature on ToolsonCloud CRM, which lets you choose if you wish to enable or disable the meeting invitation emails being sent to your invitees.

Here is a brief of this new update…


Until now, whenever any user creates any Meeting in Toolsoncloud CRM, the attendees of the meetings are sent a Meeting invite over an email. The recipients can add the invites in to their Calendar (such as Google or Outlook).

However, certain users prefer to add meeting invites only for Internal tracking. They do not want to send Meeting Invitation mailers to the invitees. Until now, there was no such option available to control sending the Invitation emails.

What’s New?

With this new update, now users can control whether they want to send a meeting invitation email to the invitees while creating a Meeting invitation.

While creating a Meeting, users will get a dropdown option titled “Send Meeting Invite” as shown in the below image. 

If the user wants to send a meeting invite email to attendees, he can select “Yes”, otherwise he can select “No”.

This option will also be available in case you are updating an existing Meeting Invite. Here, you are free to control if you want to disable or enable email updates while updating an existing meeting details in CRM.

In case the user is canceling a Meeting in CRM. Email notification will be sent to the invitees only if the previous Meeting invitation was sent to them. This shall help the invitees to get an update regarding the cancellation of the event, so that they can remove the invite from their calendar.

I hope you will find this new feature useful. Do let me know your thoughts in the comments or via email.

If you are yet to try ToolsonCloud CRM for your business, go check it out and do try it for free!

View count of Pending Tasks by user in CRM

We just rolled out a new enhancement in your beloved ToolsonCloud CRM which gives you the capability to view the count of pending tasks against each user in your CRM account.

Here’s a sneak peek into this new update…


Sales Leaders always want to get a summarized view of the actionable of their team members. Task module is one of the important module in CRM which gives a view of the next set of actionable for each team member which might be against any lead, deal or a contact.

However, Sales leaders may find it difficult to assign tasks to their sales reps if they are not aware of the current workload of their team members. Hence it is essential to equip them with some insights to help them understand the number of pending tasks assigned to each team members.  

What’s New?

Starting today, your dashboard page will have a new dashboard element which will provide you with user wise count of the number of pending tasks in each user’s bucket.

This insight will be available under a card titled “Pending Tasks”. This element can be located just next to the existing dashboard element titled “Tasks Added Daily”.

This dashboard element shall be visible to all team members in the organization including both Admin users and team members.

Here’s how this will look like:

We hope this dashboard insight shall prove to be helpful for you to improve you sales process.

We look forward to hearing from you…

Get Sales Funnel view of Leads in CRM

Dear all, we just dispatched a new feature on ToolsonCloud CRM using which you can now get a Sales Funnel view of Leads in your beloved CRM.


In order to make consistent sales, Sales leaders are required to ensure that their leads pipeline is filled in appropriate ratios at every stage of the leads journey. Sales leaders are also cognizant of the fact that not every lead will necessarily get converted. Many leads may drop off or may not be qualified at all to be pursued further by the organization. 

Hence Sales leaders would want to track the sales funnel metrics on regular basis in order maintain a consistent flow of leads.

What’s New?

With this new update, you will be able to see a new dashboard metrics in your CRM dashboard titled “Active Leads Funnel”.

You can locate this dashboard element just next to the metrics for “Leads Added Daily”.

This metrics shall provide you with insights on the number of active leads which are currently in the pipeline at various stages.

Here is a quick peek into the Sales Funnel metrics displaying the number of Leads which are Cold, Warm or Hot.

We hope this metrics will help you gain better insights into your sales state and shall help you maintain a healthy sales pipeline for consistent sales conversion and growth.

We would love to hear back your thoughts on this…