A Guide to Sales Automation
Guide to sales automation can transform the way your sales pipeline works, freeing up your sales reps’ time and increasing their sales revenue. Essentially, sales automation involves delegating the routine and time-consuming tasks that used to be performed by your reps – such as emailing prospects, prioritizing leads, reporting, and so on. This will help you focus on the more important aspects of the job. In this guide, we’ll discuss the different aspects of sales automation.
Gong tags
If you want to improve your sales team’s effectiveness, a sales intelligence tool like Gong is a great choice. Sales leaders can analyze every call and measure their pipeline to identify trends and uncover improvement opportunities. It also provides comprehensive insight on the health of deals and pipeline, as well as actionable insights when velocity flags. Gong can also automate and personalize the onboarding process for new sales reps, by providing real-world examples.
Gong’s keyword feature allows SDRs to filter calls based on keyword objections that lead to an opportunity. For example, if a prospect reverts to a previous objection, the SDR can quickly dismiss that call and move on to the next. Another great feature is the ability to archive calls in call libraries. Moreover, this feature allows new salespeople to have access to the calls.
Gong offers a deal view, which provides a timeline of events around an account. This information can help you spot opportunities that are falling through the cracks or being mismanaged. Another benefit is that it allows you to review each call and determine if there was a missed opportunity.
Automated lead nurturing campaigns
Automated lead nurturing campaigns for sales automation can help your sales team nurture new leads. The automated process will allow you to track more data, segment and target your leads. This will help your team move leads through the sales funnel faster. This will save you time spent nurturing and educating leads.
Lead nurturing campaigns are crucial to sales success. Not only will they reduce your sales cycle, but they’ll also increase your close rates. They ensure your leads are aware of the value of your solution. While many marketers think they’re running a successful lead nurturing campaign, automation makes it easy to ensure that every lead gets the appropriate content and fast response times.
Automated lead nurturing campaigns will help your sales team spend more time with the most qualified leads. Sales teams don’t want to waste valuable time on leads that aren’t ready to buy. Sales teams know that the earlier they reach their leads, the more likely they are to convert. With automated lead nurturing, your sales team will spend more time with sales-ready leads and close more deals.
Prospect research
The first step in sales automation is to learn as much about your prospects as possible. This may include looking up their previous interactions with your company. You can find this information in your customer relations platform or marketing platform. This information will help you understand what your prospects are looking for. By using this information, you can tailor your offers to fit their needs. This will allow you to build better relationships with your prospects, which will increase your chances of conversion.
Researching your prospects is a simple process, and can be done on three levels. Some prospects may only require a cursory level of research, while others may require more research. Using your judgment, however, is key when doing research. Do not feel obligated to spend countless hours on each prospect.
Regardless of the type of business you’re in, it’s important to conduct research to build trust with your prospects. A potential client will be more likely to buy from a salesperson who knows the industry and their problems. In addition, your prospect will feel more comfortable doing business with someone they trust.
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