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Sales automation: Sales automation tools use predictive analytics and automated decisioning to recommend next best actions to sales teams at the right moment in time. Thanks to automation, sales teams can have a proactive response to a moment in the sales cycle that’s more likely to close a deal. No wonder 65% of companies are using sales automation tools for customer engagement, and 71% are planning to add to or invest in the technology in the next two years, according to a Pegasystems survey.
Marketing automation: Marketing automation tools proactively guide marketers with recommendations on the most relevant actions, offers and content to offer customers. By automating time-consuming manual tasks, such as lead assignment, segmentation and lead nurturing, marketing automation tools free leaders to focus on core competencies, such as building targeted campaigns.
Robotic automation: Robotic automation software automates mundane tasks and processes otherwise performed by humans. By automating these standard business processes, robotic automation technology eliminates time-consuming activities for busy support agents, and the speedy processing of these activities contributes to a more positive customer experience.
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Automated Data Management Tools: - Growbots
- ZoomInfo
- DiscoverOrg
Automated Outreach Tools - Growbots
- SalesLoft
- Outreach.io
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- Creating a Sales Process – Process Street
- Documenting the different stages of Sales – Pipedrive
- Creating Customer Personas – Xtensio – Free
- Identifying Customers – Linkedin
- Reaching out to Customers – Find That Email
- To track the emails you’ve sent – Use Hustle
- What happens after you click send? – Use Yesware
- A social mention tool to see what people are saying about your prospect’s brand – Mention
- Presentation Software – Prezi
- Demo Automation – Go Consensus
- I-Snapshot
- Xceleration is a sales incentive tool
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We spend a lot of time in Slack. For our team, it’s the easiest place to be notified of something that requires immediate attention. So ideally, we wanted our process to be facilitated through Slack.
We then spent some time drawing out different workflows with various tools that required zero engineering resources and ended up with a process facilitated through Slack, using Clearbit, Zapier, & Troops.
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- Wave 1: Client-server and desktop based sales systems
- Wave 2: Web 2.0 and API-based sales systems
- Wave 3: Algorithmic sales automation with predictive analytics and artificial intelligence
2016 was the year in which all of the major SFA vendors either announced or released embedded predictive analytics and artificial intelligence capabilities into their SFA products. Predictive analytics for sales removes the uncertainty inherent in lead scoring and sales forecasting, replacing human-educated guessing with algorithmic machine learning models.
Given recent interest in these technologies from companies outside of high-tech, I think that mainstream acceptance of algorithmic sales automation has begun. This interest, combined with the new algorithmic offerings from the large sales vendors, means that the market for sales technology has permanently shifted. Thus, I fearlessly predict that 2016 will be deemed the year that algorithmic sales automation broke into the mainstream.
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Get an exclusive look at the latest Forrester Wave™ report, evaluating the top vendors in the sales enablement automation space.
According to Forrester, Seismic is a leader among Sales Enablement Automation Systems, and was cited for extending "content customization, control, and reporting" as well as "in-depth workflows for reviews and approvals; and rapid assembly of customized content, which gets automatic updates as it changes."
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Herein lies the Excel/BI dilemma – choosing Excel is prioritizing flexibility over efficiency, but making that choice guarantees a productivity nightmare for sales operations. There’s no need to kick the Excel habit or scrap the BI tool. It’s time to think of sales intelligence in a new way: to look at the categories in which Excel does well, the ones in which BI does well, and where there’s room for both solutions. There are three types of sales intelligence in sales operations:
- Operational. This type of sales intelligence focuses on generating the KPIs sales leadership and sales reps use to manage and track their day-to-day business.
- Analytical. This type of sales intelligence is more impromptu, is performed by sales operations (or other inquisitive analytical types), and generates correlative analysis that answers sales management’s deeper questions.
- Intellectual. Think of this type of sales intelligence as the annual analysis required to assess and revise each year’s sales go-to-market model, financial plan, quotas, compensation plans and corresponding accrual calculations.
Operational sales intelligence is routine, repetitive and relatively predictable. It’s simple. What makes it complex are the data feeds required to keep it accurate and updated. BI is a great fit for this space.
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Gartner’s CRM Sales predictions includes analysis about:
- Artificial intelligence for improving lead conversion and opportunity closure rates.
- Using advanced analytics to reduce time-intensive sales compensation tasks and to uncover new insights that improve how plans are designed and implemented.
- Event-driven application architectures that digitalize B2B sales processes entirely new means of engaging with customers
We also replay our 2015 prediction about business graphs because it ties in with the new 2016 predictions: By 2018, 20% of large B2B organizations will build business graphs of their sales processes to improve their sales execution.
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1.Pipedrive
2.Zoho CRM
3.InfusionSoft
4.SalesCloud
5.Ambition
6.Unomy
7.HubSpot Sales
8.SalesHandy
9.InsideView Sales
10.Clari
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Apttus, a cloud software company that automates the process of turning sales calls into signed contracts, has closed another $88 million in late-stage funding that CEO Kirk Krappe said will likely be its last infusion before an initial public offering in the first half of 2017.
Apttus specializes in “quote-to-cash” software applications. That’s a fancy way of saying it automates tasks such as building sales proposals, calculating pricing that is customized for specific deals, generating invoices, and managing customer contracts. The firm has more than 600 customers—100 of them within the Fortune 500—including foodservice company Aramark and cloud software pioneer Salesforce.
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In the abstract, a useful sales engagement platform would encompass content management (a set of easily accessible product and market information with flexibility to change its presentation), integrated communications methods (like phone, email, web conferencing, and messaging, with related feedback), engagement analytics (to help management and reps understand what is happening across the platform), and guided selling (to help reps figure out what to do next in the sales process). In addition, sales reps need to be able to use the platform wherever is most convenient — whether in email, from a window in the CRM system, or on a mobile app. Any company that has such a platform should be able to increase sales efficiency (more meetings and opportunities) as well as sales effectiveness (as measured by increased close rates and accelerated sales cycles).
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Kickfire, VisiStat’s companion Chrome plug-in, allows you to get a wealth of information about a business when you are visiting their website. The plug-in itself is free. You only pay a nominal fee for detailed contact information including phone number and email address.
With KickFire, all you do is go to a website and click on the KickFire button in Chrome. KickFire instantly presents both technical and business information. It will show you key members of the company and which digital tools they are using, and can even connect to popular customer relationship management platforms (CRM).
If you are relying solely on customer-provided information, you might be intrigued by the detailed information you can get with VisiStat and KickFire. For sales prospecting, KickFire might be just the tool that your sales professionals can use to get better insight into their sales opportunities. For the more sophisticated investigator, give VisiStat a test-drive to see who is visiting your site. You might be surprised to discover who is spending time perusing your digital display table. Reaching out at just the right time might be the competitive advantage you’ve been seeking.
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Digital document signatures have really expedited sales. No longer do we have to print out the document, sign it, and either scan or fax it back to the original sender. But while this capability may be a godsend, there’s one problem a new startup called GetAccept wants to highlight: It still is not enough for actually closing the deal. The company has an offering it says will give firms more control over their sales document workflow.
Sixty percent of proposals never get signed, according to cofounder Mathias Thulin. He attributes it to a lack of structured workflow for salespeople: “They don’t know where to follow up or are lazy.” GetAccept aims to automate the process to convert more missed opportunities into signed deals. It incorporates different behavioral decisions you’ve made to push the deal forward, such as sending your sale an email or SMS reminder, along with retargeting display campaigns.
This Y Combinator-backed company also has a feature to help salespeople craft proposals — you can create a video presentation to supplement your standard sales proposal. The idea is to make the process more fun and engaging so it stands out, perhaps making the whole experience a bit more human. There’s also a dealboard that displays the status of all your potential deals, giving you a complete picture of what additional work may be needed. marketingIO: One Source for All Marketing Technology Challenges. See our solutions.
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Key findings in the research relate primarily to B2B selling processes and technology:
- The vast majority of salesperson communications (emails, texts, meetings) with customers are either not documented or poorly documented, with incomplete information in sales force automation (SFA) applications.
- B2B sales organizations with mature SFA implementations are exploring new big data and business graph technologies to improve sales execution, but the market for these sales operational monitoring providers is diffuse and nascent.
- Channel organizations will focus on improving partner channel revenue performance through implementing commercially available partner relationship management (PRM) applications.
- Experimental smart machine selling has the potential to become a significantly disruptive technology.
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Pipedrive, which offers Software-as-a-Service designed to help small companies manage and increase sales, has closed another deal of its own. The Estonia/U.S.-based startup and AngelPad alumni has raised a $9 million Series A round led by Bessemer Venture Partners, money it will use to accelerate growth and further build out its product.
“Pipedrive’s growing base of more than 10,000 paying small business customers shows that the company’s simple, intuitive approach to helping them sell better by visualizing the sales pipeline works,” said Alex Ferrara, partner at Bessemer Venture Partners, in a statement. “We invested in Pipedrive because we that it has the potential to be the CRM tool of choice for small businesses globally.”
Targeting small to medium sized businesses, and used by a number of tech companies, including Fortumo, Postmates, FalconSocial, and Blippar, Pipedrive aims to fix the broken CRM/sales software experience. Specifically, it says that CRM solutions typically require far too much data entry and have poorly defined workflows, resulting in software that nobody likes using and, ultimately, lost sales.
iNeoMarketing’s MarTech Managed Services solves numerous B2B Marketing challenges. Contact us to see how.
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Digest...
CoPilot is a sales automation system that Autopilot says takes the grunt work out of sales, provides much higher numbers of warm leads, and can be implemented in companies using any marketing automation system — or none at all. Plus, in the process, will allow sales people to focus on what they do best: selling. There’s been a trend lately of sales teams using low-end marketing automation systems to do what CRM doesn’t typically do: help with outbound. But marketing automation systems, by design and by name, are not really intended for salespeople, nor are they typically tailored for the specific sales process. “In one corner marketing has marketing automation, in another corner sales has CRM, but there is this third corner where sales development representatives live and that’s who CoPilot focuses on. Marketing doesn’t want salespeople using their marketing automation solution, and CRM doesn’t have the technology to help automate outbound prospecting. So instead, we’ve seen task driven applications try and tackle this problem: email tracking, email reminders, and template management for email clients like Google Apps.” __________________ ► Receive a FREE daily summary of The Marketing Technology Alert directly to your inbox. To subscribe, please go to http://ineomarketing.com/About_The_MAR_Sub.html (your privacy is protected).
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Far more examples of automation than this, but it's the 1st paragraph that's interesting.
Click/tap to view the original article.
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