This is a guest post provided by Katharine Lai. Katharine is the Content Marketing Specialist at Kixie, a sales engagement platform offering ultra-reliable, easily automated calling & texting for sales teams that works with leading CRMs like HubSpot, Pipedrive, and Zoho. Katharine works cross-functionally with sales experts at Kixie to share sales enablement strategy and advice.
Sales are about building relationships. However, a lot of the tasks for stacking your sales pipeline and moving prospects through to close are boring and repetitive. Many of them can be streamlined and even put on autopilot with sales automation tools.
As little as one-third of a salesperson’s time is actually spent selling. The other 70 or so percent is taken up with tasks that take the fun out of selling. CRM management, prospecting, and researching to create meaningful connections don’t have to take so long. Sales automation software helps sales targets to get exceeded more often so your bottom line is boosted and salespeople enjoy their work more.
Sales automation tools that are perfect for optimizing your pipeline include automatic dialers that pair with automated sales funnels to create follow-up cadences, sales automation software that keeps track of deals, and prospecting tools that discover leads with just a few clicks.
The Rise of Sales Automation Software
CRMs have been around for decades and a lot of time can get lost keeping them up to date. Pairing a CRM with intelligent sales automation software cuts the time spent on prospects’ records so more time can be spent with prospects.
- Kixie’s PowerCall pairs with CRMs so more initial calls can be made and call logging is hands-off. As well as dialing up to 10 lines in parallel, their sales call automation includes SMS and email. Follow-up cadences can be set up easily to feel personal and natural. When prospects respond well, they’re routed through to the right salesperson to provide a personal touch.
- Overloop lets names, numbers, and titles get verified in seconds so prospecting time is cut dramatically. Personalizing the first contact is key to establishing good relationships for sales. This multichannel sales automation tool also analyses campaign effectiveness and tracks sales team goals.
Automated Sales Funnel Prospecting Tools
Thanks to AI and text analysis, automated sales funnels are able to put hot leads in salespeople’s laps. It’s a salesperson’s dream to have verified and scored leads ready to call. When combined with hands-off logging in your sales CRM, it’s like all the good bits of sales are ready for the picking while the mundane and repetitive are taken care of by the bots.
An estimated 6 hours can be saved each week by automating repetitive tasks. That’s things like typing messages, validating prospect details, leaving voicemails, or booking meetings and demos. Simple AI algorithms can do a lot of the heavy lifting to make prospecting a breeze, maybe even fun. Some sales automation tools are even free!
3 Free Sales Automation Tools to Make Prospecting Easier
- Magical is a text expander that can fill spreadsheets in minutes, type DMs in seconds, and even complete forms on your behalf. The chrome extension types often used phrases and pulls information from platforms like LinkedIn into your CRM to make prospecting simple.
- Find That Lead gets the business email addresses for anybody, just by entering the company domain name.
- LinkedIn Sales Navigator lets you get the background on people you are communicating with. Perfect for B2B sales or understanding prospects on a deeper level.
Sales Call Automation for First and Follow-up Sales Calls
Once leads have been found, graded, and first contact has been made, the race is on. When prospects show they’re open to your contact, the speed of your response has a massive impact on a successful deal. A 391% increase in conversions is enjoyed by companies who respond within one minute.
Automating the follow-up process cuts your speed to lead and improves salespeople’s close rates. It also cuts admin time because good sales automation software will automatically log the contact and cadence too. This lets salespeople spend more time making meaningful contact.
Sales Automation Software for Relationship Management
CRMs are a necessary part of the sales process. It’s important to record contact with prospects, understand their journey towards closing the deal, and find your leakage points in the sales funnel. The analytics and deeper insights CRMs deliver, far outweigh the time suck they can cause salespeople.
However, it isn’t necessary to accept the time suck CRMs can create. Integrating this essential software with other tools can cut admin time and let salespeople spend more time on valuable tasks.
The sales call automation tool Kixie integrates with multiple CRMs like Pipedrive, HubSpot and Zoho. Integrations like these stop warm leads from slipping through the cracks or new prospects remaining unverified for so long that they become redundant records in your system.
3 Free Scheduling Tools for Sales Automation
Part of the relationship management task of salespeople is arranging meetings. This, and reminding prospects about them can be time-consuming – particularly when there’s a lot of back and forth nailing down a date and time.
- Calendly takes the pain out of arranging meetings by letting prospects see salespeople’s schedules and book their meeting directly. It also integrates with CRMs and sends automatic reminders so salespeople get fewer no-shows.
- Adam.ai provides a place for salespeople to meet as well as linking with calendars so booking meetings is simple. This meeting software integrates with Salesforce and HubSpot CRMs to cut admin time for salespeople too.
- SavvyCal doesn’t put the onus of booking meetings and demos on the prospect, instead, it merges all parties’ calendars so it becomes simple to see when the best time to meet is. It also integrates with CRMs to cut back and forth between systems.
Sales automation tools can increase personalization, cut mundane and repetitive tasks, and free up more time for salespeople to spend on high-value activities. High-growth firms are 61% more likely to incorporate automation into core business processes.
McKinsey states around 30% of sales activities can be automated. With figures like that, sales automation tools can boost selling time from around 30% to almost 50% – and with more time actually selling, salespeople are happier and your bottom line is too. The only question left is not why should you use sales automation, but what to get started with first.