5 Reasons Not to Over-Automate Your Sales and Lead Generation

Lead generation and sales automation is incredibly appealing for obvious reasons. It could save you significant cash if you do it right, but that kind of short-term cost-cutting can also get you in trouble. Here are the five biggest pitfalls you can run into when automating your sales and lead gen efforts.

1. Anti-automation Social Media Policies

Overuse of Linkedin automation is one of the top reasons people are kicked off of the platform. If you’re automating your LinkedIn use to send mass amounts of messages and requests, you’re at risk of a ban for misusing the platform. If you aren’t using the platform at that scale, the automation software is likely not worthwhile in the first place. In either case, it’s difficult to use social media with lead generation automation while keeping your accounts in good standing.

2. Prospecting Inaccuracies

Over-automation is one of the most common prospecting mistakes out there. Prospecting is only as valuable as the information you prospect. Inaccurate contact information targeting the wrong people won’t serve you well, and automated prospecting tools are rife with errors. If you want lower error rates, you’ll need to verify your prospecting data with a human touch, which negates many of the benefits of automation in the first place.

3. IT Issues

When you buy into tools that advertise themselves as cutting-edge, you’re paying to beta test someone else’s product. No matter how they advertise, technology companies are always looking to cut costs on customer service, and you’re introducing more potential break points into your workflow. IT issues are sadly common with sales and lead gen software, and they can be seriously costly for your business.

4. Lack of Skill Development

Many companies still like to source their sales executives from their SDR pool because they believe their SDRs develop important sales skills while working those junior-level positions. But then they equip those SDRs that tools that make developing those skills unnecessary at their level. Identifying good leads and writing personalized emails is important for executives and automation software undercuts the skill development of junior employees who might become executives later on.

5. Lose Focus on Cold Calling

Automation software can also make a sales team focus too much on what they can automate. They put all their attention into casting as wide a net as possible with emails and social media messages. As a result, they neglect one of the cornerstones of the modern sales playbook: cold calling. Despite what you may have heard, cold calling isn’t dead. But focusing on tactics you can automate means you neglect one of your most important sales tools.

Instead of automating certain sales and lead generation tasks, many sales teams choose to outsource them to professionals who will use a personal touch. If you’re interested in exploring the advantages of sales and lead generation outsourcing, reach out to Salaria today.

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Patricia McLoughlin
Patricia McLoughlin
We have used Salaria for over two years and the experience has been great. They are hands down the best B2B prospecting agency I have used (and I’ve used many over the years!) I’ve seen them deliver consistent, quality results over a long period of time. We have even referred partners to them that have also been pleased with Salaria’s performance. They are very proactive when it comes to trying new strategies and do a great job managing engagement data - both inside and outside our system. Overall, I would highly recommend Salaria to anyone looking for an outbound prospecting agency that can deliver results and a positive ROI - regardless of the market you operate in!
Kyle Miller
Kyle Miller
Salaria has done a great job increasing the total amount of prospective leads for our company. Elizabeth and her team are very professional and the amount of calls they crank out with just a few people is remarkable! We value the collaborative process, and the open line of communication makes it easy to adjust strategies on the move without any down time. The weekly reports & dashboards they provide are a very nice touch. Overall a great experience with an honest and hard-working company who's motivated to help us grow our sales.
Aviva Fridman
Aviva Fridman
Salaria is amazing! I have spoken with several companies like Salaria, but I have found them to be mostly talk. Salaria does exactly what they say they are going to do - they get meetings! I greatly appreciated that even though we had a slow start, they came in an worked hard to earn regain our trust. They are always tweaking and improving their process to make sure they are meeting our needs.
Matt Shreibman
Matt Shreibman
As someone who has been in medical device sales for 10 years now, I highly recommend Salaria to anyone who is looking for more targets. Pipeline is the life blood for any sales organization and Salaria is a great resource to have.
Nick Lassor
Nick Lassor
Salaria has been a game changer for us! We have tried various companies and internal processes to manage a rather difficult lead gen process and they have performed way better than we expected. They adapt to our feedback. They provide clear information. They are always looking for ways to improve. If you are on the fence, just pull the trigger. Salaria will do everything they say and more!
Jason Gonos
Jason Gonos
Great company and great people. I am super impressed with our director of account management LP and his team. I have been with them for about 4 months and just signed for a 6 month extension. I have been getting TOO MANY HIGH QUALITY LEADS to manage and am now forced to build out my sales team because of Salaria :) Highly recommended. The cost will pay for itseld quickly.
James Hoover
James Hoover
Salaria has been a huge boost to our lead generation efforts. They are able to create meetings with high level executives who are vetted properly. Great company to work with.
Nilesh Surana
Nilesh Surana
We started working with Salaria about 10 months ago and they have been able to generate about 60-70 meetings of which 4 deals have closed. I was a bit skeptical before deciding to work with them because I didn’t know if we could effectively outsource part of our sales development strategy. I’ve been pleasantly surprised by how well things have gone. We’ve also seen an improvement in conversion rates across the whole team because we started using a lot of the scripts and templates Salaria was using. I have to admit that they've been impressive with how helpful they’ve been from a strategy perspective. Highly recommend these guys!
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