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Sales Automation Software: What is it, and what does it do?

sales automation software

Sales automation software is there to help sales reps keep track of their prospecting efforts, their outreach, and their interactions with existing leads. It keeps all the data in a central system, letting the sales rep track their activity more easily. 

Here’s an example of how this works: Let’s say Samantha discovers a new prospect through LinkedIn that she wants to get more information about. She contacts the prospect. The lead gets added to her CRM, so she can track what happens to it and keep notes on that lead. As she collects data about that lead, including information about their company and industry, Samantha can use sales automation software to generate a personalized outreach plan for that company. Sales automation software helps her uncover the best practices and common objections for that industry, and it automatically creates personalized outreach templates and emails that she can send. 

Samantha can also use sales automation software to track the prospects that she has contacted, assigned to her team, and qualified. This way, she doesn’t have to manually track each person she meets with and qualify to see whether they are interested in the product and ready to discuss with the sales team. Instead, it’s all automatic, so she can spend her time closing deals. Samantha will typically do an email follow-up after initial contact with a new prospect, a phone call if she doesn’t hear back within 48 hours, and another follow-up email.

What Sales Automation Does

Sales automation software tracks a sales rep’s activities, such as – who they’ve contacted, – what has been discussed, – what has been followed up on – what has been qualified – what templates have been used. Once Samantha has found a list of potential leads, she can use sales automation, including information about their company and industry, to generate a personalized outreach plan for that company. Sales automation software helps her uncover the best times to communicate with the prospect and a cadence to ensure the message is best received. Samantha can also use sales automation to measure the effectiveness of each team member, so she can properly assign leads to them based on their strengths.

With sales automation software, sales reps have the ability to get into the habit of contacting prospects without having to send them long email threads or voicemails. Sales automation software like Pipedrive allows sales teams to work more efficiently, as well as more agile, to modify their sales process based on what is most effective. Pipedrive’s AI-powered sales mentor further boosts your performance by providing personalized tips and recommending which Pipedrive features and app integrations can do the grunt work for you. 

How Sales Automation Software Saves Your Team Time

By investing in sales automation software, companies can focus on high-value activities while automating all routine tasks. Sales automation software like Pipedrive can be used by sales reps that are not technically savvy because of the simple and intuitive interface. The software can supercharge a team’s performance and provide managers the needed data points to make informed decisions on which campaigns to scale and which to cut. 

Matthew Loughran is a columnist at Disrupt Magazine, he specializes in Tech, Finance, Wellness, and Startups. He has been featured in Forbes, INC, Entrepreneur, Today Show, BuzzFeed, and several other news outlets.


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