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Growing Sales Team
Nov 29, 2024

How to Solve Low Productivity Due to Administrative Burdens

Nathan Thompson

Nathan is a revenue-focused marketing leader. By day he manages Demand Gen right here at Copy.ai, by night he enjoys family time in the Rocky Mountains!

New sales hires drive B2B SaaS growth. They often get stuck doing manual, repetitive tasks like lead research, data entry, and writing follow-up emails. This takes away from selling time, slowing down ramp times and missing pipeline goals.

Inbound leads get cold quickly without a response. Fast response times matter, but it's hard to personalize at scale. Sales leaders want to simplify lead processing so new reps can focus on revenue from day one.

Copy.ai's Inbound Lead Processing package automates the most time-consuming parts of lead qualification and outreach. It uses smart workflows for lead prioritization, contact follow-up, and email nurture campaigns. Reps can engage leads faster with relevant messaging - and save hours of manual work.

How to Fix Low Sales Productivity with Smart Lead Processing

Copy.ai offers three main workflows that work together to improve your inbound process:

  • Lead Prioritization Workflow: Automatically rank inbound leads by score so reps work the best opportunities first
  • Contact Follow-Up Workflow: Create contextual email sequences for each priority lead quickly
  • Email Nurture Campaign Workflow: Start custom nurture sequences to keep leads engaged based on their source and past interactions

These connected workflows help reps qualify leads, personalize outreach, and keep leads engaged much faster. Quicker response times and tailored messaging lead to more conversions and pipeline from inbound.

1. Lead Prioritization Workflow (Inbound Lead Processing Package)

This workflow automatically sorts your inbound leads based on lead scores so reps know who to contact first.

Inputs Needed:

  • Data from Contact Research

What the Workflow Does:

  • Step 1: Import or enter contact data
  • Step 2: Run workflow to analyze scores and rank leads by priority
  • Step 3: Review prioritized lead list and make any manual adjustments
  • Step 4: Export priority list to CRM or sales engagement tool for outreach

This workflow helps reps focus on the highest-value leads for maximum impact.

Example in Action: Imagine 50 leads come in from a webinar. This workflow scores each lead based on factors like company size, role, and engagement. Reps get an ordered list of the top 10 leads to contact first. They can prepare for those high-value conversations instead of sorting through lead data.

2. Contact Follow-Up Workflow (Inbound Lead Processing Package)

This workflow automatically creates personalized emails for outreach based on the lead's context.

Inputs Needed:

  • Enriched lead data (e.g. company, role, use case)
  • All research and data gathered on the contact to this point

What the Workflow Does:

  • Step 1: Import priority lead list from Lead Prioritization workflow
  • Step 2: Enter additional lead context and email sequence parameters
  • Step 3: Generate unique email sequence for each lead based on their profile
  • Step 4: Review and approve generated emails
  • Step 5: Load approved emails into CRM or sales engagement tool for automated sending

Reps can start relevant email outreach in just a few clicks. No more writer's block when crafting the perfect message.

Example in Action: A rep's top priority lead is a VP of Customer Success at a 500-person company. The rep enters that context into the workflow along with the desired email cadence. In seconds, they have a 5-touch email sequence personalized to the VP's role and use case. The rep can quickly review, approve, and activate the sequence to start outreach.

3. Email Nurture Campaign Workflow (Inbound Lead Processing Package)

For longer-term lead nurturing, this workflow builds custom email sequences to re-engage leads based on their source and previous interactions.

Inputs Needed:

  • Lead source (e.g. trade show, webinar, content download)
  • Previous interaction data (e.g. emails opened, links clicked, pages visited)

What the Workflow Does:

  • Step 1: Select lead source and import engagement data
  • Step 2: Generate email nurture sequence mapped to lead source and behavior
  • Step 3: Populate sequence with relevant marketing content and personalization
  • Step 4: Set schedule and activate nurture campaign

Reps can easily start "set it and forget it" lead nurturing to keep prospects warm until they're ready to buy. No more letting leads slip away.

Example in Action: A lead downloaded an eBook on sales forecasting best practices last month but hasn't responded to outreach. The rep enters the eBook source and the lead's engagement history into the workflow. It creates a 4-week nurture sequence featuring additional content around forecasting, planning, and pipeline management. The rep customizes the messaging and activates the campaign to revive the lead.

Putting Them Together

These three workflows create an efficient inbound lead processing system:

  1. New leads are automatically scored and prioritized
  2. Reps create tailored outreach for top opportunities with one click
  3. Stalled leads are re-engaged with relevant nurture content

This approach is much better than manual methods. Reps can qualify leads in minutes instead of days. Personalized messaging gets leads' attention. Consistent nurturing builds trust and affinity.

Reps spend less time on admin work and more time on high-impact selling. New hires ramp faster and experienced reps exceed quota. The right GTM AI strategy eliminates GTM Bloat and speeds up GTM Velocity.

Why Copilots Aren't Enough

Copilots like ChatGPT can help with parts of the inbound process, like drafting email copy. But they have key limitations:

  • They can't prioritize leads based on scores from other systems
  • They don't have pre-built workflows to automate processes end-to-end
  • They don't connect with the CRM and sales tools reps use daily
  • They can't link data between workflows to personalize at scale
  • Output quality depends on the rep's prompting skills

Separate workflows and one-off copilot outputs create data silos, process gaps, and inconsistent messaging. Reps get stuck using many different tools. Efficiency gains are limited.

Copy.ai brings the inbound process together in one GTM AI Platform. Data flows smoothly between workflows to maximize rep productivity. Integrations with key systems create a unified view of each lead. And guardrails ensure messaging quality and brand consistency across every touchpoint.

Looking Ahead

With an automated inbound lead system, sales and marketing can work together to get the most out of demand gen investments:

  • Marketing can improve lead scoring and routing to deliver higher-quality leads
  • Sales Enablement can create best-practice workflow templates for the team
  • Sales Ops can track lead flow and handoff between systems to find bottlenecks

The data from inbound leads can also improve all go-to-market activities:

  • Inbound lead trends can guide target account selection and outbound prospecting
  • Engagement data can personalize sales scripts and objection handling
  • Lead context can improve product marketing and website content

An efficient inbound process creates a better experience for buyers. Faster response times, relevant messaging, and consistent nurturing build trust and set you apart in competitive markets.

This creates a flywheel effect, where inbound success fuels ongoing pipeline generation and revenue growth. That's a lead gen strategy every go-to-market leader can support.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

Ready to see how Copy.ai can help you eliminate GTM Bloat and accelerate GTM Velocity? Book a demo to explore our Inbound Lead Processing package and other revenue-boosting solutions.

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