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Sales Automation – Now, Then & Will Be

As unique as a business can be, but the pressure to gain customers and to be the first to market is identical to all Businesses. So the business needs to find effective ways to use their resources to obtain optimal results. This is where automation (The process of creating software and systems to replace repeatable processes and reduce manual intervention.) comes into picture.

However, it’s not simply about replacing pen & paper or human intervention. Automation brings the most cost-effective, error-proof results by eliminating the need for redundant workflows and inefficient siloes. In this post, let’s get to know one of the crucial business process automation – SALES AUTOMATION.

Sales automation is a software functionality that automates the repetitive tasks that are key to building simple and profitable customer journey. As there are N number of sales automation tools available in market catered specifically to tasks such as building a sales prospect list, qualifying leads, email marketing, nurturing, sales presentations and demos, and closing the deal or as an all-in-one product. With sales automation businesses report a 225% increase in prospects, which converted into sales opportunities. Sales automation is also proven to boost sales productivity by 14.5% and reduce marketing overheads by 12.2%.

Sales Automation vs CRM debate is hot in the industry; it still acts as an essential part of inside sales that creates win-win situation for the business and its consumers. Sales automation still need much larger traction, which can be empowered with the rapid advancement in technology with AI, ML and quick changes in the market. Business need to be always one step ahead to thrive, so let’s look at, how the sales automation is going to be in the coming years “the WILL BE”.

Businesses have already started to adapt to AI powered conversational Chatbots and tracking behavioural patterns of their customers to gain and retain the customer base. With all these, a relatively new term “HYPERAUTOMATION” has been introduced by Gartner Firm. Hyperautomation is a framework and set of advanced technologies for scaling automation in the Enterprise; which mirrors the Robotic Process Automation (RPA). The ultimate goal of Hyperautomation is to develop a process for automating enterprise automation and to capitalize on the data collected and generated by digitized processes. Businesses can utilize that data to make better and timelier business decisions.

With people, process and technology co-existing, the sales process in the future will be heavily impacted by digital presence and scalability of the business, AI and ML based tools and by Hyperautomation¹.

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