What is Sales Automation Software

What is Sales Automation Software?

The sales automation software streamlines the collection, analysis, and distribution of data in a sales pipeline. Initially, the sales automation process was focused on streamlining tedious but unavoidable daily, weekly, or monthly tasks. Sales automation tools are designed in a manner that is efficient enough to reduce manual and repetitive work that enhances efficiency.

What is Marketing Automation Software?

Marketing automation software acts as a catalyst in quickly automating the lengthy manual marketing tasks and offers more time to the marketing reps to do painless prospecting. It gives comprehensive information of prospects describing their buying preference, trends and demographic details that help the sales and marketing reps to establish and nurture a strong connection with new and existing customers.

Difference between Marketing Automation Software & Sales Automation Software

Is it difficult for you to make out the difference between sales automation software and marketing automation software? Or do you think both are the same? The answer is not really. Both sales automation software and marketing automation software have their particular features and utility in the sales and marketing process. Sales automation software and marketing automation software have become an inseparable part of businesses these days. Seeing at a macro level sales automation software and marketing automation software looks similar, however, they serve different purposes. Let us compare and contrast marketing automation software with sales automation software:

The difference in Primary User: The primary user for sales automation software and marketing automation software is different. Sales automation is used by sales executives whereas marketing automation is used by the marketing team. Now, it doesn’t mean that only the sales team using the sales automation software, there are other teams as well using the sales automation but here we are only discussing the primary user. Marketing automation software is more advanced than sales automation software as it is developed to fulfill the requirements of different types of marketing campaigns. Marketing automation software allows performing different action types, like changing field values, editing records, aligning records to a CRM, distributing leads, and so on. However, with sales automation software it has workflows used by the sales team when tracking leads like sending emails, text messages, and so on.

Email Source: Another notable difference between marketing automation software and sales automation software is the manner that email messages are sent. In marketing automation software, emails are sent through the marketing automation provider’s network, however; in sales automation software emails are sent through the company’s own email server. It can be an Exchange server, Office 365, Google and so on. Sales automation software offers better control over the emails with better deliverability, and an option to unsubscribe in the emails.

Tracking Emails: The third difference between sales automation software and marketing automation software is the level of tracking emails. Marketing automation software tracks the number of emails opened and clicked; however, it doesn’t detect if anybody replies to an email. On the other hand, sales automation software is efficient in detecting replies. With sales automation software, contacts can be automatically removed from the workflow if the deal is closed or not interested in offer however with marketing automation software, leads need to be manually removed if they are closed or not interested in product or service.  Marketing automation is ideally used to nurture relationships with existing clients however sales automation is used for establishing new relationships.

Target Audience: The last major difference between sales automation software and marketing automation software is the target audience contacted and in which stage of a buyer’s journey. Sales automation software is simple and due to its sales-friendly setup, it is used to fill the top of the sales funnel. Relationships at the top of the sales funnel are delicate and not completely established, in such scenarios sales automation software acts as a savior to create strong connections. Sales executives can take most of the advantage of sales automation software that helps them to build strong connections at the beginning of a buyers’ journey. On the other hand marketing automation software is ideal for contacts in the middle or bottom of the funnel, when a relationship is already established.

In a nutshell automation software is used by marketers and intended for middle to bottom of the funnel people. It is perfect for nurturing warm prospects or existing clients, establishing stronger relationships, and up-selling customers. However, sales automation software is used by sales executives and intended for the top of the funnel sales activities. It is perfect for Account-Based Marketing (ABM) and prospecting.

Summary: As the technology advancing day by day, companies are investing in both sales automation software and marketing automation software. Companies are using marketing automation software to improve the performance of their marketing campaigns and add efficiency and on the other hand, they are using sales automation software to help sales executives in simplifying their work and build stronger relationships with prospects.