Okay Mendes
Feb 6, 2024
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It is no secret that automation has entered our organizations and found a place in the daily operations of all departments, making it a practice that will become part of the daily life of companies. On this occasion, we will show you how sales and marketing cycle automation works with Hubspot for your B2B business.
Have you ever heard the phrase “sales automation can be the answer to all your sales problems”? Well, this phrase is not entirely true; however, implementing automation in sales will help you streamline processes, improve follow-up, and save valuable time .
Automating your company's marketing will help you prioritize and execute marketing actions in a more agile and efficient way, thereby helping you achieve your goals in less time.
Automating these two areas together will give you a powerful tool that will allow you to save time and effort, increase your traffic quickly, convert more sales opportunities, close more clients and turn them into promoters who will contribute to the growth of your business.
Now, how does sales automation work?
It consists of the mechanization of manual sales tasks using digital tools and/or software. Its objective is to manage or carry out the activities that sales representatives and managers do on a daily basis.
What are the benefits of sales automation?
On average, sales representatives only spend 35% of their time selling, which is equivalent to only 14 hours of the 40-hour work week.
Of the remaining time, a large portion is spent on administrative tasks. One study found that 27% of sales reps spend an hour or more a day on manual data entry. Add to this the time spent on research, internal meetings, proposal writing, and planning.
With all these tasks, it is very likely that your sales team is not spending as much time on the most important task: selling.
Sales automation benefits your business and, directly, your sales team. With sales automation, you will increase the productivity and performance of your sales representatives, in addition to other particular advantages such as:
You will be able to increase the efficiency of your processes.
Improve the accuracy and acceleration of your sales processes.
Increase the chances that your sales prospects won't fall through the cracks.
Streamline the quality of your sales tasks.
Reduce response time, which can increase customer satisfaction.
Keep sales data consistent across your sales organization.
Make efficient use of resources.
You can apply sales automation to multiple steps in your sales process so your reps can focus less on administrative and repetitive tasks and have more time to connect and sell to their prospects and customers.
a) Creation of contacts and agreements
You can set up workflows with your marketing software to automatically create and edit lead records that meet certain criteria. For example, you might want to define a lead as qualified if they have a certain education, a certain role in your company, have watched a product video, or have visited your pricing page.
Secondly, make sure to integrate your various lead sources into your CRM. These could be webinar participants, respondents, new email subscribers, event attendees, those coming from Facebook lead ads, etc.
b) Email templates
To increase response rates, it is recommended that you personalize between 30-50% of the content, but no more.
It's a good idea to write master versions of the emails you regularly send to prospects and then save them as templates. These templates can then be quickly customized to the specific recipient and situation when you need to send them. The Templates feature in HubSpot Sales even lets you add personalization tokens so that details like the prospect's name, company, and job title are automatically populated.
c) Sales email automation
The Sequences feature in HubSpot Sales allows you to create a personalized email campaign for the prospect by choosing when it will be sent, and add personalization tokens for company and contact details.
Finish off the personalization with some unique details to keep your messages feeling human, and choose to stop messaging when the prospect responds to you.
d) Scheduling meetings
