By automating parts of your marketing and sales processes, you can easily track and manage the engagement of current and prospective customers…
Welcome to AI!
CRM automation tools are super valuable and we’re about to explore how these revolutionary practices can bring focus and a deep understanding of the people in your pipeline.
One of the key features of CRM automation, is the collaboration between sales and marketing, which is a priority for many businesses.
Automation tools provide functionalities that enable sales teams to make complex decisions using advanced analytics. Each salesperson can use their time to focus on strategic work like nurturing the right leads and converting faster.
Most automation tools have many functions, but one of the core functions when it comes to closing more deals, is reports and analytics. This helps to optimise the sales process and enables data-driven decision making. From sales performance analysis to sales forecasting, reports and analytics play an important role in automation.
Win probability
Now, what we are particularly excited about, is how automation tools use data to show the odds of a deal closing.
As savvy business people, we know not every deal is going to close. Win probability tells your sales team the odds of scoring a deal. With this knowledge, your salesperson knows when to nurture with automations and when to add a personal touch.
Armed with a prediction, they know which direction to take.
When you have the statistics on your screen, you can stop wasting time and money on the “maybes”, the “not sures” and the “I need to think about it”. Lower the cost of acquiring customers by focusing your resources on the prospects with a high win probability.
How does it work?
Let’s see what win probability looks like in the real world. For example, let’s see how an estate agent might use win probability to close a deal.
AI can revolutionise your business
As you can see, essentially a machine does all the hard work for you.
Win probability will tell you which actions lead to closed deals, and which are unimportant. For example, frequency of emails may not indicate a deal will close, but someone registering for a webinar may bring you closer! With win probability there’s no need to speculate, you just need to focus on closing the deal.
Win probability helps with forecasting. It can give you data-backed predictions on your pipeline so you know which deals will close at the end of the month. There are no surprises.
One of the most effective benefits, is the alignment of your sales and marketing teams. Win probability makes sure the lead is handed from marketing to sales at the right time. There is no need for your sales team to follow a cold lead.
And there’s no need to fret that you’re handing over important decision making to a bot. You are still in charge. Only you know what is going to make a deal more likely to close for your business. So, you can configure win probability to weight each factor based on what matters most to your pipeline. Win probability uses hundreds of factors to give deep insights into your sales process.
Is it time to hand over to machine learning?
With win probability you have an extra tool that helps you more effectively design your marketing strategy and boost your sales. It will help you determine which deals have the best chance of success, which leads your sales team should focus on, and you will spend less and get more.
Plus, win probability will automatically calculate when it is the right moment to add that personal touch from the sales team.
If this sounds like a tool you need to focus your sales process, then speak to Future Marketing, info@www.future-marketing.co.uk. We’re experts in marketing technology and are passionate about machine learning.
