Automating Sales While Your Team is Spread Thin

Automating Sales While Your Team is Spread Thin

Doing more with less is a necessity in the current climate. David Donlan, CRO at Zoovu, and Mary Rogul, Key Account Director at PathFactory, shared their playbook for automating sales processes to fight back against revenue headwinds.


  • The worst thing you can do for your customers is doing nothing.
  • Think about how you can help your customers' customers.
  • Keeping open communication lines are key. Your customers are looking to you for guidance and clarity.
  • Practice empathy. Ask customers how they're doing. How their company is doing. How remote life is working for them.
  • For automating sales, it's important to change your messaging campaigns to resonate with the current climate. Create new templates, sound bites, and scripts with updated messaging (work closely with your marketing teams! And your product teams!). Equally important, make your your sales team is actually using those scripts.
  • Since automating sales cannot be fully optimized, choosing the right KPIs is key. Take a step back from measuring with financials and try prioritizing KPIs that put the customer first. Focus on the qualitative right now over the quantitative.
  • From a KPI perspective, focus on SQLs over leads. Additionally, focus on the acceleration of the sales stages and shortening the time period of each stage.
  • Schedule a call to show your customers their metrics: Where have they been thriving? Where do they need help? Make sure to have a conversation about their roadmap.
  • Gamification can be used to drive serious results. Who books the most meetings? Who drives the most ARR? Who has the quickest sales stages?

RELATED: How to Put a 10X Multiplier on Lead Gen

RELATED: How to Accelerate Upselling with CAC on the Rise

Thank you David & Mary for taking time out of your day to share your expertise with the greater Venture Lane community!