Boost Your Sales with Top Sales Process Automation Tools

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your days of begging for sales meetings ended  the second you decided to watch this video   now that's a bold claim but something i want you  to understand before we get into what really sales   process automation is i want you to understand  some of the things that it's not and some of   the things that it is because i don't want to  waste your time before i get into the bulk meat   and potatoes of what i want to explain in the  three-step process that i'll describe to you   of what really sales automation is and what  you can do with it to help you grow your sales   so there's been a huge problem in the b2b selling  space over the last few years which ultimately   comes down to blind automation so one of the first  things i want to make sure you're aware of before   i get into this is that sales process automation  is not blind automation so i'm going to go through   that in a little bit but something that's  really important for you to think about right   you cannot manufacture and completely automate b2b  relationships alright so what qualifies me to say   this first of all i built my first business  which was part of a franchise organization   sculpture hospitality into a top 10 franchise in  four years we were selling door-to-door to bar   restaurant owners and it was extremely extremely  difficult business to grow and most of the top   players in that business were around over 20  years i did it in four years how did i do it i   did it with principles with b2b selling frameworks  and building real relationships you can't automate   relationships all right the next thing that  qualifies me to say this is that i built a million   dollar outbound sales and prospecting agency  lead engine that we helped land appointments and   help companies grow their business with proven  b2b sales frameworks and third i'm the founder   and ceo at uptix which is the sales process  automation software that helps b2b sales teams   manage and scale up their sales efforts  in a principled way and i've seen time   and time again with our thousand plus users  and upticks people who think they can blindly   automate and manufacture b2b relationships  and i can tell you the big difference   between the successful people and the people that  aren't as successful and the biggest thing is that   people think that you can blindly manufacture  b2b relationships so let's get going here first   of all starting with what is not sales process  automation first of all it is not growth pack   in the name of sales there's a big trend in the  growth hacking space and i've got a bunch of   competitors that use sort of gimmicks and stuff  like that to try to trick people into thinking   that they can grow their business that way  growth hacking is sort of one of these terms that   has come to popularity for people just trying  to figure things out right but what it's kind   of built up into is this really gimmicky way of  doing sales and doing prospecting and doing lead   nurturing and basically trying to trick prospects  right there's always some sort of little growth   hack that's not consistent and then the next day  there's a new one and then a new one and no no   and a new one so on and so forth right and at the  end of the day it's not sustainable you can't put   in a certain amount of time or money into the  top of that process and at the end of it fully   predict what's going to come out of it you might  be able to do it for a little while but sales   and marketers ruin all good things so once the  consumer really catches on to the tricks and the   gimmicks then you're on to another growth hack and  all the while you're experiencing these ups and   downs and what does that do to your mental energy  and your clarity for your business it completely   destroys your productivity your hopes even there's  a lot of really negative mental side effects to   having to deal with these roller coasters the next  thing sales process automation is not is spamming   okay blindly sending cold emails as many as you  can as fast as you can sales process automation   is not that so you need to get that  out of your head and i'm gonna tell you   straight up it doesn't work okay if it worked  then everybody in their dog would be in bora   bora sipping pina coladas or whatever they drink  in bora bora right and everyone would be retired   because every single person really preaching cold  outreach are essentially trying to tell you that   you just need to send as many cold emails as you  can at the end of the day what that is is spamming   so sales process automation is not spamming  and i'll get into why the term automation is   even used later on and you might not think you're  spamming people but if you're not qualifying leads   and reviewing them and seeing if your product  or service is a good fit and you're just blindly   sending messages you're spamming people you're  not trying to reach out to them you're spamming   them alright i hate to tell you that if that's  what you're doing the next thing sales process   automation is not is some flash in the pan  gimmick it's a way to build proven processes all   right leveraging technology in the last thing that  sales process automation is not is a numbers game   all right it's not a numbers game you can't  sit around thinking if i just get more numbers   if i just get a bigger lead list then all of a  sudden you know i can if i get 10x the lead list   size if i go from 100 to a thousand thousand to  10 000 then the bottom metrics are going to result   in the same thing that's not how it works there's  largely diminishing returns every time you amplify   something because there's problems that happen  along the way that you want to completely avoid   all right so let's get into the good news all  right so now that i've beat you over the head with   an iron fist and you understand what sales process  automation is not and if you're still watching   then i hope some of what i'm saying here makes  sense because you've probably been through it   and you know that you've been sold a bill of goods  when it comes to this stuff all right so what is   sales process automation first of all it really  just comes down to structures right so building   repeatable structures and i say this in  every video but my handwriting is terrible   it's to keep me organized not you so i hope  you can follow along here but sales process   automation is about building a foundation  building a structure that can't break okay   sales process automation unbreakable structures  that's really what we're trying to do   growth hacking tactics breakable spamming  people breakable gimmicks breakable playing   the numbers game breakable so the first thing  you need to understand is that sales process   automation is about structure the next thing  sales process automation is about are principles what a concept right we need to leverage  technology with principled processes and   selling frameworks all right again things  that are structured that can't break   and as i went through over here and i think  you get the point now principles and b2b   selling is what's going to help you build  relationships you know and i know of course   that b2b sales is about building relationships and  you can't build relationships without principles   the third thing it comes down to you're  building sops okay so sales process   automation kind of getting into you know  what some of this means a little bit   building standard operating procedures for your  sales department and sometimes i like to say   sales operating procedures right so at the end  of the day we want to build repeatable processes   now don't confuse that with trying to play  the numbers game but at the end of the day we   want predictability okay so if we put energy time  effort or money into the top what are we gonna get   at the bottom and the only way we can do that is  building structured standard operating procedures   that are predictable and you can't predict  things when you're doing this kind of stuff   when you're structured and use principles and you  build standard operating procedures that helps   you ramp a sales team when you lose a sales rep  what happens okay you have a structured framework   right and all of a sudden the faucet doesn't  just turn off overnight when you have these sales   operating procedures and you have the framework  and the principles when things happen you can   pick up and you can move a lot faster than having  to go and figure out you know growth hacks and   all that kind of stuff that can break literally  overnight when linkedin decides to change their   algorithm right all right the last thing and i've  sort of alluded to this now is predictability   you want predictability and i'll throw in  repeatability into that and i sort of mentioned   that here this all sort of goes together all  right but sales process automation we're trying to   build predictable outcomes and the only  way to do that is to have structure   principles have standard operating procedures  for the way that you do things and you can't   build these on the back of you know gimmicks and  spamming and growth hacking and all that kind   of stuff right so one of the core fundamentals of  sales process automation i want you to understand   is building relationships and you can't do  that with tricks all right the only way to   do that is highly targeted personalization  with your outreach with your lead nurturing   and what that'll do is help bring predictability  okay so now that i've given you just a short   little lesson on what sales process automation  is not and what it actually is let me give you my   three-step process of what you can do to implement  sales process automation into your business   all right so getting into the three-step process  that i use no i'm not gonna there's a lot of   different things that go into each one of these  but i know i only have your time and attention   for a certain amount of time so bear with me and  of course i've got a lot more information on this   stuff so first of all step number one with sales  process automation is about nurturing all right   and what do i mean by that nurturing deals  nurturing leads nurturing customers too many   times people are addicted to just cold outreach  and that's that's coming up right but nurturing   is more important in squeezing as much as we  can out of every single lead every single deal   every single customer now i'm not saying take  advantage of people or do anything unethical or   anything like that i just mean there's a lot of  missed opportunity in sales because people focus   on the flashy objects right and usually that's  going out and getting new business building new   relationships and that's a piece to the puzzle  but take this example for instance let's just say   you're doing cold email and let's just say you get  a 10 reply rate on 100 emails all right 10 people   reply two are interested well out of those ten  two are interested what happened to the eight all   right just because that person wasn't interested  or maybe they gave you a maybe right maybe they   left a little ray of light in there it doesn't  mean there's not an opportunity down the road   okay life is about timing sometimes people are  window shopping they're fact-finding right the   timing probably isn't right for their business  it's not relevant for them at the time and so it's   good for you to get your product or service in  front of them and for them to know that you exist   but you need to nurture them long term in the  way we do this nurturing is systematic okay systematic so the automation portion comes in  with nurturing a lot easier than it does with cold   outreach with cold outreach it takes more effort  you have to exhaust more calories to do cold   outreach with nurturing because you've already  built somewhat of a relationship or something with   that prospect we can leverage automation a little  more now i'll talk about automation in regards to   cold outreach in just a second but nurturing in a  systematic way step-by-step sequential process and   you want to cover the gamut alright so you want  to nurture customers that might sound crazy i   don't have time to go into that uh fully in this  training you want to nurture former customers   all right there's some of your best prospects you  want to nurture people that put you in the friend   zone as i like to say it someone that didn't give  you a yes didn't give you a no you've had a sales   appointment with them right and they're kind of  in this gray zoning didn't push them through your   pipeline you want to push them through your  pipeline and you want to nurture them for the   long term then you got the people that are not  interested and by not interested i'm not meeting   the grant cardone kind of not interested what  i mean are people that you've gained acceptance   right they just said you know now there's nothing  not great timing i'm not quite interested right   now but there's a little ray of light and what you  essentially do is you ask hey mr mrs prospect you   mind if i follow up with you every so often every  three or six months more times than not people   say yeah absolutely because with cold outreach and  how you're generating appointments a lot of times   people aren't ready to buy in that exact point  in time so nurturing them for the long term is   going to be super super important the next step in  sales process automation is your traditional cold   outreach okay and there's two primary mechanisms  i want you to think about doing this the first   of all is building channel partners affiliates  influencers stuff like that people where you can   build one relationship and then you can get access  to many customers okay now there's a certain way   of course that you can do that and that's a topic  for a whole nother day but at the end of the day   if you have a one-to-many approach it takes some  time to build and nurture that relationship of   course but eventually it starts to snowball all  right so you want to put some time and effort   into this and the way we do this i'm not going  to get into like keisha cold emailing should cold   call you should do linkedin prospecting that's  not really important as it pertains to sales   process automation you do all those things right  of course but i just want to get you thinking   on high level strategy now getting into not just  referral partners but just doing your traditional   cold outreach to leads doing direct response sales  where automation comes in is in the process okay   the structure the framework the sops and  essentially what the automation side of it's doing   is it's helping drive the bus on the overall  process so what's action number one number two   number three number four number five  what does that look like all right   and automation is gonna come in to help you  drive the bus in the process but we want to   stay structured we want to stay principled we want  to have standard operating procedures and we want   predictability and repeatability with it  all right we're not relying on gimmicks   so one of the biggest things that we're gonna  do with cold outreach here is personalization   unlike lead nurturing and i'm not saying that  you shouldn't do personalization with nurturing   nurturing is mostly after you've met with somebody  you've built a little bit of a relationship we can   automate some stuff and still make it look  personal with nurturing with cold outreach because   there's so many sales people and marketers  that have essentially ruined everything   and they've tried to blindly automate their way to  b2b relationships and i'm not saying you can't get   some sort of results but it's not sustainable it's  not predictable so with cold outreach you have   to have a personalized approach to it or you're  going to get lost in the shuffle too many people   are just blindly automating their way around the  internet thinking that you know they're going to   scale their business and you've been sold a hope  and a dream again i'm not saying you can't make   some sort of traction with it you can't build  a really great business and scale a business   on the back of that all right it's gonna break  all right so step number three is systemization   so at the end of the day sales process automation  really comes down to building systems so you're   gonna need some sort of software to help you drive  the bus on this all right and you've probably   used a million softwares right but you've got a  cold outreach tool you've got a crm you've got a   nurturing you've got all these different tools  and at the end of the day if you have a sales   team you know you've got a tool over here a tool  over here a tool over there pretty soon you're   a glorified admin and getting predictable results  by managing all these tools and all these systems   it's not going to happen all right so you need  to organize your work in your processes and your   systems into a sales process automation  system where you can focus on the global   steps that you need to take to get that bottom  of the funnel result step one step two step   three step four all right and ideally the way  you do this is that you're not using a million   different tools you want your reps focused on  building relationships and nurturing prospects   following up and you want them to reach out to  new prospects to build new relationships okay   and the best way to do this is to hold some  level of accountability have those standard   operating procedures in your business and a sales  process automation system can drive the bus on all   of that so now you're sitting here wondering  what a sales process automation system is how   it's different than all of the other tools that  you've been using so let's get into that next   year so the idea behind a sales process automation  system is it's really a command center for your   sales so maybe it's just you or maybe you have an  actual team but essentially it's a command center   for your sales so that you can eliminate all these  other different distractions with different sales   softwares right so what it's going to serve as is  your nurturing it's going to look very similar to   the last page but it's going to serve as your  tool to help you nurture to schedule tasks for   your reps to perform manually it's even going to  automate some of those all right it's going to   include things like a power dial or sms email all  that kind of stuff so all that's included in there   right the next thing it's going to serve is for  your cold outreach so i get asked a lot you know   what upticks is and what it does and sometimes  people just think it's a cold outreach tool   it's not just a cool outreach tool it's also  serving as lead nurturing because the money is   in the follow-ups baby everything in business is  built on follow-up follow-up follow-up there's not   a lot of people that are just going to hand you  their money the second you meet them so a sales   process automation system is going to handle your  nurturing everything from task scheduling for your   reps to do or you to do holding you accountable  to completely automating it without losing   personalization sops all that kind of stuff right  the next thing is that it's going to serve as your   lightweight crm now i don't know how big your  business is but most businesses out there don't   need to run some complex crm crms like salesforce  and hubspot are really meant for companies   that have multiple departments channeling  information into and even in that case a lot of   times those companies are running salesforce and  hubspot with tools that are used for sales process   automation a crm is not optimized to do sales  in a way that it needs to actually be effective   so the way i would explain this is by asking you  a few questions all right do you mow your own   lawn do you do your own electric work do you  do your own plumbing do you do your own hvac   and why don't you do those things right maybe you  do one here there but you got a lot of anxiety   when you do it right and the reason why you don't  do each and every one of those things is because   there's somebody else that's better for the job  that's what a sales process automation system does   over a crm can you send emails from a crm yeah you  can probably hook up another system to do calling   to do sms and you can hook up all these different  tools right so there's a lot of things that you   could probably do inside of crm but every single  time that you add one of those little complexities   into the process and then you remove the fact  that it's going to drive the bus on your process   and it's a tool meant for sales people not your  entire organization there's gonna be a bunch of   crap in there that really doesn't matter that just  slows down your reps and it ultimately costs you   a lot of money a lot of money and wasted admin  time right with your sales reps just completely   wasting their time with different tools a lot  of money in lost growth opportunity that time   that they're spending fiddling around with a  bunch of software inside of a crm that's not   optimized to help them do their job is money  that you're losing every single day in every   single day that you lose money is a day that you  lose to accomplish the goals of building a really   great business you can't be having your sales  team using tools that aren't meant for the job   all right so robert has met the road here i've  talked about a lot i've talked about what sales   process automation is what it is not and the three  things that you need to think about in terms of   actually implementing sales process automation  into your business and as i said before there's   a lot more that goes into this right there's so  much that goes into this but i've only got so   much time in this video so what i've been saying  makes a little bit of sense on not relying on   gimmicks and spammy sales tactics and implementing  principles in leveraging this process of sales   process automation into your business to implement  sops predictability repeatability without   losing that b2b sales relationship connection  then uptakes helps with all of this stuff   and a lot of people think that uptix is just a  software and we have a software of course that's a   sales process automation software right but i have  frameworks for nurturing my reverse sales funnel   okay i have frameworks for cold outreach called my  cold to gold and of course i have the system that   helps implement all of this stuff being upticks  or software so i haven't gone into detail on all   of this stuff but i have proven frameworks to help  you implement all of this into your business and   if it's something that you want to learn a little  bit more about then click the button down below   you can book a call with me or someone on my team  and what we'll do on that calls will dissect your   entire process that you're doing now look at the  goals that you want to achieve and let's see if i   can help you implement these philosophies and i'll  go into more detail after understanding if this is   a good fit for you i'll go into more detail on  what our nurturing framework and strategy is and   i'll go into more detail on what our called the  gold framework and strategy is and i'll go into   more detail on the sales process automation side  but not before i understand your business in your   use case to see if this is something that really  truly makes sense for you right now because it's   really meant for people who are ready to make a  change in their business stop relying on those   gimmicks and growth hacks spammy sales tactics and  really start focusing and thinking about sales and   building relationships with people but leveraging  technology and automation so if you're ready   to make a change whether that be implementing  something like this or changing your strategy   from the growth pack gimmick you know spammy  strategy then click the link below as i said   book a call with me i'll be happy to walk you  through each and every one of these steps dissect   your business and see if this thing would really  make sense for you all right so again my name   is patrick spielman i'm the founder and ceo  at upticks i appreciate your time and focus   here today hope you got a little bit of value out  of this and uh we'll see you on the call thanks you