Boost Your Revenue with B2B Sales Automation Tools

Admin 1
Jul 12, 2024
5 min read

B2B sales processes are often long, complicated, and involve a lot of moving parts. Thankfully, with B2B sales automation, businesses can streamline their sales processes, freeing up their teams to focus on what really matters: building relationships.

But what exactly does this look like and how can businesses find success with B2B sales automation?

What is B2B Sales Automation?

B2B sales automation uses technology to simplify and expedite tasks within the sales process. Think of tasks such as sending emails, CRM integrations, lead nurturing, or data input to name a few. This type of automation makes sales teams more productive and efficient. It allows them to concentrate their time on things that really make a difference such as closing deals.

Why is B2B Sales Automation Essential?

Modern B2B buying is tough. A Gartner study found that 77% of B2B buyers found their last purchase extremely difficult. This complexity, with its numerous stakeholders and information demands, makes streamlining essential for a positive customer experience.

Plus, with the prediction from Salesforce stating that AI use in sales could jump by a whopping 139% from 2020 to 2024, it's clear that adapting isn't optional - it's a must.

What Can You Automate?

You can automate many tasks within the sales process. Here are a few examples that are absolute game-changers:

Prospecting

Imagine finding leads without lifting a finger. Tools like Quantum Sales AI™ do just that.

These tools scout potential clients for you based on data like industry, size, and even their behavior. Lead generation services gather contact info and other crucial data so your sales reps can tailor their approach, which is way more efficient than manually handling all of this information one by one. It gives "working smarter, not harder" a whole new meaning.

Email Automation

Just as finding leads can take a significant amount of time and energy for sales professionals, so can deploying your communication. Personalized emails at scale are achievable through automation platforms like Quantum Sales AI™ where we focus on filling your best closers inbox with quality meetings and appointments, instead of them going back and forth from prospecting, to demonstrating your product or service.

Sales Calls and Scheduling

We've all had those back-and-forth emails just trying to set up a single meeting, which can be a time suck. But with automated scheduling tools, all it takes is sharing your availability and letting your prospects choose what works for them.

They book, and both your sales team and the potential customer are instantly notified. This keeps everyone in the loop automatically. Take, for example, Calendly. This popular tool eliminates all those needless emails that scheduling chaos often brings.

And think about how much time salespeople spend on manual entry. Turns out, data entry is a real productivity killer. Sales reps spend around 17% of their day on data entry. This is time that could be spent nurturing a new lead or closing a deal.

Onboarding

So the customer said "yes." Now what? Time for onboarding. B2B sales automation smooths this process, too, with automated welcome messages, guidance throughout the onboarding process, and access to helpful resources.

A sales automation strategy will give your new client a warm and fuzzy (and efficient) introduction to your company.

But Wait, There's More

So far, I've shown you the benefits of B2B sales automation and how it is a game-changer, but there are a bunch more reasons you need it. I want to pull back the curtain and show you some surprising downsides of NOT automating your B2B sales process.

The Cost of Manual Errors

Mistakes happen. Typos in emails, wrong numbers in spreadsheets - these seem harmless, right? A 2017 Amazon incident showed how ONE typo brought down multiple servers costing millions of dollars.

Businesses that have already embraced automation have said 66% have fewer data errors. This should give everyone pause because millions of dollars and unhappy customers are avoidable.

Lost productivity is also a huge cost. Remember when we discussed how manual data entry eats up 17% of a salesperson's day? Businesses already using marketing automation have found they're 20% more productive. Imagine your team accomplishing 20% more just because those pesky manual tasks have been automated.

The Problem with Slow Response Times (Speed Matters.)

Over 78% of customers chose to buy from the company that responded to them FIRST. This shows the critical need to connect with a lead before your competition even hits "send." By automating your sales processes, you're not just replying faster. You are increasing the likelihood of winning that business because those initial interactions often determine who gets the sale.

Gartner also states that future B2B sales are moving from a seller-centric to a buyer-centric approach using automated digital-first engagement. It basically boils down to meeting your customers where they are, which in today's world, means being online and ready to answer their questions quickly.

Another impactful way to embrace automation is by automating customer onboarding. By offering a smooth onboarding that quickly delivers value, those customers will stick around.

FAQs about b2b sales automation

What is B2B sales automation?

B2B sales automation uses technology to handle certain tasks in the B2B sales process automatically. Some examples of sales tasks that can be automated include contact management, sending emails, and even nurturing leads through automated call centers. Automating these tasks frees up your sales team, letting them focus on activities that really need that human touch, such as prospects further along in the sales process.

How do you automate b2b sales?

Automating your sales processes comes down to picking the right tools for your specific needs, things like your business size, the sector you're in, and your goals. From there it's about integrating these tools seamlessly so they can all talk to each other without any glitches.

Conclusion

B2B sales automation isn't optional anymore. It's become an absolute necessity in the current B2B environment. It improves customer experiences and lets sales teams really zero in on building those critical relationships that help grow a business. Businesses must adjust to this new reality and prioritize a buyer-centric method, and using B2B sales automation does just that. By welcoming this new tech and automating the boring stuff, businesses give themselves an undeniable edge and make sales efforts more focused, personalized, and successful. Learn on your own, or tap Quantum Sales AI™ to help support your b2b sales automation and outbound lead generation needs.