In ultra-competitive markets, it is vital for sales teams to be agile to the changes in the market. For this, they need to automate several manual and time-consuming tasks in B2B sales ops through sales automation. It is the process that aims to streamline tedious sales tasks and allows your salespersons to focus more on their core operations, i.e., selling and not on administrative tasks. Some of the tasks like data entry and data hygiene are completed periodically but they require considerable time and resources.
One of the best ways to improve sales results is to automate the sales pipeline through automation. This automation would save both time and money for the business in addition to other resources. Companies across the world are integrating the latest SalesOps automation solutions with their tech stack. To enhance the efficiency of the automation process, you need to identify the B2B SalesOps that must be automated.
Read on to learn more about few of the most important aspects of B2B SalesOps that must undergo complete automation.
1. Order Management
Order management is an integral part of B2B SalesOps. It entails all the processes related to order tracking, fulfilment, and management. To execute order management, you need a seamless collaboration between various teams in the organization. The administrative teams must collaborate with sales teams, finance teams, and several other others. Order fulfilment has several moving parts wherein you must coordinate between multiple stakeholders. It is equally crucial to fulfil and track these orders. Businesses that are in the aggressive phase of scaling up tend to struggle with order management as manual tasks keep on piling up. As a result, teams are drowned in a cycle of high demand and unrelenting efforts for order fulfilment.
Hence, as a part of your B2B SalesOps process, you must aim for automation of your order management processes. You can integrate a customer order management platform with your existing tech stack. These platforms offer a host of features like detailed analytics, multiple prospecting tools, marketing automation, and several others. As a result, your sales teams and order fulfilment teams can work on the same platform and enjoy seamless communication during order management.
2. Lead Prospecting
If you are stuck with outdated sales processes to manage your sales pipeline, you are probably spending too much on your customer acquisition cost. Salespersons often struggle to follow new leads and monitor prospects closely during the sales process. Moreover, salespersons must log on separately to various tools to track their outreach status with a prospective client. Without using any integrated software, it is extremely it will be extremely difficult to track the behaviour of a prospective customer. Moreover, if you do not track customer behaviour in real time then you might miss out on potential sales.
This would result in affecting the performance of the sales team as experts agree that you need to contact a lead within five minutes of the first activity. Therefore, you need to ensure automation of the process of prospecting as well as monitor the activities of the prospects. This will enable your sales team to focus on clients who are likely to purchase the goods and services. Hence, you will be able to reduce the CAC and close the deals at a much better rate. You must ensure that your sales team is not wasting any time touching base with customers who are unlikely to close.
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3. Pipeline Management
If you are still using spreadsheets for your pipeline management, then it is imperative for you to automate this process and free up your sales team from the stress of manual data entry. It is extremely tough for rapidly growing businesses to manage their operations through spreadsheets. You need to automate this process with help of a robust pipeline management tool integrated with your business operations. This platform would take away all the manual work that the business has to perform and automate the sales process. A robust software will offer you a detailed analysis of the progress of your sales team that is not present with spreadsheet tracking. You will get access to a comprehensive dashboard to manage your daily sales activity and receive alerts when prospective customers are engaging.
4. Email Marketing
Marketing automation software is extremely useful in automating your marketing operations. In rapidly evolving markets, email marketing forms an integral part of any company’s strategy. If you rely on manual processes for data collection and analysis for email marketing, you can lose out on potential sales. It is, therefore, necessary that you invest in robust email marketing software that enables you to prospect, connect, and track the activities of all your email marketing campaigns. You can execute automated email campaigns to a list of prospects that is available from a range of template-based email campaigns or also choose to create and execute custom campaigns for your clients,
Automation is the need of the hour in B2B Sales Ops as you cannot afford to lag in competitive markets. Investing in suitable software solutions for specific needs will offer you extensive benefits that will boost profitability in the long run.
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