Blog Series (8/9): Sales Automation

With Sales Automation, you automate recurring sales tasks of the sales department so they can spend their time on what is "really" important. The personal contact. The conversations with prospects and customers to explain the products or services offered, relationship maintenance or answering questions. Automating these tasks is virtually impossible. Because customers simply value personal contact with an advisor who can help them with their specific pain points or questions.

So how exactly does it work? The Marketing Automation system has done its job and guided your lead through the customer journey from lead, to MQL and now so to SQL. Actually, Sales Automation only starts from this point. Your lead has turned from a Marketing Qualified Lead (MQL) into a Sales Qualified Lead (SQL). Now the guidance to the next, not unimportant, phase of the customer journey begins. Your lead becomes a customer. Provided the follow-up is good, of course.

In the previous blog; Marketing Automation, we explained that when a lead exhibits certain behaviors, a score is automatically added to these actions. Just for imaging purposes; for example, if a lead clicks on a URL in an email sent from you, 10 points are added to his or her lead score. This indicates that this person's interest has been increased. If the lead clicks on a contact button from this email, that obviously indicates a higher level of interest, so this lead gets +20 points, for example.

But for Sales Automation, a trigger other than lead scoring is also very relevant. Namely, certain actions performed within the system. Think about changing a lead status or a field within a lead's profile. A field can change when, for example, a lead leaves additional information or a situation change occurs. This can be the trigger for setting out sales tasks.

What you can set up in the background is the following. If a lead has reached x number of points, then you know that there is such interest that it is the right time for an account manager to contact this person. When this time comes, an automatic notification can notify the appropriate account manager. This way, they will spend their time only on leads that are guaranteed to be interested in the organization's product or service. Efficient use of account managers!

With Sales Automation, we have actually named all the parts of the machine. Actually, all the blogs in our series have been a run-up to the upcoming moment. The exposition of the machine in its totality. A run-up in which every step is equally important, and in which every step plays a crucial role in the output of this machine. The next blog will therefore be a piece of repetition, as well as a supplement. We will name the parts all again, explaining how these parts together make up the machine.

Do not be alarmed, this does not mean that you, as an entrepreneur, must immediately purchase this entire, extensive package of services in order to achieve results. schurq. has used its own method to build a machine that not only works in its entirety, but of which the components on their own also ensure results for your organization. Adapted to your specific situation. So that your organization can grow, and of course schurq. likes to grow with you!

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