Speed up the B2B Sales Process

Making the most of automation tools can be one of the best ways to speed up your sales process. Automation can help you to streamline common processes such as researching potential customers, responding to customer inquiries, or creating client proposals. By using automation, you can save a lot of time compared to relying on manual, labor-intensive processes that are often slower and less reliable.

Automating sales tasks can also significantly reduce the number of resources needed to complete the process, so it's a great option for those who want to streamline their workflow without having to hire more people or invest in other costly solutions. Plus, automation tools provide valuable data that can be used to analyze and improve your sales performance, further optimizing your efficiency over time. Let's see what tasks are best automated to speed up your sales process.

Automate your inbound leads

When your website forms and CRM are connected, you can assign inbound leads to the right team member automatically. This is usually done by adding extra code to your website or through an embedded form like the one HubSpot offers. Not all sales platforms have these options, though, so it is something specific you should be looking for.

Besides the leads you get from your website, you might also draw leads from content. By gating your content, you could also assign your leads automatically. The way this is installed depends on the platforms you will use. Some Content-sharing platforms will give you integrations to your CRM; if not, you can always use Zapier or find an all-in-one offer.

Automating this speeds up your sales process as you won't have to check out different platforms to assign the incoming leads yourself.

Automate syncing prospects with your CRM

Usually, the way you find your prospects and your CRM system are two different platforms. This means you must import and move your prospects every time you make a good list. Most of the time, you'll be importing a CSV. A document that you'll download from your google docs or Excel. However, many email finders or B2B databases are currently supported with an integration to the main sales platforms. If you're working with a sales platform that doesn't support integration, you can always use Zapier to automate this task.

Automate your sales funnel

Some Sales platforms allow you to automate your sales funnel. Whenever something specific happens, you can trigger a move in stage. An example would be moving a prospect from not started to contacted once you sent an email or logged a cold call. Working with a sales platform that can automate your pipeline will save time because you won't have to go back and forth between your tasks and the pipeline just to move the prospects' stage. You can automate the stage change in the funnel based on email interactions and logged activities in most sales platforms. You can also base these movements on content and website interactions on special occasions.

Set up personal reminders

Setting up reminders help you save time reviewing your pipeline; instead of going through your list of prospects, you would be able to set a reminder to follow up when a prospect opens the email or does any other activities. This way, you're not only saving time, but you're also on top of everything that is happening.

Use intent data to know who to contact first

Intent data is when you are aware of your prospect's intent to buy your product or service. This might include spending longer on your website, looking at your content, or reading your emails multiple times. Third-party intent data is when you're informed a certain account has been reading reviews regarding your product or has been looking at competitor reviews on a review platform.

Seeing a summarized version of this data can help you prioritize your prospects easily, saving you time on your outreach efforts.

Wrapping up

You see, there are many manual and time-consuming tasks that you can leave to software to handle your pipeline and analyze data for you. You would need three main features: content sharing & Tracking options, website or form integrations, automated sales funnel, and task automation.