No sales, no business.
We all know that.
This is why we place so much importance on our sales department and sales tools.
However, the times when the future of a company would lie in the hands of a few people with great conversational skills are over.
We’re not saying that you should fire your entire sales department. Not at all! We’re simply saying that you can help them do better by giving them the chance to focus on what really matters instead of menial tasks.
Technological innovations have contributed to sales automation in an effort to keep up with the stiff and competitive trends. There is an undeniable shift from conventional marketing to computerized approaches.
Research indicates that the use of Salesforce has grown significantly in the past few years, turning these solutions into an industry worth US $4.13 billion.
Salesforce automation uses software to computerize various sales activities with the aim of boosting revenue, customer experience, and engagement. It is a good approach to reducing time-consuming activities and maximizing the team’s productivity.
Even more, through sales automation businesses acquire a competitive advantage by personalizing the customer experience. Reduction in manual engagement also enhances accuracy.
Of course, you cannot automate everything. Here’s what you can:
1. Phone Calls
The primary reason to automate anything is to develop a fast and reliable way of conducting activities. But what happens when your sales reps are too busy? You start losing clients.
A study conducted by students at the University of Ottawa shows that sales representatives manage to pick an average of 8-10 calls per hour.
You can consider phone calls automation to reduce the time spent on the phone, but maximize great results. Some of the areas that you might consider automating include voicemails, dialing, and data collection.
These non-critical calls give your sales staff enough free time to dig deeper into the needs of potential customers and to focus on those hot leads.
2. Appointments, Reservations, and Bookings
If your business relies on bookings, then you know the importance of sending booking confirmations. Perhaps even thank you notes after your customer has experienced your service.
They are both much-needed means of communication. But they can also be repetitive and mundane. And, of course, they eat up a lot of your sales team’s time.
This can be overwhelming for the sales team. Most of them will not have enough time to respond to each client effectively. Using automated emails or short messages for thank you notes and booking confirmations take less time.
Email has become a steadfast platform for customer engagement through automation. It provides an opportunity to turn the leads to conversions through personalization.
Can you even imagine what setting out to send an email to everyone on your list would be like?
No one is doing that anymore.
Sure, using an ESP to schedule personalized emails for your entire list is a life-saver. But you can automate your email campaigns even further. Cazoomi offers seamless integration of Salesforce to MailChimp. You can send customizable and automated email templates to some contacts, all contacts or specific groups of contacts with a single click. Plus, you don’t need to input and merge data between apps. Our integration solution can do all that for you.
4. Lead Prioritization
Constant Contact to Salesforce is an efficient way to reach out to potential customers who have visited your website without a successful purchase. You can use their data to check their past activities on your site then recommend a product.
Sales representatives can’t always know which lead to prioritize. If they search for the right one, it may take hours to sift through all that data. But if you connect the right apps, the right data is served to you on a (virtual) silver platter.
5. Live Chat
A live chat solution can save hours of your sales team’s time. Integrated with the right platform, the chatbot can take care of the initial interaction and only pass the contact on to a human operator when the client is ready to be sold to.
6. Timely Content
Content is important for brand awareness and customer engagement. Timely content enables a business to build trustworthy relationships. You can make this process easier by using tools that track consumer patterns.
Automated systems can recommend content that matches their needs and preferences. For example, the system can recommend an article on top hotels in Berlin to a user who just browsed another content piece on sightseeing in Berlin. Feedback from automated engagement platforms such as emails and live chats can also be used to generate timely content by addressing customer needs.
When it comes to sales automation, balance is the key. You don’t want your customers to feel neglected, so you can’t put everything on auto-pilot. Human interaction is important. If you’re not sure where that right balance is for your business, we’re happy to recommend tools and strategies. Let’s talk!