Automating sales development involves using software to improve processes so salespeople can focus their time on outbound prospecting and closing deals. Experts describe automation as the mechanization of manual, time-consuming tasks with artificial intelligence or digital tools.
Automation can enhance your team’s results by
- Increasing productivity
- Reducing manual effort
- Improving process accuracy
- Promoting customer satisfaction
- Providing insights into sales activities.
Elements of Sales Automation
Automation software accelerates the steps of the sales cycle. These programs can help your team nurture prospects along the funnel, from lead generation to the deal’s closing.
You can benefit from sales development software during the following processes:
- Lead qualification and scoring
- Sales outreach
- Appointment setting
- Pipeline management
- Sales reporting and data visualization
- Workflow automation
Lead qualification and scoring
Lead qualification tools rank leads into hot, warm, and cold for salespeople to focus their efforts on prospects who have more chances to convert.
Sales automation solutions make it easier to contact business prospects. Salespeople make many cold calls and send numerous emails every day, thus tools that streamline this process naturally increase productivity.
Sales professionals can benefit from software that automatically schedules appointments with prospects for demos, presentations, and meetings.
Pipeline management software tracks prospective customers within the funnel and provides AI-backed strategies to warm them up to purchase. They are also useful for following up with leads after a demo, presentation, or call.
Sales reporting and data visualization
Sales representatives and managers use these tools to prepare reports. Data visualization helps to generate insights into the pipeline and identify areas that need improvement.
These are project management tools that help sales leaders track their rep’s activities. Workflow automation eases quota assignment, progresses monitoring, and improves sales efficiency.
Sales Development Automation Software
Sales leaders can boost teams’ productivity by incorporating suitable automation software into their processes. Here’s our list of the best sales development tools:
- LinkedIn Sales Navigator
- Clearbit Connect
- Chili Piper
Hubspot is one of the most widely used sales automation platforms. It streamlines pipeline management and lead nurturing and can integrate with other tools to build custom workflows.
Pricing: Premium starts at $45 per month.
Salesforce is a cloud-based CRM software that facilitates communication between your team and prospective customers.
Pricing: Sales plans start at $25 monthly per user.
SDRs can use Calendly to book calls and meetings with prospective clients. Leads can see your availability by following a unique link and choosing a suitable time slot for the conversation.
Pricing: $8 monthly per seat.
Intercom is an integrable live chat service that enables salespeople to engage and provide support for potential customers. It is compatible with websites, Facebook Messenger, WhatsApp, and 300+ platforms.
Pricing: Small business plans start at $74 per month.
LinkedIn Sales Navigator
Companies use this tool to generate new leads and engage them. It provides access to a large database of LinkedIn users and can be integrated into your CRM to track the sales process.
Pricing: $79.99 per month.
LeadFuze is a customizable search engine for finding reliable lead data. Businesses may discover verified leads by filtering them by company size and personal background. Sales development representatives can automate this search process with ‘Fuzebot,’ which automatically adds prospects that meet search criteria to their list.
Pricing: Starts at $497 per month.
LeadGibbon is a database platform for gathering B2B contacts for effective sales prospecting. The software holds vital details such as emails, phone numbers, industry, and financial information.
Pricing: $49 per month for the basic plan (250 emails + 25 phone numbers).
Hunter uses company domains to uncover the email addresses of key decision-makers. Salespeople can use the chrome extension and get up to 25 free searches per month.
Pricing: Premium plans start from $49 per month.
Clearbit functions as an add-on in your Gmail or Outlook mail clients, displaying lead company profiles, locations, and other contact information to help with prospecting and outreach.
ZeroBounce validates email addresses from third-party sources and ensures that messages are delivered to the correct recipients.
Pricing: Free for the first 100 email addresses.
Aircall is a Voice over Internet Protocol (VoIP) service that provides local phone numbers in over 100 countries for salespeople to contact leads. It has a ‘call whispering’ feature that allows managers to listen in calls and offer on-the-job assistance to help reps close better deals.
Pricing: Starts at $30 monthly per user.
This chatbot software connects with your clients through various channels and runs direct response marketing campaigns. Mobilemonkey tracks prospects as they move from your website to social media and creates a unified inbox for all interactions.
Pricing: Starts at $59 per month.
Sales leaders use Chorus to record and analyze calls, meetings, and emails to uncover deal-winning outreach strategies. This tool has a conversation intelligence feature that summarizes discussions and highlights the key moments of each interaction.
Pricing: Available on request.
This application helps companies monitor all social media conversations in one place. Mention is useful for social listening and gaining new insights into the reputation of a product or company.
Pricing: Starts at $41 per month.
With many tools in your sales stack, Zapier brings all of them together in one place. It can automate processes on over 5000 different software applications, and integrations are simple to set up.
Pricing: Premium service starts at $29.99.
Chili Piper avoids internet prospects’ short attention spans by automatically qualifying inbound leads and scheduling meetings with them. This tool reduces response time and increases conversion rates by booking more meetings and expanding the sales pipeline.
Pricing: Plans start from $15 monthly per user.
Choosing The Best Sales Development Software
As a sales development leader, you need to discern which tools suit your business. Loading your team with unnecessary software may negatively impact performance, defeating the original goal of increasing efficiency.
The following questions will help you pick the best sales automation tools:
- Is the software compatible with other tools in my stack?
Because most sales automation tools are integrated into other software in the stack, it becomes vital to know the compatibility of these applications. Doing some research to find out how data moves between them prevents future costs of changing programs due to incompatibility.
- Does my team need training to use the tool?
Training your team to adopt a new tool is typical; however, before committing to use it, you must know how much time and resources will be spent on education before it begins to yield results.
- What are the disadvantages of using this tool?
Different automation tools come with common limitations like long training times, high subscription fees, fewer integrations, or low functionality. Depending on your unique sales structure, you can make informed decisions on which drawback to compromise without impacting performance.
- How will this tool benefit our sales process?
Before you commit to sales development software, you should identify which areas of the sales process it improves and how this affects your revenue.
Sales managers have a huge job on their hands choosing out of over 1000 automation software to improve their teams’ performance. No business is the same, so you need to consider your company size, industry, and workflow style before selecting a tool.