Increase Sales Efficiency and ROI with Sales Enablement Automation

Aug 09, 2021 | 3  min
author Laura Reyes
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Due to increased competition and heightened buyer power, sales operations and processes have become more complex. This complexity makes it more challenging to provide prospects with the right content when they need it. As a result, sales enablement automation solutions have become increasingly necessary. According to Instapage, automation is proven to boost sales productivity by 14.5% and reduce marketing overheads by 12.2%. Automation tools and sales automation solutions can streamline the overall sales process and cater to the company’s needs and growth.

What is sales enablement automation?

Sales enablement is the iterative process of providing your business’s sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers. 

Sales enablement automation is a tool for both marketing and sales that fits somewhere between marketing automation and CRM management. To better understand, let’s compare sales enablement with marketing automation. Through landing pages, emails, forms, and more, marketing automation platforms facilitate communication between marketing teams and potential and existing customers. By contrast, the goal of a sales automation platform is to facilitate communication between the sales and marketing teams and between sales and prospects, through sales communication and content. Sales enablement automation streamlines the sales process so the sales team can spend less time managing low-ROI tasks and communicating with low-conversion contacts, and more time building relationships with contacts who are ready to convert.

How to automate sales

Create email sequences

Sales enablement professionals, reps, and other team members can set up follow-up sequences that automatically activate if a prospect does not respond to their representative within a specified timeframe. You can use personalization tokens to tailor your emails to each prospect using their contact and company details. Automating follow-up can save them hours of time and effort by setting it and forgetting it.

email sequence

Automate prospecting

Using automated prospecting, a salesperson can receive emails with direct links to their calendar in their name. Through a calendar link, prospects can schedule a time with a representative who is ready to sell. Each day, reps can open their calendars to find multiple meetings with qualified buyers already scheduled, saving them hours of prospecting time.

sales automation

Implement direct messaging

The best time to talk to a prospect is while they’re already on your website and seeking information. Setting up live chat on your website allows reps the opportunity to engage with and close interested contacts in real-time, saving. To avoid reps’ time being wasted with bad contacts, sales enablement team members can use filters to ensure live chat boxes are only shown to high-quality leads.

sales automation

Use sales enablement software

Using sales enablement software, you can manage your team’s materials from one central location. Your materials and resources can be created, shared, edited, and managed easily with sales enablement software solutions. This allows all your representatives to have accessibility to the information at any time. It also enables your marketing team to work together on the content they develop and share with prospects and customers.

Sales enablement automation tools

HubSpot Sales Hub

With HubSpot Sales Hub, your business will have a comprehensive view of your sales pipeline and full access to several marketing tools. With sales enablement, all marketing and sales efforts can be managed in one place, making it easy for cross-team collaboration.

hubspot

Seismic

With Seismic, sales and marketing teams can seamlessly collaborate—this lets them create and share sales enablement content to effectively reach and convert more leads into customers. The artificial intelligence designed in the software streamlines the entire sales process as much as possible for the sales reps.

seismic

Zendesk

Your agents can track every interaction they’ve had with a prospect throughout the entire buying process with Zendesk. This allows them to easily track which sales enablement resources and tools they use and which ones they could incorporate in future interactions to close more sales.

zendesk

Salesforce

Salesforce is known for its sales resources and this also means their sales automation. With tools such as Salesforce flow, you’ll have access to easy-to-build workflows that allow constant contact. Guided, automated interactions can also enhance customer experience and increase employee productivity across various mediums, such as desktops, mobile devices, customer communities, or external sites.

salesforce

Talk with Pyxl!

Sales enablement automation, in general, makes it easier for marketers and salespeople to work together to bring in new customers. In addition to cutting down on menial tasks, automating sales allows the company to focus on customer relationships. If you’re interested in incorporating sales enablement automation into your sales and marketing strategy, Pyxl will design a tailored solution for your business. Connect with Pyxl to learn more about how to improve your overall sales strategy with these recommended tools. 

Updated: Aug 09, 2021

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