9 Best Deal Management Software for B2B Sales Teams (2027)

1. Kris Close: Best AI-Native Platform for Managing Deals End to End

Kris Close is part of Kris@Work, an all-in-one AI-native GTM platform designed to help B2B sales teams manage and advance deals using buyer evidence. Rather than limiting deal management to pipeline updates and activity tracking, it connects deal intelligence, health assessment, execution guidance, and CRM management.

Its key capabilities include:

• Deal Management: A single working view of every deal, its current state, history, and required actions. Deals are prioritised using health, momentum, and close date.
• Deal Intelligence: One-click MEDDPICC and BANT qualification based on buyer conversations, with source evidence. It also tracks stakeholder sentiment, stakeholder dossiers, and the buyer org chart.
• Health & Projections: Every deal receives an explainable A+ to F health grade, with contributing signals and a per-deal ARR projection.
• Next Best Moves: Automated account planning ranks actions most likely to advance a specific deal, explains the reasoning, and generates meeting briefs, discovery questions, proposals, and business cases from deal evidence.
• Autonomous CRM: Deal stages and dispositions update automatically based on evidence, with a historical audit trail.

Best for: B2B sales teams that want evidence-based deal execution, proactive guidance, and less manual CRM administration in one AI-native platform.

2. Salesforce Sales Cloud: Best for Enterprise CRM-Native Deal Management

Salesforce Sales Cloud provides a comprehensive CRM environment for managing opportunities, accounts, contacts, activities, and sales processes. Its strength is the ability to customise opportunity management around complex enterprise sales structures.

Pipeline Inspection gives managers a consolidated view of pipeline metrics, opportunity changes, activity information, and deal insights. Salesforce also offers AI-powered pipeline management capabilities that can analyse recent activity and suggest opportunity updates or follow-up actions, depending on the edition and add-ons.

The trade-off is that Salesforce's flexibility can require significant configuration and administration. Some advanced AI and pipeline capabilities also have additional licensing requirements.

Best for: Enterprise sales organisations that need extensive CRM customisation, complex opportunity workflows, and a large integration ecosystem.

3. HubSpot Sales Hub: Best for CRM and Sales Management in One Ecosystem

HubSpot Sales Hub is a sales management platform built around HubSpot's CRM. It lets teams manage contacts, companies, deals, activities, and sales pipelines within the same ecosystem as their marketing and customer service workflows.

Its Sales Workspace provides deal views, activity tracking, deal scores, guided actions, and AI-generated deal insights. These insights can summarise recent activity, highlight potential risks, surface buyer goals, and provide company research context.

HubSpot's advantage is its native connection with the broader HubSpot ecosystem. Teams already using HubSpot for marketing or customer management can maintain a more connected view of the customer journey. However, advanced sales workspace and AI capabilities depend on subscription level and configuration.

Best for: Growing B2B teams that want deal management closely integrated with marketing, customer data, and sales activity.

4. Gong: Best for Conversation-Led Deal Intelligence

Gong combines revenue intelligence and deal management by analysing customer interactions across sales conversations. Its deal management capabilities help teams identify opportunities at risk, understand buyer engagement, and give reps more context for their next actions.

Gong's AI Deal Monitor can flag issues such as stalled activity, missing stakeholders, and unresolved objections. Its deal prediction and conversation intelligence capabilities help managers assess opportunities using information from buyer interactions rather than relying entirely on CRM updates.

Its strength is the depth of conversation-led insight. However, teams primarily looking for a CRM-native system to manage their entire sales process may need to connect Gong with their existing CRM and other sales tools.

Best for: B2B sales teams that want to use customer conversation data to improve deal reviews, identify risks, and coach reps.

5. Clari: Best for Revenue Forecasting and Pipeline Inspection

Clari focuses on revenue orchestration, with capabilities for forecasting, pipeline management, and deal inspection. It gives sales leaders a consolidated view of opportunities and revenue performance, helping them understand which deals are progressing, which are at risk, and how individual opportunities contribute to the overall forecast.

Its forecasting capabilities are particularly relevant for organisations that need to roll up opportunity-level information into team, regional, and company-wide revenue views. Clari Inspect also helps managers identify deal health issues, prioritise opportunities, and review changes across the pipeline.

Clari is especially strong on forecast management and revenue visibility. Teams should evaluate how its capabilities fit alongside their existing CRM and sales execution workflows.

Best for: Mid-market and enterprise sales organisations with complex forecasting requirements and a need for consistent pipeline inspection.

6. Pipedrive: Best for Visual Deal Pipeline Management

Pipedrive is a sales CRM built around visual pipeline management. It gives reps a straightforward way to organise opportunities, monitor deal stages, track sales activities, and understand what needs attention.

Teams can customise pipelines to match their sales processes, create activities linked to deals, automate workflows, and review pipeline metrics. Its visual interface makes it easy to identify stalled opportunities and see what actions are required to move deals forward.

Pipedrive is particularly useful for teams that value simplicity and want a relatively easy-to-adopt deal management tool. Its more advanced functionality depends on the selected plan and available add-ons.

Best for: Small and mid-sized sales teams that need an intuitive, visual system for tracking and managing opportunities.

7. Zoho CRM: Best for Customisable Sales Processes

Zoho CRM offers deal and opportunity management alongside workflow automation, lead scoring, sales forecasting, and customer data management. Teams can create multiple pipelines for different products, regions, or sales processes and customise how opportunities move through each one.

Its Blueprint feature helps businesses define and enforce sales processes, while Zia AI provides capabilities such as predictions, scoring, and recommendations. Zoho also connects deal information with marketing and customer service data, giving sales teams more context about existing customer relationships.

The platform offers considerable flexibility, although configuring its broader feature set may require administrative effort.

Best for: Businesses that need configurable sales workflows, multiple pipelines, and a CRM that can support different teams and processes.

8. Freshsales: Best for Sales Teams That Want Built-In AI Insights

Freshsales combines contact and account management with deal tracking, sales activities, pipeline management, and AI-powered assistance through Freddy AI.

Reps can manage multiple sales pipelines, track activities, set sales goals, and forecast revenue. Freddy AI provides deal insights by analysing historical information and engagement to identify opportunities that may require attention. Freshsales also highlights ageing or stalled opportunities through its rotten-deal functionality.

Its combination of CRM and sales features makes it useful for teams that want deal management without a highly complex enterprise implementation. However, businesses with advanced deal intelligence or forecasting requirements should assess whether the available functionality meets their needs.

Best for: Small and mid-sized sales teams looking for built-in AI insights and practical pipeline management.

9. Microsoft Dynamics 365 Sales: Best for Microsoft-Centric Sales Organisations

Microsoft Dynamics 365 Sales provides opportunity management within Microsoft's broader business application ecosystem. Sales teams can create and manage opportunities, track sales activities, monitor deal progress, and use predictive scoring to prioritise opportunities.

The platform also supports AI-generated research insights and recommendations for sellers, depending on the configuration and available capabilities. Its integration with Microsoft products makes it relevant for organisations already using tools such as Outlook, Teams, and Power Platform.

Dynamics 365 offers extensive functionality, but implementation and configuration can be more involved than with simpler CRM platforms.

Best for: Organisations already invested in Microsoft's business ecosystem that need configurable opportunity management and enterprise integrations.

How to Choose the Right Deal Management Software

Before selecting a platform, evaluate how well it supports the actual work involved in advancing a B2B opportunity with these questions: 

1. Can it manage deals across the entire sales process? Look beyond pipeline visibility. Check how the platform supports qualification, stakeholder management, deal execution, and closing.
2. Does it use evidence to assess deal health? Understand whether deal scores are based on actual buyer interactions and CRM data or depend largely on manual updates.
3. Can it identify missing stakeholders and qualification gaps? This is especially important for complex B2B sales involving multiple decision-makers.
4. Does it recommend actionable next steps? A useful platform should help reps understand what to do next, not simply show them which deals are at risk.
5. How much manual CRM administration remains? Check whether activities, deal stages, and dispositions can update automatically.
6. Does it fit your forecasting requirements? If you need roll-up forecasting across teams and regions, assess the depth of its forecasting and reporting capabilities.
7. Will it integrate with your existing sales stack? Consider your CRM, communication tools, sales engagement platforms, and reporting systems.
8. Can your sales team adopt it easily? Evaluate the interface, training requirements, implementation effort, and ongoing administration.

Conclusion

The best deal management software depends on what your sales organisation needs most. Salesforce and HubSpot offer strong CRM-native pipelines, Gong brings depth to conversation-led deal intelligence, and Clari is particularly suited to roll-up forecasting and pipeline inspection. Pipedrive, Zoho, Freshsales, and Dynamics 365 provide different approaches to opportunity and CRM management.

For teams looking to move beyond manually maintained pipelines, Kris Close offers an AI-native approach to deal execution. It connects deal intelligence, evidence-based health grades, per-deal ARR projections, and next-move guidance while keeping deal records current.

Explore Kris Close.

‍