• 5 Reasons to Embrace Automation in B2B Sales

    Posted On Friday, May 15, 2020 by Evan Lamolinara

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    How many steps in your B2B company's sales process do you automate? Some sales-related tasks work best when performed manually. Others, however, can and should be automated. Neglecting to embrace automation is a serious mistake that will place your B2B company at a disadvantage to its competitors. So, if you've been reluctant to automate sales-related tasks in your day-to-day activities, you should consider making the switch to automation for the five following reasons.

    #1) Remove Bad Data

    Embracing automation can help your B2B company remove bad data from its sales lead inventory. As you collect sales leads, you'll inevitably acquire some bad data. Maybe the same sales lead is listed twice, or perhaps a lead contains outdated or otherwise inaccurate information. Regardless, there's software available that can automatically scan your B2B company's lead inventory -- as well as other databases -- to remove bad data.

    #2) Saves Time

    Not surprisingly, automation can save you time. According to HubSpot, the average sales rep spends about his or her workday performing tasks that can be automated. In the world of sales, time is money. Therefore, embracing automation can save your B2B company money. It will free up your time so that you can focus on other sales-related tasks, resulting in increased profits for your B2B company.

    #3) Increased Conversions

    You'll have an easier time converting sales leads if you embrace automation. A report published by Instapage suggests that four in five sales reps who use automation experience higher conversion rates than their counterparts who don't use automation. Automation can streamline many sales processes, all while improving conversion rates in the process.

    #4) Improved Testing

    Automation can have a positive impact on your B2B company's ability to test different creatives and methods. You may think a particular ad or sales copy works best, but unless you test it against at least one other variant, you really won't know this information. Automation allows you to easily test multiple creatives and methods at once. You can automate the testing of email copy, for instance, by sending sales leads two different emails.

    #5) Sales Lead Nurturing

    Finally, embracing automation can assist with sales lead nurturing. Lead nurturing, of course, involves warming up a lead so that he or she is more likely to make a purchase. How does automation help with lead nurturing? Well, you can automate follow-up emails and other correspondences so that leads are contacted in a timely manner. With faster correspondences, you can nurture sales leads through your B2B company's sales process more effectively and efficiently.

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