In today's fast-paced, digital world, it's crucial that we are consistently connecting with prospects while providing value during every interaction. While the human touch is important, automation and speed are also imperative in order to ensure we connect with the prospect in a timely fashion. So, what is the perfect balance of man versus machine?

SalesLoft recently published an infographic that talks about the combination of human and robot outreach and how it impacts our prospect interactions. Some of the benefits and disadvantages of each include:


  • Benefits: Robots make it easy to automate emails and send multiple at one time.
  • Disadvantage: However, as SalesLoft notes, "with mass comes insincerity." It's likely these messages will end up in spam because the recipients can tell they were mass messages.


  • Benefits: On the other hand, emails from humans can be personalized and come off as more sincere.
  • Disadvantage: However, sending individual emails takes time, which can increase the cost per lead and the time reps are spending on each lead.

But "a human touch paired with great technology is a force to be reckoned with," and we agree. That what is sales automation, or what has recently been called the RevTech revolution, is all about: quantifying the "transactional data captured by CRM systems to generate predictive guidance at the moment of value." In other words, when integrated with the right applications, you can use your CRM system for predictive analysis, which allows you to adjust your behavior accordingly and more effectively.

The reality is that sales is about hitting your number and that is getting harder and harder to do. To reach your customers and prospects before it’s too late, your teams must work smarter and faster. However, activity without insight doesn’t move the needle.

The true recipe for success is knowing when the right sales activities are executed at the right time with the right velocity and quantity to accelerate pipeline growth. Sales automation solutions provide this, but your sales reps are the people who have to provide value in conversations with prospect. With sales automation, you can take out the guesswork and allow your team to focus on what they do best: having meaningful conversations with prospects so they can move them to the next stage of your sales cycle.

Our Math of Sales solution organizes, measures and guides sales activities to successful outcomes, all the while giving you, real-time, quantitative insight into every phase of your sales cycle so you can see what’s working and what’s not. To learn more about how our sales automation solution can help you and your sales organization, request a demo today.