Ways Sales Robots Can Help You Accelerate Your Pipeline

“No company is going to survive in the future without implementing, or at least gaining an understanding of, artificial intelligence and how it can be used to better grasp data they collect.” – David Gasparyan, President of Phonexa

Sales robots help the sales team reach prospects that usually fall through the cracks and do not get attention because salespeople are focused on interested buyers who are ready to close deals. There are various holes in a sales funnel where prospects fall through the cracks because of a lack of resources. Robots can augment a sales team by reaching out to prospects, helping them stay engaged, providing them more information to accelerate their buying decision and qualifying prospects. Here are some ways sales robots can help:

Cultivate Early Interest - Salespeople can only reach out to so many prospects a day. Sales robots can help reach out to more prospects who signaled potential interest but have not requested contact. These prospects could be ABM targets, cold outreach, social media followers, or consumers of content.

Engage Interested Prospects - Instead of having a salesperson focus on everyone who requests information, robots can be the first point of contact to engage prospects. Robots can always be available, immediately reply, share relevant information, and qualify the contact. Robots are perfect for channels where prospects are usually low-scoring leads and have a low conversion rate, such as certain types of advertisement, social media campaigns, and partner referrals.

Pre-Event Outreach - Robots can reach out to drive attendance and schedule meetings ahead of events such as customer conferences, trade shows, webinars, podcast downloads, and demos. Have robots help early in the funnel with logistical matters while qualifying leads for the sales team.

Post-Event Engagement - Robots can help connect with leads as the first point of contact following an event such as a customer conference, trade show, booth visit, webinar, or demo. Instead of spending a salesperson, valuable time qualifying event leads, companies can let a robot do all the qualifying and educating for salespeople.

Activate Prospects That Have Shown Interest - For instances where prospects have shown high-interest levels, but salespeople could not get in contact with the prospect, sales robots can be the second point of contact. Sales robots can be more persistent by consistently engaging until a prospect responds.

Accelerate Open Opportunities - Robots can contact existing opportunities late in the funnel and advance prospects through the sales process by providing them more information, reminding them to decide to complete forms, and offering help.

Reactivate Dormant Prospects - Robots can proactively initiate contact with prospects who previously expressed interest but have gone untouched, unresponsive for more than 90 days, or have been marked closed/lost by sales. Robots are excellent at giving these types of contacts another opportunity to re-engage.

Win Back, Former Customers - Companies can use robots to proactively reach out to recently lost customers who left more than 90 days ago or to long lost customers who parted ways more than a year ago.

Companies who use sales robots to augment their sales team will find that sales robots can provide the human-like personalized touch and scale to reach more prospects at a fraction of a real salesperson's cost. Also, sales robots can engage in a personal way with better results than a branded mass emailer.

In this chapter, we will further illustrate how to implement each of the sales outreach efforts with sales robots:

Cultivate Early Interest with Sales Robots

Companies can dedicate a team of sales robots to focus on outreach efforts to ensure a steady stream of qualified leads coming to salespeople each quarter. For example, companies can expand their account-based marketing target list and plan to reach out to an incremental 30,000 target companies and 120,000 prospects. For a typical sales team, this may be too many prospects to provide individual attention. Yet, with a team of sales robots, all you need to do is:

1. Upload your list of contacts to Sales Innovator

2. Assign contacts to various sales robots

3. Create an email sequence

4. Add a dynamic landing page

5. Start your personalized outreach campaign

Each account will get a personalized email from a digital sales assistant, a personalized landing page, and a personalized note. Prospects will also have the opportunity to read additional content that will help accelerate their purchasing decision. Each engagement a robot has with a prospect is tracked, and robots qualify prospects based on their attention and notify sales once an opportunity is attractive. Sales can then engage on high-quality leads and focus on accounts that are most likely to close.

Your team of outbound sales robots can be used for cold outreach, ABM targets, contacting social media followers, and your content consumers. An outbound sales robot team can generate a steady stream of leads for your sales team that they would not have without their extra robot team members.

How Robots Can Engage Interested Prospects

A company can dedicate another set of sales robots to follow-up with leads coming from your website, ad campaigns, partner referrals, or any other channel generating many leads that are not high quality. You can download the leads from your form, ad campaign, or CRM and upload those into Sales Innovator in each of these cases. Then you can assign the leads to your robots, create an email sequence and assign a dynamic landing page and you can kick-off your sales robot campaign. The sales robots will email each prospect and provide them content that will help accelerate their decision. Once a contact is ready to engage, they can reach out, or after they click on several content items, the robot can notify a salesperson that they should engage with the prospect.

Suppose you have an ongoing marketing channel that needs follow-up. In that case, Sales Innovator can help you integrate that marketing channel, and leads can be automatically assigned to a sales robot and added to a Sales Innovator campaign.

Sales Robots will provide contacts with a more personalized approach and be more likely to build a relationship with prospects that may take time to decide. Sales robots give your contact a face they can depend on and can engage with at any time.

Use Robots for Pre-Event Outreach

Similar to how a salesperson would engage with pre-event outreach, a sales robot would do the same. For a pre-event outreach campaign, you can provide sales robots with a list of attendees, an email sequence, and an event-specific dynamic landing page. Then sales robots can reach out to each attendee and give them VIP treatment. Sales robots can provide them with additional information, offer to schedule appointments, and remind attendees to attend.

Attendees will appreciate the individual attention and the additional information and will be more likely to reach out when they are ready. Sales robots allow personalizing your follow-up in a way that would have been too costly to do with a real salesperson and, in many cases, is not being done. By using sales robots, marketing can have full control of the pre-event outreach and get it done.

Suppose a prospect is interested to learn more before the event. In that case, a sales robot can qualify prospects based on their activity and notify a salesperson who can reach out to that prospect.

Robots Can Help with Post-Event Engagement