Automate sales processes for purchasing

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everyone well cannot report use cases my name is Sam and today we're gonna be talking about how to streamline your sales process with Salesforce automation so what we're talking about is eliminating all repetitive manual sales tasks by dropping them into an automated repeatable system thereby facilitating a smooth experience that can be tailored to any sales model so there's a lot of key buzzy words in there let me just break this down really simply the idea here is taking your sales model whatever that is you know if you have a team of sales people if you're a solopreneur same difference and putting that into an automated repeatable system in ontraport so why would you want to do this the first reason is to close more sales and I'm actually gonna jump in to the second reason which is to boost sales team efficiency the reason I put those two together is because by increasing your sales team efficiency and again if you're a solopreneur and it's just you and you are your sales team this still applies because by increasing your efficiency and your sales team you're gonna be able to close more sales because we can be able to have more conversations right if I have one salesperson who currently can only have two conversations a day and I automate the process and make it so they can have four conversations a day there's more opportunity for sales okay the third reason why is to reduce your sales cycle so what we're talking about when we say sales cycle is the time between somebody becoming a lead and when they make a purchase sort of between a and B right and if that sales process currently takes nine months what we're hoping to do by automating this process and streamlining it is cutting that nine months into four months or into three months you get the idea and then finally this allows you to project future sales numbers so if you sort of have a good idea of how many leads it takes to get a sale how long that sales cycle is because it's all automated and repeatable then you're gonna have an easier time projecting outwards into the future oh you know this year I'm on pace to do X amount of dollars in revenue which is gonna help you make some business decisions okay so what does this look like in the real world well for a lot of companies the sales process starts from some sort of a demonstration or a free consultation call or something like that if you're in the service business or if you're like ontraport we do demos for most of our clients before they buy the software to show them what it can do right so a lead would come to your website and fill out a demo request form or a free consultation form or something like that requesting contact from you about your product or service you probably have some sort of a thing where it says hey what day and time do you want to be called so they fill that out they get an email that says hey don't forget you've got your demo on Tuesday at 3 o'clock right then you get a demo call from the sales rep right on that day at that time the way that this happens is through a task which is shown down here right so this is sort of what the sales rep experience is so the sales rep just shows up to work one day again if this is you then you just wake up one day and check your tasks and boom you've got two tasks the call the person who filled out this form on the day in time so you make that phone call that phone call happens the demo of the free consultation whatever and then you choose some sort of a call outcome now this is where it can get really complicated or really simple depending on what your needs are but you can have outcomes for you know they didn't pick up the phone for example that's a common what a lot of people don't pick up the phone and you can have that set off some automated system afterwards to follow up with those people more proactively hey you missed your demo let's reschedule things like that alternatively you can have an outcome that says hey we did have that phone call and this is how it went now that's going to be different for every business but either way you can have that trigger an email to the person that says hey thanks for talking to me today here's what we covered you know whatever that outcome calls for so this is sort of a basic consultation demonstration kind of call we use this in our business it works great so encourage you to consider that if you're in that kind of a business model another example of this or way you can use this right and again the goal is to automate our Salesforce efforts so another way you can automate your Salesforce efforts is by handling inbound sales so what I'm talking about when I say inbound sales isn't necessarily people who just you know come to your website and buy right away although you can obviously automate that as well but I'm talking about people who show interest on their own and then you follow up proactively so an example here would be a lead comes to your website and fills out some sort of a form maybe it's a survey maybe it's a lead magnet form and we've got a use case on lead magnet so if you're not familiar with that term go check that out but either way they fill out a form right and on that form we can have some sort of a question that's a qualifying question we can ask them you know what type of business are you in if you're if you're rapport and they might say you know I'm I'm in the service business and we know that's a good fit for our product so that might be option a and we follow up with them a certain way in fact maybe we show them a thank you page that's entirely different and built for service businesses alternatively they could say oh I'm a software business and we can show them a different version of that Thank You page with different content specific to software businesses right you can imagine the imagery might be people sending in computers as opposed to people out and about or people on the phone or whatever it might fit content wise with your audience additional to that we're also measuring what answer they give and passing that information to our sales rep right so similar to up here we might trigger a sales task to our rep to give them a call or to you if you're a solopreneur we still do that down here we say hey somebody fill out the form on our page they're a hot lead give them a call but we'll give them this information as well so for example let's say your sales guys name is Dan and we say hey Dan give Mike a call he just filled out the form on our website and he's in the service business he picked option a so now Dan can go into that phone call knowing a little more about their business and giving them you know more tailored content and more tailored conversation towards their needs specifically the assumption here is that it's gonna raise conversion rate I think it's a pretty fair assumption okay so that's the idea here again this is just two basic examples there's a million different ways you can implement this in your business and I encourage you to think through them if you have any questions about this or want to read any more we've got tons of great info back down below as well as other videos on similar topics so I encourage you to check those out and we'll see you next time you