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What is Sales Automation Software?

Sales automation software enables companies to standardize sales processes and tasks, all the way from leads to conversions, together with reports and performance evaluation. This system can bring together your sales history records within minutes instead of hours you would need to spend if you do things by hand on a spreadsheet. You can effortlessly calculate vital variables including conversion rates, win-loss ratios, and lead time.Show more Another benefit is you can get a detailed overview of the activities performed by your sales team with regards to products and services, territories, and customers. Sales automation software can speed up the tracking of your sales lifecycles and help you to accomplish your goals on schedule. Go on exploring the features of sales automation software by reading about the current topper HubSpot Sales and the other highly rated solutions in this category.Show less

How was this ranking made?

In order to prepare this ranking of best Sales Automation Software we have examined 342 leading solutions currently available on the market, analyzing their features, ease-of-use, customer service, possible integrations as well as mobile device support using our unique SmartScoreTM rating system. This list has been developed by Jenny Chang, our B2B expert responsible for the Sales Automation Software category.

List of Top 12 Sales Automation Software

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1. HubSpot Sales

Our score: 9.8 User satisfaction: 98%

A smart ecommerce system that helps you sell more in less time, as well as build and automate sales processes. Customizable and flexible, this addresses the needs of any sales teams across industries. It helps businesses gain considerable time- and cost-savings by allowing extensive automation of sales-related activities.

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2. Freshsales

Our score: 9.7 User satisfaction: 95%

A winner of our Great User Experience Award for 2019, this CRM platform was designed to enable high-velocity teams to keep track of contacts and resolve issues. It is best known for its ease of use and the comprehensiveness of its features. You can use it for CRM via different channels from emails to phone calls.

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3. Pipedrive

Our score: 9.4 User satisfaction: 100%

Pipedrive is the winner of our Expert's Choice Award. It is a personal sales manager for small, medium-sized, and large businesses that lets you close more deals and improve sales. Built by both salespeople and web developers, it is a practical easy-to-use tool that people with varying tech-savviness can instantly use.

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4. Pipeliner

Our score: 9.1 User satisfaction: 100%

A sales CRM and automation software that boosts adoption rates and ROI through a highly visual interface, numerous customization options, and robust reporting capabilities. It helps you manage your pipeline to turn leads into sales and sales to repeat purchases. It also generates reports and insights within its dashboard.

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5. PhoneBurner

Our score: 8.8 User satisfaction: 100%

A web-based power dialer that speeds up and streamlines the outbound calling process. PhoneBurner has a contact manager feature built into the system, which automatically organizes imported leads in preparation for the calling process. Using the contact manager feature, sales can create a priority list by category, custom tags, etc.

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6. SalesExec

Our score: 8.8 User satisfaction: 97%

An all-in-one sales lead management application and communication platform that can help businesses see actual results within 30 days. Designed for sales teams operating in field offices and contact centers, SalesExec provides various communication channels from inbound call routing, outbound dialing, email, and text SMS to leverage any sales initiative.

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7. Method:CRM

Our score: 8.8 User satisfaction: 99%

A one-of-a-kind CRM that seamlessly integrates with QuickBooks for accurate estimates and a faster sales process. Equipped with customer service tools, opportunity management features, invoicing options, as well as real-time reporting functionalities, this allows you to keep a better eye on your leads and respond to them swiftly.

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8. Really Simple Systems CRM

Our score: 8.5 User satisfaction: 100%

Really Simple Systems CRM is a full suite sales, marketing, and customer support online CRM platform that is easy to use and works immediately. It has robust modules for pipeline management, contact management, and case management. This scalable CRM platform also has a built-in email marketing feature.

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9. Sales Creatio

Our score: 9.3 User satisfaction: 100%

A CRM and sales automation solution for small, medium, and large companies. Sales Creatio comes with smart automation tools for the critical stages of sales operations including CRM data management, lead management, invoicing, and order management. It is also capable of sales forecasting and data enrichment via pre-built SNS integrations.

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10. EngageBay

Our score: 8.9 User satisfaction: 100%

EngageBay is an all-in-one marketing, sales, and CRM platform designed to be an affordable alternative to expensive solutions. Considered as a true alternative to more expensive business solutions, EngageBay automates key business processes and routines to free you up to create meaningful customer experiences.

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11. Vainu.io

Our score: 8.4 User satisfaction: 100%

Vainu is a smart and data-focused sales prospecting and sales intelligence platform with a broad company database.

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12. Handshake

Our score: 8.4 User satisfaction: 98%

Handshake is a software platform that enables you to ditch paper catalogs, order forms, faxes, and data entry. Never write another order by hand.

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Similar Categories:

In the event you didn't find just the solution you were looking for here's a list of various categories similar to Sales Automation Software that you might want to browse through:

Sales Automation Software Guide

Table of contents

A good customer relationship management (CRM) solution includes sales automation features that can greatly improve your company’s online productivity and enable your sales reps to sell more. This buyer’s guide offers a list of useful tips you can follow to do informed comparisons to source the best Sales Automation tools for enterprises and SMBs.

Get to Know Each Product with Free Trial

A good course of action is to sign up for at least a few free trials or demo and basic unpaid plans from popular sales automation tools providers. With that method, you will have the opportunity to test the important elements and you will get a good comparison of the capabilities of the tested programs. The best thing to do when looking for the best Sales Automation tools is to try platforms that currently have the highest SmartScore rankings and Customer Satisfaction Rating in our sales automation software reviews: Zoho CRM reviewsInfusionsoft, LeadExec, Hatchbuck, Pipedrive, and SalesExec

Targeted Businesses

Sales automation tools can be useful to every company looking to improve productivity and cut time and effort managing sales cycles. Still, there are few specific scenarios where sales automation software is most helpful:

  • Inside sales reps who sell remotely via the Internet and phone. They need email, calling tools, and cadence/workflow in order to close deals, and could, therefore, benefit from automated sales processes.
  • Field sales reps who sell face to face. Field sales rep need sales automation software, mostly because of mobile access to databases in order to be productive in the field.
  • Lead generation teams creating leads and sales agents fixing appointments with clients. The same as inside sales reps selling on the internet, lead generation teams need software which includes email, calling tools, cadence/workflow, and a variety of lead tracking/analyzing functions.
  • Companies with multiple sales channels. Sales automation software can also be useful to companies selling indirectly through distributors and dealers. Their needs include email, calling tools, and cadence/workflow, and as we already mentioned, sales automation software is more than capable to provide such.

What are Examples of Sales Automation Software?

  • Zoho CRM: A great member of the Zoho productivity suite designed to help different businesses attract, retain, and satisfy customers with automated sales processes.
  • Pipedrive: A simple, yet effective sales pipeline management tool for small and medium businesses looking to organize leads and to have the full picture of their sales cycle.
  • Infusionsoft: A popular sales automation solution built exclusively for small business firms, which helps them map out each step of the sales process, and to turn leads into customers.
  • Base CRM: One of the leading CRM and sales automation apps that improve sales productivity with a robust set of sales automation and lead tracking features.
  • Pipeliner: A robust set of sales automation features designed to track sales processes and to keep everybody in the team informed of sales trends.

Types of Sales Automation Software

There are many different types of sales automation software, varying from free and basic tool suites to ultra costly and accurate programs. Features can also be categorization criteria, as certain programs do nothing but summarize leads, while others are more robust and they allow companies to monitor lead behavior, track the entire sales cycle, and even do some custom branding. Deployment is also an important factor based on which there are:

  • On-premise sales automation programs. These are covered with a single license and are hosted on the client’s local server. They qualify as the most expensive ones, due to the fact that they require complex setup and occasionally some hardware installation.
  • Software-as-a-service (SaaS) sales automation programs. These are usually paid per month and are hosted on the vendor’s server. The business owner is not responsible for installation, updating, and maintenance.
  • Cloud-hosted sales automation programs. Most of these offer free basic plans and qualify as the most affordable ones due to their universal access and the fact that the client doesn’t need to update them or to pay for maintenance.

Key Features of Sales Automation Software

These are the basic features to expect from your next sales automation system:

  • A workflow engine that automates and organizes the daily tasks of your sales reps. This feature enables sales teams to save time and simplify approvals and represents the core of sales automation making it possible for the team to sell with nothing more than few clicks. All tasks and assignments are separately scheduled, and all agents have access to a centralized product database with information.
  • Offers an email and calling cadence. A solid sales automation tool is supposed to offer sales dialer integration, allowing teams to use the same platform for contacting customers and selling indirectly. For the purpose, these programs are supposed to allow cadence creation and automate communication, namely to act as both inbound and outbound sales tools.
  • Integrates smoothly with the other business apps you use. When implementing a sales automation system, you’re not supposed to transform and adjust your entire software infrastructure to it, but the other way around. The system should simply blend in your software landscape, and integrate seamlessly with all sales tools you’re already using.
  • Offers scalability and flexibility. It is of utmost importance for your sales automation system to be flexible and configurable, in order to respond to the needs of your growing business, accumulate more data without extra fees, and offer a variety of personalization tools you can use to highlight your brand while selling.
  • Insightful analytics that gives you a good understanding of campaigns and results. One of the strongest features of sales automation software is tracking, and providing comprehensive insights into the results of business campaigns, which helps companies capture trends and stay on track with developments.
  • Reporting tools. The final purpose of running a sales automation system is to use the data it has gathered for rich and accurate reports, most of the time easy to read and non-savvy user-friendly, with a variety of charts, graphs, pies, key metrics and indicators which measure performance.
  • Mobile access to enable your sales reps to access the app anytime, anywhere. We can no longer afford to run sales automation software from desktop devices only, since teams are becoming global and decentralized, and need to be able to accomplish their tasks (in particular to sell) on the go. Therefore, look for a sales automation tool that offers mobile apps too, ideally both for Android and iOS devices.
  • Lead rotation and scoring tools for managers. Manually assigning leads to sales representatives can eat up precious time you can spend on more urgent tasks, not to mention the risk of losing precious leads. Automating lead rotation allows you to assign leads based on different criteria such as location. Lead scoring, on the other hand, delves deeper into the leads’ behavioral data, which helps in prioritizing quality leads. Automated lead scoring, however, can only work if you have enough volume of leads.

Benefits of Sales Automation Software

These are the main benefits companies experience when using a solid sales automation system:

  • Understanding their sales workflow. Sales automation software helps you automate and streamline the sales process, identify inefficient areas, and the pain points of the sales staff. Solid sales automation systems will work smoothly with your existent sales workflow and eases the work of your sales agents.
  • Identifying areas for sales automation. This is a process which would take significantly more time, efforts, and finances without a good sales automation tool on board. When such a system is present, however, you can identify weak areas in your current sales workflow, and you can use the sales automation tool to boost productivity and efficiency. Its CRM features will support your current workflow instead of replacing it and will optimize your current processes and those that work well for your sales reps. It can also be used to automate information gathering, sending out marketing emails, tracking scheduling and follow-ups, call time collection and more.
  • Understanding risks. Another thing sales automation software is very good at is understanding risks, mostly because of the features that help the accomplishment of particular tasks and calculate the costs of automated sales compared to traditional selling practices.
  • Focusing on inside sales reps. Inside sales reps make up a good percentage of a company’s sales department and they are higher in number than field agents. Inside sales is growing more quickly than field sales which makes it important for you to equip your inside sales agents with the best tools.
  • Identifying pain points. Analyze your sales team’s performance and identify areas where they lag. Are your agents not meeting sales targets, not utilizing opportunities, or not producing good results? Use the sales automation tool to identify what is working and what is not working, and then apply the features form the same system to tackle areas that need improvement.
  • Having clear objectives. Sales automation tools help sales managers develop top objectives and to work on them, as for instance improving lead generation, increasing the penetration of existing accounts, boosting sales effectiveness, and gaining new accounts.
  • Lead prioritization. Sales automation applications keep your leads organized with the most qualified ones on top. This way, you can get right on to the leads that are likely to become paying customers.

Artificial intelligence is one of the major sales trends for 2020 that you should know. AI technology is dramatically changing the sales landscape by allowing marketers and sales teams to utilize customer behavior like never before. Sales automation and marketing platforms are gearing toward integrating AI into every facet of the process and here are the most popular AI technologies being used at the moment:

Chatbots: Chatbots are backend players that simulate human conversations to interact with customers. Chatbots can be programmed to be proactive or reactive and are also designed to generate information from customers they are interacting with that are vital to the sales team.

Machine learning: Machine learning tools recognize and analyze patterns your sales team is likely to miss. These patterns include tracking customer’s browsing behavior and recommending relevant content to deliver a more personalized customer experience, which can result in higher customer engagement. Machine learning tools also provide sales and marketing teams with valuable analytics to help them identify quality leads and how to convert them into paying customers.

Potential Issues

Sales automation offers a number of benefits when it comes to boosting productivity and efficiency, but some lines need to be drawn especially in using the following automation tools:

Auto dialers: An automated dialing system can save your sales team time but it also takes control away from your sales reps. Your sales reps can be caught unprepared by the time your auto dialer picks up an available contact in your database and this can ruin the experience for both the customer and your sales rep.

Generic canned voicemails. Prerecorded voicemails, especially the ones that contain generic messages, only give potential customers an opportunity to delete them.

Automated emails: Email automation is beneficial when done right, but there is also the risk of being flagged as spam, or worse, blacklisted.

List of Sales Automation Software Companies

Order by:

Newest
  • Newest
  • Score
  • User Score
Product name:
Category:
Smart Score:
Price:
User Satisf.
User reviews:
Sales Creatio reviews

Sales Creatio

Sales Automation Software
9.3
$25
100%
Clodura reviews

Clodura

Sales Automation Software
8.0
$300
100%
FoxBound reviews

FoxBound

Sales Automation Software
8.0
$49
100%
OnTrack reviews

OnTrack

Sales Automation Software
8.0
$49
100%
SalesboxAI reviews

SalesboxAI

Sales Automation Software
8.0
By quote
-
SmartReach.io reviews

SmartReach.io

Sales Automation Software
8.0
$19
-
Zenstores Insights reviews

Zenstores Insights

Sales Automation Software
8.6
Free
-
LeadFuze reviews

LeadFuze

Sales Automation Software
8.8
$97
-
Pobuca Sales reviews

Pobuca Sales

Sales Automation Software
8.4
$30
-
ChannelCenter reviews

ChannelCenter

Sales Automation Software
8.0
By quote
100%
Lead Assign reviews

Lead Assign

Sales Automation Software
8.0
$25
96%
ROI4CIO reviews

ROI4CIO

Sales Automation Software
8.0
By quote
100%
EngageBay reviews

EngageBay

Sales Automation Software
8.9
Free
100%
Closer Bot reviews

Closer Bot

Sales Automation Software
8.0
By quote
98%
ASPEC reviews

ASPEC

Sales Automation Software
8.0
By quote
98%

Things to consider when you invest in a SaaS

Picking a an apt SaaS product from the scores of good quality apps out there can be a hard task. To help you, we have created this quick briefing. Find out if the SaaS provider offers the following advantages:

Reduced Cost: Most SaaS solutions are pay as you go, and you don’t need to worry about added investments for system maintenance or IT resources, upfront licensing fees, or in-house IT staff.

Fast Set-up Time and Minimized Risk: You should be able to deploy the SaaS system quickly and easily. Make use of the free trial to learn if the platform fits your requirements. If you select a wrong solution, you can bail out effortlessly with minimum losses.

Customization and Integration: Pick a provider that offers a wide range of software packages and modules. You should be able to pay only for the functionality you use to meet the current needs of your company.

Security and Control: The solution should provide robust security. Pick a provider whose databanks are more secure than those in your office to maximize the advantages.

The Infrastructure: The provider should offer the necessary infrastructure so that you need not host anything in-house or need the assistance of internal IT resources.

Web Access: Your employees should be able to access data anywhere, anytime. To help them be industrious on the go, choose a vendor that offers mobile apps that are compatible with leading operating systems.

Consider all the six important aspects mentioned above to pick the best program for your requirements.

Frequently asked questions about Sales Automation Software

What is the best sales automation sofware?

The best sales automation software is HubSpot Sales. It provides sales teams with a user-friendly platform that can be modified according to the teams’ needs. Its pipeline management is 100% paperless, which not only reduces clutter and risk data loss but also keeps all data, documentation, and reports in a centralized location.

HubSpot Sales’ automation tools only help sales representatives automate processes but also add a personal and professional touch to customer outreach such as emails. No lead will also be left behind with its automated notifications which let you know when you have to do a followup.

Additionally, HubSpot Sales can be integrated with your existing CRM and marketing systems, as well as with other productivity and corporate tools.

What are the benefits of sales automation software?

Sales automation tools offer a number of benefits to keep your sales team productive and efficient, such as the following:

Eliminating time-consuming tasks. Repetitive tasks, when done manually, can take the time that should have been spent in communicating with customers and closing deals. Sales automation tools can reduce if not completely eliminate manual tasks, thus allowing your sales team to focus on more critical parts of the sales process.

Improved data accuracy. Automation tools gather and present data as is, which also allows you to see if your sales and marketing strategies are effective or not.

Reduced risk of losing quality leads. Manually sorting your leads brings in the risk of having quality leads fall through the cracks. With sales automation tools, all leads will be analyzed, categorized, and prioritized.

Quicker response time. The value of response time is sometimes underrated, but immediately addressing the concerns and queries of your customers (potential or existing) creates a positive experience. Accommodating customers as soon as they reach out to you is one of the most effective ways to make them feel valued.

What are the features of sales automation software?

Below are some of the standard features of a good sales automation solution:

CRM integration. Sales representatives are responsible for forging a good customer relationship. But before they can do that, they will need accurate and updated customer information as a basis. Customer relationship platforms (CRM) serves as the repository of these valuable data.

Calling features. These features not only include calling capabilities but also automated reminders to keep your sales team on top of their calling priorities.

Email templates. Sending the same canned emails and responses only runs the risk of losing leads or customers. With the help of automated email templates, you can add a touch of personalization to your emails.

Scheduling tools.  Scheduling meetings can ba e major roadblock in establishing a good relationship with the customer. This is the stage where the tendency for an unfruitful back and forth communication can happen because the sales representative and the customer could not agree on their meeting or demo schedule. One way of resolving this by using sales automation solution is by sharing a sales representative’s calendar where the customer can pick an available schedule for their meeting.

Reporting. Preparing reports can be a tedious process, but sales automation solutions can automatically generate and send necessary reports to their intended recipients.

What is the easiest sales automation software to use?

The easiest sales automation solutions are those that have a straightforward interface and functionalities. In this category,  the following applications stand out:

HubSpot SalesThis sales automation solution manages to deliver an ideal combination of functionality and user-friendliness. It provides sales teams with a flexible platform that they can customize in a way that will work best for them and the business. Its default interface also requires no training for your sales representatives to familiarize themselves with.

Freshsales. This software comes with an easy to navigate platform that operates marketing automation, phone system, and email. It also comes with an extensive list of user-friendly features, such as event tracking and sales management tools.

Pipeliner. A highly visual sales automation solution, Pipeliner utilizes the user-friendly drag-and-drop functionality to help sales teams create customized pipelines. Using Pipeliner also eliminates the need for certified administrators as your sales team can easily learn how to utilize its tools and functions even without extensive training.

What is a good free sales automation software?

Sales automation is a worthy investment if you get your money’s worth. But before opting for paid subscriptions, you may want to consider these platforms that offer free forever  options:

HubSpot Sales. This software solution’s free plan has its limitations, but the features included can be considered freemium. These features are email scheduling, email open notifications, email tracking history, email templates, calling, and more.

Freshsales. The Sprout package is completely free and accommodates an unlimited number of users. The features included cover automation of leads, deals, contacts, accounts, and email. Sproul also gives users access to built-in phone and mobile applications.

Really Simple Systems CRM. The free plan comes with sales automation features. Other features included are unlimited contacts, limited document storage, contact management, custom reports, company accounts, online support, and API integration.

Jenny Chang

By Jenny Chang

Senior writer at FinancesOnline who writes about a wide range of SaaS and B2B products, including trends and issues on e-commerce, accounting and customer service software. She’s also covered a wide range of topics in business, science, and technology for websites in the U.S., Australia and Singapore, keeping tabs on edge tech like 3D printed health monitoring tattoos and SpaceX’s exploration plans.

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FinancesOnline is available for free for all business professionals interested in an efficient way to find top-notch SaaS solutions. We are able to keep our service free of charge thanks to cooperation with some of the vendors, who are willing to pay us for traffic and sales opportunities provided by our website. Please note, that FinancesOnline lists all vendors, we’re not limited only to the ones that pay us, and all software providers have an equal opportunity to get featured in our rankings and comparisons, win awards, gather user reviews, all in our effort to give you reliable advice that will enable you to make well-informed purchase decisions.

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