9 Sales Automation Workflows from Lead Capture to Conversion


Have you observed that repetitive sales tasks occupy most of your sales rep’s productive time, or have you missed out on a promising lead just because you couldn’t identify them? 

If you have tried to explore why you need more sales automation. Sales workflow automation is a blessing that helps organizations manage sales activities effectively.

Sales workflows include all activities, right from lead identification to conversion. Automation would mean using software/tools and AI to simplify these processes and improve your productivity.

Benefits of sales workflow automation 

According to a report from McKinsey, about one-third of the sales tasks can be automated for the organization’s benefit.

  • Eliminates repetitive tasks and helps save time for sales reps.
  • Streamlines all your sales activities.
  • Leads to efficient use of all resources in the organization.
  • Improves your productivity.
  • Hastens the sales process.
  • Avoids errors due to human intervention.

9 sales automation workflows for your organization

We will explore the various stages of automation, from lead capture to conversion.

Prospect identification

Automation can simplify your lead identification process. Several tools are available now which can provide you with a list of prospects regularly and save a huge amount of time and effort for the sales team.

There is no need for you to scan multiple profiles to identify your buyer persona. With API integrations, automation can give you lead information from various sources.

Lead nurturing

The process of converting your leads into customers involves nurturing. Here, you build a strong relationship with the customers. By attracting leads who still need to be ready, you add more customers to your clientele.

Sending emails for nurturing leads can be made an automated process. This results in better conversion rates. These emails are sent at regulated intervals so that their interests are retained.  

Lead enrichment

When you have more information about your leads, it is easier to communicate with them based on their requirements.

Automation for lead enrichment can pick up data from various sources and give you the most-needed information about your prospects. If you had to spend time on this process with the help of tools, you would gain a lot of time on other important aspects of sales, and also miss valuable prospects.

Automated follow-up

You should constantly watch your customer’s journey to keep their interest in your brand sustained. At times, a clog in the sales funnel prevents the free movement of leads from one stage to another.

When you automate the follow-up process, you remain at the constant attention of your prospects. Follow-up emails can be automatically sent to those prospects who have interacted with you recently. 

Lead assignment

Assigning leads manually eats up your precious time. You can automate this process too. Lead rotation based on geography, company size, etc., can be easily done through the sales automation process.

Many tools available allocate leads to sales reps based on territories. The process is simplified, and all sales reps are evenly allotted leads.

Automation of schedules

With automated meeting schedulers, you don’t have to worry about fixing a client meeting. There are tools available that help with sending auto-reminders and instant scheduling. Your customers can choose dates that are most convenient for them.

These tools also enable an automated response to reminder emails. With the click of a button, the leads’ interest in attending the meeting can also be known easily.

Sales pipeline management 

The sales pipeline gives you the impression of your customer’s journey through various stages. Automating the sales pipeline management eliminates manual intervention in moving the leads from one stage to another.

The automation process filters the not-so-interested leads and makes the work of the sales reps easier.

Sales call automation

Conversation intelligence tools are highly essential for salespeople. They give valuable insights by gathering crucial parts of the conversation with clients.

Sales teams handle numerous calls with customers regularly, so monitoring them to draw valuable conclusions becomes extremely difficult. Automation helps extract high-quality data that can be effectively used in the sales process. 

With evolving AI, organizations can get deeper insights that help the company’s growth.

Deals closure

Automation helps close sales deals faster. With quick follow-ups and lead distribution, you take considerably lesser time to close a deal. This helps in engaging with more new, qualified leads. Automation can thus help in increasing the number of customers for an organization. 

After deal closure, the process of onboarding starts, and welcome emails are sent to the customers. Here again, automated welcome emails help the customers quickly accustom themselves to the product and brand-related information. 

Maintaining a good rapport through automated emails helps sustain customers for a long time.

Final thoughts

Businesses have started to realize the role of automation of sales workflows in accelerating their growth. 

Automation can provide you with valuable time that can be diverted to other important tasks. Assess the features of various tools for automation to select the best one for your organization. 

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