How to Select a Sales Automation Solution

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Software functionality

It is critical for organizations to pinpoint their software "must-haves" and "nice-to-haves."  Important functionality to consider includes a workflow engine that organizes, automates and optimizes the daily workflow of your sales team members with a calling and email cadence and automated next steps; the ability to integrate with an existing CRM solution; flexibility and scalability; analytics that can provide a clear understanding of what's being done; reporting; and mobile access.

Sales organizations require efficiency and automation in order to be successful. For inside sales reps, this becomes even more important since they need a cadence/workflow, calling tools and email to do their jobs effectively. As a result of inside sales growth, sales automation solutions have become an integral part of the sales organizations to help streamline the sales process and close more deals. But not all sales automation solutions are made equal.

Sales automation solutions streamline the sales process and help sales reps work more efficiently and spend more time selling. When selecting a software solution, special attention should be given to prospecting since it is one of the most challenging aspects of sales.

According to Bill Johnson, president of Salesvue, “Prospecting is the most challenging and critical phase of the sales cycle. Automating it with a process that delivers insight turns the art of sales prospecting into a science.”


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