If you're the sales rep that's guilty of blah-blah-blah outreach, it's ok. This information is going to make you substantially better, and quickly. If you're a sales rep that's already mastered the fine art of tech stack discovery, use this information as a reminder to keep doing it because it works.
Use tech stack discovery to close more sales. -- Brandon Schaefer
Being successful in business today and being a rainmaker sales rep takes skill. There's no luck about it. The best sales rep smoke other sales reps because they know what to do, how to do it, and when to do it, and then they execute like no other.
What Is a Tech Stack?A tech stack is defined as the set of technologies an organization uses to build a web or mobile application. It is a combination of programming languages, frameworks, libraries, patterns, servers, UI/UX solutions, software, and tools used by its developers. -- StackShare
The advantage of knowing a prospect's tech stack before reaching out to them is so you can talk about how a product or service that you're pitching is going to fit into their environment and make their life easier. When you take the time to discover their tech stack, you're going to see that they like apples, so talk to them about apples. When you know a prospect's tech stack, it's basically like going to an away football game, and you have their playbook weeks in advance.
4 Tech Stack Discovery Tools
So enough with the tech stack discovery hype. Let me share 4 tech stack discovery tools that will help you close more sales. The tech stack discovery tools shared are not in any specific order, so don't think I'm giving priority to one over the other.
stackshare.io - Easily map out which open source & SaaS solutions are being used across your engineering teams, why they're being used, and who someone should talk to about each technology.
crunchbase.com - Uncover the software products being used by companies, right on the Crunchbase platform.
zoominfo.com - It's our business to grow yours. Discover how to unlock target markets and hit your number with insight-driven engagement.
builtwith.com - Find out what websites are built with.
All 4 tech stack discovery tools mentioned above will help you close more sales 100% without a doubt. Yes, some of the information and sites are free, while others are paid. I'll leave that up to you to find out, or if you'd like a quick personal consult, reach out and I'll walk you through all 4 of them and share pricing as well as the pros and cons of each.
Some of the tech stack services have export and direct integration into your CRM of choice, which really makes your life easier as a sales rep. Less typing, better data, and insider (public) information, makes all the difference in today's competitive sales environment.
Improve Your Sales StrategyUse this information to improve your sales strategy. It does you no good to read this information and then do nothing with it. The best sales reps learn what works, they use it, they blend up their own recipe for success, and then they just run with it. Be the best sales rep you can be by taking the time to perform tech stack discovery, and then use the information you have to talk about how the products or services you sell complement what they're already using.
*This article was written by Brandon Schaefer and is meant to empower sales reps to close more business.