What you’ll learn about sales automation

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Sales teams have come a long way since the days of post-it notes and file cabinets. First came computers, but customer data was still hard to find and tucked away in a hundred different systems.

Then came sales automation. Now you could sync data across tools, reduce manual hand-offs, give every team access to the same data, and layer analytics on top. Good stuff. But the best part? Sales automation was just getting started.

Today, with the help of ai, it’s making yet another leap in what it can do. Below are key automation milestones: where we started, where we are now, and where we’re headed.

what is sales automation?
What are the benefits of sales automation?
How does sales automation work?
Examples of sales automation
sales automation software and tools: features to look for
salesforce’s zig the zebra mascot standing in front of a sales automation dashboard.
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What is sales automation?
Sales automation is the process of using technology to perform often tedious human tasks, reducing manual time, effort, and error.
Traditional sales automation has two primary applications. The first involves capturing and updating customer data, like pulling deal information from emails and adding to account records. The second is workflow automation, where actions in the sales process trigger once-manual tasks, like sending quotes for approval.
More advanced sales software applications for automation focus on data analysis. Pipeline management is a great example: automated analysis paired with ai can find red flags in opportunities in a pipeline based on deviations from expected kpis, and deliver recommended actions that help reps and leaders keep sales on track.