The Ultimate Guide to B2B Sales Automation
Automation in business is now a trend that is catching up very fast. The businesses are looking to improve their output by automating mundane and repetitive tasks and utilizing their time on more creative and innovative solutions. Sales teams especially want to spend more time talking to prospects and leads rather than spending hours on the desk consolidating the data.
When it comes to sales in the B2B industry, the amount of time spent in the field is worth more than the time spent entering manual sales data on the computer. Every minute spent with the customer is like nurturing hot leads into conversions.
That’s why more and more companies are turning to sales automation to reduce time-consuming manual tasks, improve efficiency, and ultimately increase their bottom line.
Automating your sales cycle can unearth your team’s full potential and keep you ahead of the competition. Let’s delve deeper into sales automation, types of sales automation, difference between B2B vs B2C sales automation.
Whether you’re a B2B startup or an established enterprise, sales automation can help you take your sales strategy to the next level.
What Is B2B Sales Automation?
In general, sales automation automates repetitive and mundane manual tasks. The purpose of sales automation is to save sales teams time and money.
Sales automation is generally done in a composite software system called Customer Relationship Management (CRM). For a sales team, automation is required in data driven processes like lead generation, quoting, invoicing, outreach software and others.
In specific industries, specific sections of sales workflow may be required, like inventory management and project management for manufacturer’s reps in the HVAC industry. Therefore, sales automation automates any section or the whole sales cycle using sales enablement tools and software.
Look at Orgzit.com as an end-to-end sales enablement software that will fulfill all your needs.
Why Should You Automate Your Sales In 2023?
Faster, smarter, and more agile sales automation tools can bring many benefits to your business this year.
- Efficiency in the sales team
- The speedy sales process with an improved lead-to-cash ratio
- Satisfied customers with quick responses
- Consistent and accurate quote generation
- Spotting potential customers faster requires more transparency
- Accountability of the team members
Top 5 Examples of Sales Automation
Sales is the most crucial part of a business. Without any success in sales, there is no growth in the company. Therefore, companies invest their time and money in upskilling their sales and marketing teams. Sales automation is one of the investments that can significantly improve the sales cycles of a business and thus grow a company faster.
Automation in a sales cycle can be done in all parts of the cycle or just one or two parts based on the needs and requirements of the company. Some of the sections of a sales cycle that are automated are as follows:
Lead Management Automation
Lead management is first stage of the sales cycle. Lead management involves lead generation, capturing, nurturing, and conversion. The entire lead cycle starts from capturing the lead to converting the lead into a customer. Therefore, it is the most sought-after sales automation tool.
Lead management automation is an example of B2B sales automation that can significantly impact. By automating lead capture and qualification, sales teams can focus on the most promising leads, improving conversion rates, and shortening the sales cycle.
Many B2B sales automation platforms can automate the entire lead cycle, from capturing leads on your website to nurturing them through email campaigns and social media.
These platforms can track lead engagement with your content and website and assign lead scores to identify the most promising leads for your sales team to pursue.
Automation in Sales Engagement
Sales engagement involves prospecting, nurturing the leads and one-to-one engagement with hot leads. The results of sales success are immediate and therefore they show direct growth.
By automating sales engagement process like follow-ups with prospects, digitizing the contacts history and related information on a single platform can help optimize the engagement with customers and prospects.
Sales engagement tools like Orgzit can help sales reps to track engagement with their outreach efforts.
Personalized video emails are an example of sales engagement automation that can help engage prospects. Sales reps can use Vidyard to create and send personalized video messages to their prospects, increasing engagement rates and building a stronger connection with potential customers.
These video messages can also be tracked, allowing sales reps to see who has viewed their content and follow up accordingly.
Contract Management Automation
On an average, a small business has to manage more than ten contracts at the same time weekly or daily. Manual contract management or through scattered spreadsheets or Excel can lead to errors and delays. It may cause frustration to the salesperson and thus disappointment to the customer.
Contract management automation is a type of B2B sales automation that can streamline the contract process. The contract process includes drafting a contract, negotiation, status of the negotiation, comments on negotittaion from managers, signing of the contract with the customers and storing it.
E-signature software like DocuSign or Adobe Sign can digitize the signature process, automate the contract signing process, and reduce the time and effort required to complete contracts. This can help companies close deals faster and improve the overall customer experience.
Quotation Management Software
Once the prospect is ready to buy, you need to quote the prices to your customer. This is like a first impression of how your company works with its customers. A quick, accurate quote can make or break the deal for you. A professional-looking quote can improve customer satisfaction enormously.
With automation of quote generation you can pull up product price, specifications, your logo, address, customer information, and other related things without so much as blinking your eyes. A quote will be generated within few seconds speeding up the whole process of quoting. Apart from generating quote, you can follow-up with customers, make revisions, get quote approval all throught the automated platform.
Creating automatic quotes with quote management software like Orgzit CRM can really save your time and generate accurate quotes.
Once the quote is approved after several follow-ups and approval through the management, it is time for invoicing. Now the finance or accounting departments will create an invoice for the customer. Now, it is important to apply the discounts and margins correctly. Manual processes are prone to errors. However, an automated platform can calculate the discounts and margins that you have set for the product and services and apply them to the invoices and generate it quickly.
It is a tedious but very important task, or your company would never get paid. Automation for such a thing is rather easy to accept as they arent something that need a human touch. They are just invoices, simple and plain.
In a unified platform like Orgzit, finance or accounting team can collaborate with sales and quoting team while generating invoice. ALl this is possible through single platform and without back and forth meetings. Paperless communication without having to communicate separately with each time.
B2B vs. B2C Sales Automation: A Complete Overview
In this section, we’ll explore the differences between B2B and B2C sales automation and how B2B sales automation can benefit your business.
|Aspect||B2B Sales Process||B2C Sales Process|
|Nature of Process||Long and complex||Shorter and straightforward|
|Buyer Profile||Often teams or committees||Individual consumers|
|Sales Cycle||Months to years||Relatively quicker|
|Revenue Potential||Higher ticket items, larger revenue||Generally lower ticket items|
|Stages||Lead generation, qualification, proposal, negotiation, closing||Attracting and converting consumers|
|Sales Automation Focus||Efficiency, reduction of manual labor||Seamless, personalized customer experience|
|Automated Tasks||Lead generation, qualification, proposal, invoicing, order and contract management||Cart abandonment reminders, product recommendations, loyalty programs|
|Automation Tools||Orgzit, HubSpot, Pardot||Salesforce, Amazon, Hubspot, Marketo|
|Engagement Tracking||Lead scoring, engagement tracking||Personalized product recommendations|
|Sales Engagement Tools||Orgzit, SalesLoft, Outreach.io||Machine learning for checkout optimization|
|Use Cases||SaaS, enterprise-level solutions, consultative sales||E-commerce, retail, transactional sales|
|Automation Benefits||Faster closing, improved customer satisfaction||Increased customer satisfaction and loyalty|
Top 5 Benefits of B2B Sales Automation
Sales process automation can provide several benefits to businesses, including:
- Efficiency: Automating repetitive tasks and manual calculations can reduce errors significantly and improve the turna round time, thus leading to higher efficiency.
- Productivity: Once the mundane tasks are automated, salesperson can focus their time and energy on high value task, for instance, spening more time on the field than on the computer..
- Transparency: The unified platform, like Orgzit, can open the channels of communication between teams and their managers. It can help reduce time spent on back-and-forth communication as the information is available to everyone on a single platform.
- Satisfied Customers: With faster turnaround time on quote generation, invoicing and follow-ups, the customers will be more satisfied with the professional services of the company.
- Increased ROI: By improving efficiency, productivity, and customer experience, B2B sales automation can help businesses increase their revenue and drive growth.
Business-to-business and B2C sales automation differ significantly. This is due to the differences in sales processes and target audiences. B2B sales automation optimizes efficiency and reduces manual labor in complex, consultative sales processes. At the same time, B2C sales automation focuses on providing a personalized and seamless buying experience for individual consumers.
B2B sales automation tools can improve efficiency, productivity, customer experience, and revenue growth. By using quote automation and sales engagement tools, businesses can reduce errors and spend more time in the field.
If you are looking for a B2B sales automation solution, consider Orgzit’s all-in-one sales CRM system. Orgzit’s CRM system provides a powerful platform for managing your sales pipeline, automating sales processes, and streamlining customer interactions.
With its easy-to-use interface and customizable features, Orgzit’s CRM system can help you improve your sales. Increase your team’s productivity, track leads and deals, and provide insights for better decision-making.
With Orgzit’s CRM system, create a seamless sales ecosystem for your business. Try Orgzit’s CRM system today and see the difference it can make for your sales team.