Sales Automation for more selling time

Have you ever been unable to close a potential deal because you lost track of it in time? Do you spend too much time entering leads into your CRM system and maintaining the record over time? And are you just as tired of time-consuming scheduling with customers or prospects that require multiple emails to be sent back and forth? Countless such frustrating trifles in your daily sales routine not only have a negative impact on your mood, but also paralyze your sales process. Because they tie up resources that you should better invest in active sales. The good news: Many of these time-consuming tasks can be easily automated using software and AI. With the help of sensible sales automation, you can get rid of unpleasant tasks, increase your efficiency in sales and often also the satisfaction of your customers. Here are a few examples:

sales representative in Sales Automation

Automate lead management

Your CRM system is the pivotal point of many sales automation solutions. A lot of hard work flows in here manually, which can be significantly reduced with the help of simple automation solutions. For example, instead of regularly searching LinkedIn for new interesting contacts and clicking your way through countless profiles that have been known for a long time, as a premium user you can simply have the new profiles sent to you according to your preset search criteria. Combined with a clever data enhancement solution, for example the Implisense API, your CRM system is automatically filled with all relevant data for your leads – you save yourself the manual input and last but not least the research of this information. On top of that, trigger events for your contacts can be delivered free of charge on a daily basis so that you never miss a promising contact occasion again. And if you want it easy, Implisense Leads will identify the similarities between your best customers and suggest other companies that are likely to have a strong interest in your products. The only thing you still have to do by yourself is make a call.

Sales automation during customer contact

Speaking of calling: Automating customer contact using self dialers or mass mailings is usually not a very promising option. Instead, by cleverly automating the many small time wasters around you, you gain more time to focus on this core aspect of sales. For example the tracking of your contact history with the prospective customer: When you have phoned or emailed with whom, you do not have to note manually anymore. You can also have this done by software. With some services, you can even have the AI create a brief summary of the most important topics from your telephone call.

Even the scheduling with your customers and prospective customers does not need to include diverse mails. Use tools or web services that allow you to share a number of appointment slots in your calendar and allow the person you’re talking to to to simply click into one of them. This gives you more time to prepare for the call. That’s Sales Automation, too.

Automatic reporting reduces management workload

Of course, not only the filling of your CRM system can be automated, but also its interpretation. Automated reporting provides the team leader with important key figures for the efficient control of the sales department. In this way, internal processes can be further optimized on this basis.

Many little elements that will relieve you in your daily work. Create more space for active sales with the help of clever sales automation. In the end, software and AI achieve the feat of leaving your customers with more human resources. The basis for an inspiring customer experience and a genuine relationship of trust.

Mehr Zeit zum Verkaufen dank Sales Automation

Haben Sie jemals einen potenziellen Deal nicht abschließen können, weil es Ihnen untergegangen ist, rechtzeitig nachzufassen? Verbringen Sie zu viel Zeit damit, Leads in Ihr CRM-System einzugeben und den Datensatz im weiteren Kontaktverlauf zu pflegen? Und ermüden Sie zeitraubende Terminfindungen mit Kunden oder Interessenten, bei denen mehrere E-Mails hin und her geschickt werden müssen, ebenso sehr? Unzählige solcher frustrierender Kleinigkeiten in Ihrem Sales-Alltag schlagen sich nicht nur negativ auf Ihre Laune nieder, sondern lähmen vor allem auch Ihren Vertriebsprozess. Denn sie binden Ressourcen, die Sie besser in den aktiven Verkauf investieren sollten. Die gute Nachricht: Viele dieser zeitraubenden Aufgaben können Sie mittels Software und KI einfach automatisieren. Mithilfe sinnvoller Sales Automation schaffen Sie sich unliebsame Aufgaben vom Tisch, erhöhen Ihre Effizienz im Vertrieb und ganz nebenbei häufig auch noch die Zufriedenheit Ihrer Kunden. Ein paar Beispiele:

Vertriebsmitarbeiterin Sales Automation

Lead-Behandlung automatisieren

Dreh- und Angelpunkt vieler Lösungen zur Sales Automation ist Ihr CRM-System. Hier fließt manuell eine Menge Fleißarbeit hinein, die sich mithilfe einfacher Automatisierungs-Lösungen deutlich reduzieren lässt. Statt zum Beispiel regelmäßig LinkedIn nach neuen interessanten Kontakten zu durchsuchen und sich dabei durch zahllose längst bekannte Profile zu klicken, können Sie sich als Premium-User auch einfach die neuen Profile zu ihren voreingestellten Suchkriterien zusenden lassen. Verbunden mit einer cleveren Lösung zur Datenanreicherung, zum Beispiel der Implisense API, wird Ihr CRM-System automatisch mit allen relevanten Daten zu Ihren Leads befüllt – Sie sparen sich die manuelle Eingabe und nicht zuletzt auch die Recherche dieser Informationen. Obendrein können Sie sich tagesaktuell Trigger-Events zu Ihren Kontakten frei Haus liefern lassen, sodass Sie keinen vielversprechenden Kontaktanlass mehr verpassen. Und wenn Sie es ganz einfach haben wollen, ermittelt Implisense Leads die Gemeinsamkeiten Ihrer besten Kunden und schlägt Ihnen weitere Unternehmen vor, die höchstwahrscheinlich ein großes Interesse an Ihren Produkten haben dürften. Nur anrufen müssen Sie noch selbst.

Sales Automation im Kundenkontakt

Apropos anrufen: Den Kundenkontakt selbst mithilfe von Self Dialern oder Massenmails zu automatisieren, ist in der Regel keine sehr erfolgversprechende Option. Stattdessen gewinnen Sie mit einer schlauen Automatisierung der vielen kleinen Zeitfresser drum herum mehr Zeit, um sich selbst stärker auf diesen Kern-Aspekt des Vertriebs zu konzentrieren. Zum Beispiel das Tracken Ihres Kontaktverlaufs mit dem Interessenten: Wann Sie mit wem telefoniert oder gemailt haben, müssen Sie nicht mehr händisch vermerken. Das können Sie auch durch Software erledigen lassen. Bei einigen Diensten können Sie die KI sogar eine knappe Zusammenfassung der wichtigsten Themen aus Ihrem Telefonat erstellen lassen.

Und auch die Terminfindung mit Ihren Kunden und Interessenten muss nicht sich nicht mehr auf diverse Mails erstrecken. Nutzen Sie Tools oder Web-Dienste, mithilfe derer Sie eine Reihe von Termin-Slots in Ihrem Kalender freigeben und sich Ihr Gesprächspartner einfach per Klick in einen davon einbuchen kann. So bleibt Ihnen mehr Zeit für die Vorbereitung des Gesprächs. Auch das ist Sales Automation.

Automatisches Reporting entlastet Führungskräfte

Natürlich lässt sich nicht nur das Befüllen Ihres CRM-Systems automatisieren, sondern auch dessen Interpretation. Automatisierte Reportings versorgen den Teamlead mit wichtigen Kennzahlen zur effizienten Steuerung der Sales-Abteilung. Sodass die internen Prozesse auf dieser Grundlage noch weiter optimiert werden können.

Viele kleine Bausteine, die Sie im Arbeitsalltag kräftig entlasten. Schaffen Sie sich mehr Freiraum für den aktiven Vertrieb mithilfe cleverer Sales Automation. So schaffen Software und KI am Ende das Kunststück, dass für Ihre Kunden mehr vom Menschen übrig bleibt. Die Grundlage für eine begeisternde Kundenerfahrung und ein echtes Vertrauensverhältnis. 

Die Software-as-a-Service-Lösung von Implisense bietet Ihnen die Sales Intelligence für den zeitgemäßen Firmenkundenvertrieb. Jetzt kostenlosen Testzugang anfordern.

How to promote the consistent use of data in your sales department

Most sales professionals are now aware of the importance of data for modern sales. Nevertheless, the practical implementation of data-based sales techniques in day-to-day business still faces a number of problems in many companies. Collecting and archiving in particular is often perceived as a burden by operative sales staff and is frequently left behind in stressful everyday life. The following four measures will help you to effectively implement data-based tools in your sales department.

Define KPIs clearly

Evaluating data effectively is based on a clear understanding of what has actually been measured. This is the only way to draw reliable conclusions and derive meaningful measures from them. Which costs, for example, are specifically included in the customer acquisition costs? In order to ensure a consistent interpretation of the data as well as its collection, it is a good idea to create a glossary. Establish an internal reference tool in which all KPIs are clearly defined. It can be accessed by every employee concerned, so that a uniform awareness exists at all times of what exactly designates which date.

Automate data collection

Collecting data in day-to-day business is one of the critical bottlenecks in implementing a data culture in your sales department. Because with a high workload and fixed goals, this is treated as a low priority by most sales people – and often goes overboard. By automating much of the data collection and maintenance process, you can reduce the burden on your staff while increasing team acceptance of your data tools. For example, with programs that automatically track click through rates or connection data from telephone calls and feed it into your CRM. You can also automate the recording and archiving of your customer master data: By having the Implisense API automatically fill your CRM with it. So you won’t miss any changes because they are kept up to date by a clever data enhancement strategy.

Consistent use of sales data

Make data visible and usable

To ensure that data can unfold its full power, it is not least important where it converges. In many companies, these are still static databases to which not every sales employee has access. Instead, use modern tools that prepare all data clearly for the entire team and can thus become a hub. This way, fewer things get lost, reaction times are shortened and awareness in your sales department is increased.

Use interfaces

You won’t benefit from the largest amount of data if your sales representatives don’t work with this information. So make it as easy as possible for them to access value-adding data. Right where they’re needed. Smartly integrate data from different sources and systems into the workflow of your sales team through the clever use of interfaces. If the helpful data is always just a click away, lower the hurdle to a more active use of this powerful sales weapon. And optimize the performance of your sales professionals.

Improve the consistent collection, evaluation and use of sales-relevant data in your sales team by keeping the hurdles as low as possible for your employees in their day-to-day business. A promising step on the way to modern data-based sales.

Technologies for more quality and quantity in sales

Some people claim that technology solves the problems you wouldn’t have without it. Without technology, it is almost impossible to make efficient sales today, say the others. However, digitization and automation can accelerate and improve the quality of many sales processes.

Quantitative sales optimization: Process more leads more efficiently

A constant issue in most sales departments is the question of how existing resources can be used even more efficiently and how as many leads as possible can be processed with as little time as possible. With the right technology, you can semi-automate many sales processes and save a considerable amount of time.

  1. More calls with sales dialers

    The sales dialer is an automatic dialling computer that shortens the idle time between multiple calls and thus ensures optimal time utilization in outbound marketing. Not only does it automatically start the next dialing process, but it also immediately provides the sales representative with the necessary customer record. Many power dialers dial more than one number at a time to further reduce waiting times. More advanced predictive dialers even learn from the customer’s telephony behavior – i.e. reachability times, time to answer the call, call duration – and optimize outgoing dialing attempts accordingly.

  2. Authenticity through sales videos

    The potential customer’s trust in the sales employee is in any case a decisive factor in whether a successful conclusion is reached or not. This can be achieved much better with the help of a face than with just a voice on the phone or even just a text mail. Emails that include a sales video are not only better clicked, they also have a higher conversion rate. Because being able to face your virtual counterpart creates commitment – especially if you personalize the videos.

  3. Reach customers with text messages

    Which of your sales e-mails recently had an opening rate of more than 90 percent? Text messages via SMS or common messaging services are almost always opened, usually within a few minutes. And they are positively perceived by customers – as long as they are concise and meaningful. A fast and effective communication channel with your leads, especially as reminders. However, you should make sure that you actually send them to the potential customer’s service phone. Many decision makers consider business text messages annoying on private devices.

Qualitative sales optimization: Win the customer’s loyalty

For many reasons, when a customer is on board, it is worth investing in the customer’s loyalty. On the one hand, you want him to stay with you for a long time and be open to cross-selling and up-selling options. On the other hand, he can also become interesting for you as a multiplier who opens the way into his network. Technology-supported processes can also help here.

  1. CRM as a lexicon about your customers

    A strong CRM system as the collective brain of your sales team is almost essential if you want to build sustainable relationships with your customers. This is where all the information about your contacts comes together to form a clear overview – immediately accessible when the customer calls. This tool is particularly powerful if you have it filled with comprehensive data without having to collect it yourself. Has your customer just opened a new location? Is he looking for personnel in a specific area? With the Implisense API, your CRM system is constantly updated with the latest customer data. A valuable information advantage for the development of a loyal customer service provider relationship.

  2. Knowing what customers really want

    Now, more than ever, technology gives you the ability to gain insight into the behavior of your customers before and after talking to your sales representative – and draw valuable conclusions. Evaluate, for example, how long visitors to your website deal with which content. Track the opening rates of your e-mails and find out how many people in the company have viewed a document. This will give you insight into what your customers are really interested in, their level of interest and on which leads you should use how many resources.

  3. Algorithms are the best investigators

    At first glance, when we talk about increasing sales efficiency, it seems to run counter to the desire to be a well-informed salesperson who knows his customers’ needs well. Because intensive research costs a lot of time. But technology can also help here. Because practical text mining algorithms can research many times faster, more specifically and more effectively than your sales team. And prepare the data into easily usable appetizers. On the Companies and Markets platform, for example, you can display clearly arranged background information on around two million companies with just one click. In which countries has the company recently become more active? Which technologies does it rely on? And which target groups does it address? In less than five minutes you have gained in-depth information – thanks to the preliminary work of algorithms. And you can do it for free.

Not every technology is like the holy grail that makes your sales team a high flyer. But if you cleverly integrate the new opportunities into your sales processes, you can achieve both: more quantity in exploiting your leads and more quality in building sustainable customer relationships.

Lecture: Sales optimization with AI

At the “log in. berlin.” Partner event “Artificial Intelligence – Perspectives and Potentials” on 6 September 2018, the Implisense CPO Dr. André Bergholz spoke to AI in Sales. The contributions of the event once again proved the diversity of the topic Artificial Intelligence (AI). AI is and remains the keyword of our time, which is more future-oriented than almost any other.

Dr. André Bergholz explained in his lecture which possibilities AI and Deep Learning offer to optimize marketing and sales. For answering questions Image Artificial Intelligenceof the office staff, customer advisors, marketing and analytics, monitored classification, clustering and profiling as well as Natural Language Processing (NLP) can be used. The use of AI in these departments helps to find new customers, prioritize incoming leads, increase cross-selling and up-selling, plan targeted campaigns, identify trends and more.

Outline of the presentation “Sales optimization with AI” and slides (in German language)

  1. Questions for Marketing and Sales
  2. Status Quo and Solution Approaches
  3. Questions and techniques of the AI
  4. The Vision
  5. About Implisense