Step 1 - map out your sales workflow.
Step 2 - ask yourself which of the steps need a human.
Step 3 - have robots do robot things.
Step 3 - ask yourself “am I a robot?”
Step 4 - stop doing robot things.
It’s nearly that simple—but it’s really about looking at your workflow and then picking the right tools to support your team.
There are 5 sales automation stages:
SDRs are focused on generating demand and performing outreach, so they need automation around sourcing and qualifying leads, and outreach.
Start by using prospecting tools like LeadIQ and Lusha, which make it easy to source and verify lead contact details and data.
Then, for outbound prospecting, set up automated email sequences in Mixmax targeting a segment of prospects in the CRM. If someone responds, they can be taken off the sequence.
A sales engagement platform like Mixmax also allows reps to customize email templates with autofill CRM data, access prospect data right in their inbox, and perform personalized outreach at scale. Scheduling tools reduce the friction involved in nailing that first meeting with the AE.
To optimize your sales emails, there are writing assistants like Lavender, which compares your sales emails to millions of others and gives suggestions. Dialers like Dialpad and Aircall also automate finding and dialing numbers, and provide helpful in-call recommendations and post-call insights, among many other functions.
And if you need to include a sweetener to get noticed, what better than smmart gift-giving platforms like Alyce?
AEs are tasked with moving individual prospects through the sales cycle so they require automation that helps create highly personalized, attention-grabbing buyer experiences based on real-time engagement.
Once a prospect has been handed up the chain, AEs can use customizable email templates to schedule nurture sequences and share content to educate the prospect about your offering. Polls, surveys, and CTAs help gather information about pain points and needs that can be used to tailor the offer.
There’s a lot to keep on top of, so workflow automation ensures nothing slips through the cracks. Real-time email tracking also tips them off when a prospect opens their messages or downloads content, etc. so they can follow up while top of mind.
If they’re using Mixmax, they don’t have to even open up Slack to pretend to internally negotiate a deal (“let me just check with my manager on that 10% discount”)—they can do it right in Mixmax’s Sidechat on Gmail, where everyone in your workspace can easily get access to the conversation you’re having.
And to know how that conversation went, you’ll want a conversation intelligence tool like Gong (more on this below). Sales enablement tools like WorkRamp (a learning platform for sales people) also help ensure your sales techniques are on point.
Finally, all that activity needs to be logged, which is nobody’s fave task. Fortunately, Salesforce updates can also be automated thanks to tools like Dooly.
Once the prospect is ready to buy, AEs can just click a button to configure price per quote or start the contract review and approval process, saving them just enough time to hit happy hour to celebrate the new close.
Mixmax also allows AEs to queue up personalized thank-you emails to send when a new customer signs the contract in DocuSign, and set up custom email sequences for a smooth onboarding.
Automated alerts and up-to-date CRM data ensure a smooth handover to customer success. They can now automate renewals, use email templates to engage at various points in customer’s relationship with the product, and set up alerts to check in regularly and boost retention.
Existing customers are a valuable source of additional revenue so sellers need to be able to leverage accurate data and insights to identify customers to target with customized upselling or cross-selling offers. They can also automate reminders to ask for a referral after an appropriate interval.