If you have a great sales team, the worst thing you can do is make them perform routine tasks.
Salespeople are here to sell, not do data entry and manually go through thousands of LinkedIn profiles in hopes of finding the perfect leads they can successfully convert to customers.
That’s just a waste of time and talent.
However, you’re not alone.
Sales automation is still new, despite technology advancing at a rapid pace. And social selling isn’t new, but we’ve yet to learn how to successfully adapt it to social media.
So if you’re wondering what the benefits of LinkedIn sales automation are, and how your sales team can use it, read on. We’ll cover everything you need to know.
1. LinkedIn sales automation improves sales velocity
The average speed of lead gen to conversion process is 84 days.
These 84 days include lost deals because someone forgot to follow up with a lead, or followed up with them with a wrong opportunity just because they have a similar name to another prospect.
They include countless hours spent on admin work to enter data gathered from LinkedIn to Salesforce (and vice versa).
In short, our current sales process includes a lot of things that are not actual sales.
LinkedIn sales automation tools, on the other hand, automatically select leads, and contact them by viewing their profiles and sending them connection requests.
This leaves you and your team to focus on selling instead of tracking down post-its. The sales process becomes much smoother because all the tiresome work has been done.
Your only mission is to swoop in at the right moment and charm the prospect into becoming a customer.
2. LinkedIn sales automation improves prospecting
LinkedIn knows we love using it to find new leads, so they added Sales Navigator to the table.
Before, you had to manually select the people who fit your qualifying criteria. And that’s a great way to waste precious time.
Now you can just set the right filters in Sales Navigator, and receive email alerts about people who fit the profile.
You can filter by position, seniority, location, and other criteria that will improve your conversion rate.
The best part is that all you have to do is set it up. The rest is up to LinkedIn, and its algorithm works perfectly.
3. Lead enrichment is easier with LinkedIn automation
There are so many lead enrichment tools you can use with LinkedIn, and save your team’s time.
For example, you can use Zapier to extract crucial information about leads, and add it to CRM of your choice.
You can also export data about your leads if you use LinkedIn Lead Gen Forms for promotional purposes.
Without these tools, your team would manually have to jot down everything about your leads, or risk using the wrong approach during discovery calls.
This way, they can see the full profile of the lead they have to convert.
4. Connecting with prospects
You don’t have to manually connect with every lead. In fact, it’s much better to view their profile and wait for them to seek you out.
That’s the key to social selling: mutual interest.
Even though sales are often perceived as time-limited offers and frequent cold calls, that’s not what customers need today. They need a sales process that respects their unique needs.
However, that can be hard if everything’s done manually. By automating sales on LinkedIn, you can view more leads’ profiles and optimize yours to make sure they’re smitten by the time they give you a look-back.
And once they’ve shown interest, it’s time to take it home by sending a request to connect.
Again, you can automate this with tools like Orca, and make sure that you’re not wasting time. Instead, talk to your leads, and leave the tech to take care of the paperwork.
5. Email and messaging automation on LinkedIn
LinkedIn has its own kind of email called InMail, and it has a 2x higher open rate.
The best stage for using it is right after they’ve accepted your request to connect, as that’s when you’re still fresh in their minds.
However, if you don’t automate sales, you’ll have to make an actual to-do list of when you’ll contact which prospect. In the meantime, they might just forget who you are.
With LinkedIn sales automation, the whole process is much smoother and faster:
Lead generated? Check out their profile. They viewed yours back? Send a request to connect. They accepted your request? Time to message them and get to work!
Another important thing to mention is that this is when you and your sales team can jump in, or you can even make a custom template for each lead segment.
Let’s say you have leads who would love your product for Reason X or Reason Y. You can tailor message templates to different lead types, ensuring that you’re approaching them right, instead of just sending out a robotic message.
After all, this is social selling. It’s time to be social. Even if you’re automating.