SD-101 · Module 1

Your Sales Stack

3 min read

You do not need fifteen tools. You need the right five, and you need to use them every day. The modern B2B sales stack has four layers: research, outreach, tracking, and analysis. Each layer has a job. If a tool does not serve one of those four jobs, it is clutter.

  1. Layer 1: Research Claude, Perplexity, or ChatGPT for prospect and company research. LinkedIn Sales Navigator for people data and org charts. These tools replace hours of manual searching with minutes of AI-powered synthesis. Use them before every single outreach.
  2. Layer 2: Outreach Email tool with tracking (open rates, click rates, reply rates). LinkedIn for social selling and warm introductions. AI-assisted writing for personalized messages at scale. The key: every message should feel written for one person, even if the process is repeatable.
  3. Layer 3: Tracking A CRM — any CRM — used consistently. The best CRM is the one you actually update. Log every call, every email, every meeting. If it is not in the CRM, it did not happen. Your future self and your manager will thank you.
  4. Layer 4: Analysis Call recording and transcription. AI analysis of your conversations for missed signals, question quality, and objection patterns. This is the layer most reps skip, and it is the layer that creates the biggest performance gap over time.

Do This

  • Pick one tool per layer and master it before adding more
  • Log every interaction in your CRM the same day it happens
  • Record every call and review at least two per week with AI

Avoid This

  • Sign up for ten tools and use none of them consistently
  • Keep your pipeline in your head or a spreadsheet
  • Skip call recording because "I remember what happened"