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In a perfect world, all sales people would spend their days smooth talking an endless stream of perfect prospect, close high-figure deals left and right, and never break a sweat. But we don't live in a perfect world and true sales is all about the hard work of prospecting.
Unfortunately, prospecting isn't glamorous. It's time-consuming, monotonous work that can really bog down sales reps. In fact, the average salesperson only spends 15% of their time selling. The rest of their day is spent on tedious administrative-type tasks.
Prospecting is necessary but it doesn't have to be the black hole of despair that many sellers think it is. In this article, we'll outline a proven system to automate sales prospecting and boost sales numbers.
Interested? Then let's get started!
Before we jump into how to automate your sales prospecting efforts, let's talk about why you should. There are many benefits to sales automation software. It will help your sales reps reduce busy work, boost their motivation, and increasing the overall revenue of your company.
Let's take a closer look at each of these advantages:
The first, most obvious benefit of sales automation software is that it greatly reduces the busy work sales reps need to accomplish every day.
Tasks like scouring the internet for prospects, mining LinkedIn for email addresses, and sending dozens of personalized emails can be accomplished with much less effort. Which means sales teams have more time to actually sell and can become more productive.
When sales reps are free to focus on what they do best and aren't bogged down by tedious administrative-type tasks, they'll naturally be more motivated. Motivated team members work harder, are more productive, and tend to lift office morale — all great things!
Sales automation tools remove much of the unattractive aspects of sales jobs. So why wouldn't a sales rep be more motivated when using them?
A highly motivated, super productive sales team will result in greater company revenue. It's almost inevitable. When your team can spend more time selling and is driven to perform at peak levels, organization profits will naturally grow.
As you can see, sales automation software is highly beneficial. But how do you automate your sales systems? That's what we'll discuss in the next section.
If you've ever wondered, "How do you automate sales?" we're about to let you in on a "secret" formula used by many top sellers. Once you've learned and adopted this automated prospecting system, you'll be able to spend much more of your time selling and less time accomplishing tedious, soul-sucking, administrative-type tasks.
The system has four steps:
First things first, you need to select the right sales automation software to help you minimize the time you spend on tedious prospecting tasks. Here are a couple of handy options for you to consider investing in:
Leadfuze is a popular tool to automate outbound sales prospecting. It allows users to find prospects based on specific organizational roles, selected industries, the software solutions they use, how much they spend on Adwords, and more. If you manually type in a few search parameters, the tool will help you find the details you want.
Once a few promising leads are found, users can use the software to find important information like email addresses, phone numbers, social media profiles, and other crucial information.
Another benefit of Leadfuze is the fact that it integrates with many other popular tools like HubSpot, Salesforce, G Suite, and Zapier. All in all, it's a pretty handy sales automation tool.
Anyleads is a software program that salespeople can use to automate sales prospecting. It enables users to generate reports with multiple data points based on pre-selected criteria. It also comes with an email hunter tool which makes it easy to learn the email addresses of specific prospects.
Speaking of email, the drag-and-drop editor included with Anyleads is easy to use and features plenty of eye-catching templates. Pre-written messages can also be scheduled and tracked so that you know exactly how well your campaigns are performing.
Once you've chosen a sales automation software, you need to make sure it integrates with the rest of your sales technology stack — namely, your CRM, calendar software, and email marketing platform.
Integrating your tools should be simple. If you've chosen to use one of the automated prospecting software tools listed above, you'll enjoy native integrations with popular CRMs like Salesforce and HubSpot. You'll also be able to quickly connect email platforms like MailChimp and GetResponse as well as calendar software like Calendly via Zapier.
Once your sales automation tools and integrations are configured, you can move on to step three: automating initial contact.
A name and an email address isn't a lead. It's a start, but a contact can't be qualified as an actual lead until they show some kind of interest in your company and the products you sell. Which means you need to make contact via automated emails.
There's definitely an art to crafting effective cold email campaigns. Fortunately, we have a few strategies to help ensure your messages get opened, read, and responded to:
--Nail Your Subject Line: This is the most important part of your cold email. After all, if a recipient reads your subject line and decides not to open your message, nothing else matters. You've lost the lead. So make sure your subject lines are short and personal. For example, "Bill, can you spare 5 minutes?"
--Make Your Messages Concise: Your recipients are busy. They don't have time to read long-winded emails from random strangers — even if said stranger is selling the greatest, business-boosting gadget on the planet. So make sure your emails are concises, ideally two to four sentences, five sentences at the most.
--Add Personalization Elements: Whenever possible, add personalization elements into your automated emails so that they don't feel like mass-mailings. You can easily do this by referencing the recipient's name, company, and industry — all things discoverable by your sales prospecting software and easily added in.
--Include a CTA: End every message with a call to action. We suggest doing this by asking a simple question at the bottom of your emails, which works because we're all wired to answer the things asked of us. Just remember to keep is casual and non-committal. You're just trying to start a conversation at this point.
--Don't Forget to Follow Up: Lastly, don't forget to automate multiple messages! We'll say it again, your prospects are busy. They have tons of emails flooding their inboxes every day and yours may slip through the cracks. By sending emails every week or so, you'll multiply your chances of getting a response.
Once your cold emails are written, automate them to send a predetermined intervals inside your sales automation tool or email marketing platform.
At this point, you've chosen your sales prospecting software and integrated it with your other tools. You've also crafted your initial contact emails and automated them to send at specific intervals. Hopefully, you've been getting a lot of responses!
The final step in our automated prospecting system is to qualify your leads. We recommend segmenting all of your contacts into one of four boxes: "Sales Ready/Good Fit," "Sales Ready/Bad Fit," "Sales Unready/Good Fit," and "Sales Unready/Bad Fit."
Obviously, the best leads, the ones you should be spending the bulk of your time on, are those that fall into the "Sales Ready/Good Fit" category. Leads that are Sales Unready but seem to be a good fit should be nurtured.
We should also mention that you must know who your ideal customer is to qualify them accurately. If your company doesn't yet have crystal clear buyer personas, creating them becomes mission number one! Take a look at this post for more information on crafting detailed buyer personas.
As you can probably tell, the automated prospecting system in this article will still take time to implement and facilitate. Much less time than traditional prospecting strategies, to be sure. But if you really want to spend most of your workday actually selling, you need Invisible.
Invisible is the perfect combination of technology and human touch, allowing its users to completely remove themselves from the sales prospecting process and focus more of their time on actual revenue generating tasks like closing deals.
But what does this revolutionary approach to sales prospecting actually mean for you, a professional seller with a busy schedule? What will Invisible look like in your everyday life? We're glad you asked!
Imagine not having to spend hours a day scraping emails off of LinkedIn. Or learning how to use yet another new piece of prospecting software and hoping it integrates correctly with your other tools. Imagine simply emailing your Invisible agent and asking, "Can I get 500 new qualified leads in my inbox by the end of the week?" Then actually getting exactly what you want.
Using Invisible is like paying $30 and saving hours of your time — time you could use to close more deals and put more money in your pocket.
And because Invisible delegates tasks to actual humans with a vested interest in the success of your prospecting efforts, you can rest assured that your tasks will be handled responsibly. It's this combination of advanced technology and human touch that really makes Invisible special.
Does that sound like something you might be interested in? Then schedule a consultant meeting to learn more about Invisible's revolutionary approach to the future of delegating work.
There's no doubt about it, you'll see a huge leap in sales team productivity and motivation when you automate sales prospecting. These two things will naturally lead to an increase in company revenue too! Just remember to follow our four-step automated prospecting system:
1. First, select the right sales automation tools.
2. Second, integrate your sales automation software.
3. Third, automate initial contact.
4. And fourth, qualify and segment your leads.
And don't forget about Invisible, the absolute best way to automate sales prospecting. Our system is powerful and flexible and will allow you to focus on the work that really matters. Contact us today to learn more about our revolutionary approach to the future of work.