Human beings constantly straddle their technological peak. Where we were once impressed by sliced bread, these days we barely even bat an eyelid when NASA lands something on Mars. For me it doesn’t matter what we invent, human’s impulse for discovery and development is astounding.
Technology has seeped into every aspect of our lives and taken it over. We turn the kettle on through our phones and ask Siri to close the blinds when it’s bedtime. We speak to each other through screens. We work less because computers do it for us, helping us get more done.
Look at my industry. Customer Relationship Management (CRM) is the fastest growing software market; worth $80 billion by 2025. This forces me and my competitors to constantly innovate. Where our product used to be about storing and maintaining customer data, now it is so much more.
There’s a CRM revolution taking place. As a result CRM has become such a broad term, increasingly having new features and bits tagged onto it. The industry has taken a huge step into AI and automation, making everybody’s lives easier from developers and marketers, to customers.
Sales automation is the streamlining of tedious, time-consuming tasks in a company’s sales process. These days you can automate your whole sales process, and I’m going to show you how.
Why would you want to automate your sales process?
Let’s start somewhere in the middle, where CRM already does all those basic CRM-y things for your business. You’ve got all your data there; your client profiles, deal breakdowns, a nice-looking pipeline, and of course the communication aggregation that forms the basis of every CRM platform.
CRM sales automation takes that data and uses it for you. It takes care of all the processes you would normally complete in another tab, fiddling about copy and pasting data between the two. CRM has evolved to maintain the whole customer journey out of one simple dashboard.
This ultimate alignment between processes offers beautiful business insights…
- Customer behaviour trends and similarities at different pipeline stages.
- Which content and sales enablements are most effective.
- Lead generation avenues that are most beneficial.
- Any customer objections and subsequent bottlenecks throughout the sales cycle.
- The average amount each stage of the sales cycle takes.
- Simple aggregation of key metrics, often at the click of a button.
With these insights, we gain a more complete view of business than ever before. We can tweak and optimise our sales outreach until it’s… well, perfect. On top of that, using a single tool ensures we have clean data as we do not need to aggregate and match various datasets. It also affords us the opportunity to align our sales and marketing teams, bringing customer engagement to new levels.
Let’s take a walk along our sales journey, and learn how to automate our sales process.
There can be no sales process without the leads that undergo it. Lead generation, as I’m sure you know by now, is the process of finding people to buy your product or service. I’m sure you’re also aware that there are two main categories of lead generation: inbound and outbound.
Both methods of lead generation can be automated without any negative repercussions for a business.
Inbound lead generation automation
For me, web forms are best for quality inbound lead cultivation. They’re an area of your website where a lead comes and gives you their data in agreement that you can contact them further along the line. There are loads of different things you can sway for web form data: newsletter subscriptions, event invitations, freemium content, and even user feedback. – Read more