B2B Sales: How To Maximize Sales Productivity In 2022 (Part 2)


Automation of Sales Processes

One of the most time-consuming aspects of an SDR’s job is administration. Prospecting and researching leads, as well as the physical duties that go along with it, require a lot of time. Sales automation solutions are extremely successful at automating these procedures, significantly reducing the time required to complete them.

By 2020, more than 60% of organizations using automation will have exceeded their sales projections. Because automation improves the data quality and aids in the generation of high-quality SQLs for your sales staff to convert, it’s a win-win situation.
Finally, by including automation tools into your MQL-to-SQL workflows, you can maintain a high level of consistency, eliminating human mistakes in lead data entry and permitting near-instant SQL transfer with the correct CRM connectors.

Utilize website visitor identification

Automation has been shown to increase sales team productivity by 14.5 percent while lowering marketing overhead costs by 12.2 percent. Lead Forensics, a high-performing website visitor identification program, is a wonderful tool to use to save time for your sales staff.
You can give your staff complete visibility into the following by utilizing website visitor identification software:

  • The organizations viewing your site with the contact information of key stakeholders completely remove the lengthy process of identifying leads
  • How many times a prospect has visited alongside which pages they have viewed and the time spent on each page
  • The search terms of your prospects, where they have come from, and insights on their engagement with your site. This way, your SDRs can optimize the prioritization of leads to focus on those who are closer to closing.

Real-time alerts on these important indicators can provide you with a lot of information about how engaged your prospects are. Your sales staff will be able to make data-driven decisions to improve their sales strategies. Not only will this increase their efficiency, but by utilizing automation technologies, your staff will have more time than ever to pursue the opportunities that are truly important to them.