There have been many articles on how AI and chatbots can help automate the sales process, which will allow for better efficiency by enabling a team to grow leads, reduce administrative tasks, and shorten sale cycles.

AI and bots are already having an effect on the sales process, it will be interesting to see how they progress over time.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

The Ever-changing Role of Sales

The McKinsey Global Institute study found that Article: The team of researchers examined the performance and career paths of nearly 1,000 employees who had been promoted to executive positions.

But I dont think this means that sales reps need to worry about being replaced by bots.

The sales renaissance is here. Artificial intelligence has made it possible for anyone to sell anything in any way they want.

Offloading 40% of work doesnt make you, the rep, less important. Just more efficient At worst, sales reps need to adapt to a new role. Theyll be marketers, even managers, sort of. They need more analytical skills to derive insights out of data and use it to run territory campaigns.

This is the future of sales: no longer managing forms and spreadsheets, but instead qualifying prospective customers.

The salesperson of the future will not call leads one by one, but instead manage teams of bots that can qualify them at scale. Article: When I first began hiring salespeople, I just assumed pay along with commissions and bonuses would be enoughsales motivation. Paraphrase 1: With my first employees in this position, I thought base compensation plus commission rates and incentives should be enough to motivate them Paraphrase 2: My initial assumptions were wrong when it came time to hire for this job -I incorrectly believed a decent wage plus generous incentive packages was what motivated people-so now that’s how you’ll find me starting off new hires these days

How Do Bots Actually Improve Your Sales Process Efficiency?

When we first began hiring salespeople, our reps dont have desk phones. They use their smartphone for everything and they can work from anywhere.

Instead of spending their time on the phone and smiling, they spend it messaging leads and booking demos in real-time.

The biggest challenge with this is that it can be difficult to close the sale since there are no hard feelings.

  • How do you manage the volume of work? Article: I was wondering if this job is for me.
  • How do you focus on conversations with people who are qualified?

Weve been working on this problem for quite some time. We have come up with a variety of tactics to help solve it.

Here’s a look at how to automate your sales process, including the use of bots.

the sales bot

1. Create Different Conversation Inboxes for Support, Sales, Success, etc.

If you want to optimize your sales process, its important to send all incoming chats from leads to a dedicated inbox.

Increasing sales process efficiency is a major concern for many companies.

Reps Dont Waste Time With Leads That are Unqualified

When we automate the right leads directly to our sales inbox, it reduces the risk of reps being interrupted by customers who are not potential buyers.

Sales Bots Route Inbound Chats To The Right Department

As humans, wed be too tired to route incoming chats. So instead of us doing it all the time, our chatbot does that for us.

Sometimes when a visitor comes to our site, they’ll start chatting with us. The chatbot will pop up and say something like this.

When a customer reaches out, the chatbot asks which department they want to talk with and then routes them accordingly.

If someone responds anyone, we have the conversation routed to an inbox that is monitored by a different person.

2. Set Up Human Chat Shifts During Peak Hours

Bots can respond to every message, but what would be the point of that?

Sales Bots Dont Replace Humans, Just Enhance The Experience

We believe that bots should be used to help humans, not replace them. Thats why each employee has a specified time when they do chat duty.

Its been helpful for us to have a human being available during peak hours. When there are issues, we can step in and fix them.

When someone needs to contact a human or if we see someone who is having trouble getting the information they need from one of our bots, we can hop in right away.

3. Set Up Real-Time Push Notifications For Hot Leads

Our sales reps can choose to get push notifications when one of their target leads is live on the website. They are “on-call” in case a lead decides to initiate conversation.

Enabling Reps to Proactively Engage Prospects

We want our sales reps to start chats with leads and ask if they need help. Its just like a customer service desk in a retail store (only it’s online, and that store is your website). I am going to try paraphrasing this article: “More people are getting into the habit of using voice assistants at home as well, which means more companies should be considering how their products or services can work for those users.” “In recent years there has been an increase in the use of voice assistants by both individuals and corporations. This trend shows no signs of slowing down anytime soon so many businesses will need to consider how their product or service would benefit someone who uses these devices.”

One of the problems with individual messages is that they are not scalable.

We’re using bots to target visitors, leads, and customers in real-time.

We are proactively driving sales with the help of our bot campaigns.

the sales bot

How to Use the Sales Bots to Capture Leads

A year ago, our CEO decided to take down all of the barriers between content and form submissions.

That left the marketing team in a peculiar spot. We were unable to generate leads for the sales team because we didn’t have forms.

Bots can help you capture leads, but it’s important to keep in mind that they are not humans and so will have limitations.

Leveraging the Sales Bots on the Blog

For example, we have a bot on our blog that asks visitors two questions:

  • I found the Drift blog on Google.
  • I got this email and it motivated me to subscribe for weekly updates.

Unlike a form, the bot can provide different responses to follow-up questions based on what people answer.

The bot can also do something that a form cannot: it routes leads to the right department or even the right salesperson (based on their geographical location).

It’s a way to make more personal connections with leads and it helps them feel like they’re less of the masses.

How to Use the Sales Bots to Qualify Leads

the sales bot

You can also use bots to qualify leads on your website.

We put them on our pricing pages in order to qualify leads who are more interested.

We’ve found that this approach to writing scripts is the most successful, and we do it for our lead qualification bots:

  • What?
  • Who?
  • How?
  • CTA

Heres how it all works:

When leads come to our website, we have the bot ask them what brought them there.

We have the bot ask people who they are, where they work.

The last question the bot asks is what they plan on using it for.

The final step of the script is to end with a call-to-action.

One of the best ways to get more leads is by scheduling a demo with one of your sales reps. From within the messaging window, you can show them open times on your calendar and after they choose their preferred time, it will send an invite for both parties.

And because these bot campaigns can run around the clock, 247, sales reps are able to qualify leads while they’re asleep and wake up with new meetings on their schedule.

According to InsideSales.com’s research,

It’s best to follow up with a lead within the first five minutes of them contacting you.

Having bots on your site that can respond to leads in real-time will allow for quick follow up with potential customers.

This is what I call a well-oiled sales process.

How to Use the Sales Bots to Upsell Existing Customers

Sales and customer success teams can use bots to upsell and cross-sell existing customers. They can do so on your website or in the app.

For example, if you want to encourage your customers on the Basic plan to upgrade to the Pro plan, then send a targeted in-app message just for those who are currently using that basic option.

If you want to promote a specific product feature, use an in-app campaign that appears only when customers navigate to the section of your app with this new features.

We advise keeping upsell campaigns short and succinct.

Its important to not annoy people who already pay for your product, but it is also necessary to help them get more value out of the service.

With this new product feature, we had the bot ask a single question: “Would you like to see more information about it?”

Ill take any questions that you might have about this feature.

After that, we had a CTA appear on the screen to prompt customers and tell them they could schedule a demo with us if they wanted more information about what we offer.

Final Thought

When it comes to selling, bots are there primarily for customer service. They help make sure that human salespeople engage in the right conversations at the right time.

Bots can make salespeople more efficient by enabling them to focus on having quality conversations instead of spending time on the complicated process.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.