“Automation is increasingly being pitched as a solution to these problems. As analysts at McKinsey write in a recent report: “Sales automation holds the potential to reduce the cost of sales by freeing up time spent on administration and reporting, and to unlock additional revenue by automating outreach to customers in the sales funnel.” Sixty-one percent of businesses leveraging automation report exceeding revenue targets in 2020, according to HubSpot. And Hinge Research reports that companies incorporating high-level automation into their sales process generate around 16% more leads compared to those that incorporate low-level or no automation.”

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