So, you’re running B2B sales and feel like half your time is spent copying data between spreadsheets, chasing down info, or waiting for someone else to update a lead. If you’re tired of busywork and want a sales process that doesn’t suck up your entire week, this one’s for you.
Lots of tools promise to “transform” sales, but most just add more tabs and notifications. This guide shows you how to use Unifygtm to actually cut the crap, automate the stuff that wastes your time, and stay focused on closing deals—not clicking around.
Step 1: Get Real About Your Current Sales Process
Before you automate anything, you need to figure out what’s broken. Don’t just map your “ideal” process—document what actually happens. Here’s a quick way to do it:
- Sit with your team and ask: What’s the most annoying, repetitive part of your day?
- Trace a lead from first contact to closed deal. Where do things slow down?
- List out every tool you use. (You’ll be surprised how many logins you have.)
- Note where info gets lost or duplicated (e.g., CRM vs spreadsheets, email vs Slack).
Pro tip: If you can’t explain your sales process on a napkin, it’s too complicated. Automation just makes a bad process faster, so get this right first.
Step 2: Decide What to Automate (and What to Ignore)
Not everything should be automated. Some parts of sales need a human touch—like tough negotiations or relationship-building. But lots of the grunt work can go.
Focus on automating:
- Lead capture and routing: New leads should land in the right person’s lap, every time.
- Follow-ups: No more “just checking in” emails falling through the cracks.
- Data entry: Stop typing notes twice. If a tool can sync it, let it.
- Reporting: No more end-of-quarter spreadsheet panic.
Leave alone (for now):
- Personalized outreach that actually gets a response.
- Complex deal strategy.
- Custom pricing or contract negotiation.
You want to automate the stuff that’s boring, repetitive, and easy to mess up.
Step 3: Set Up Unifygtm to Replace Your Patchwork of Tools
If you’re still bouncing between five tabs just to see a lead’s status, Unifygtm can help. It pulls your sales data into one place and automates the handoffs you keep dropping. Here’s what to do:
3.1 Connect Your Existing Tools
Unifygtm works best when it’s plugged into your real workflow. Connect it to:
- Your CRM (Salesforce, HubSpot, Pipedrive, etc.)
- Email (Gmail, Outlook)
- Calendars (Google, Microsoft)
- Slack or Teams
- Whatever else you’re using (within reason—don’t try to automate your lunch order)
This part is usually pretty painless, but double-check your permissions so Unifygtm can actually move data around.
3.2 Map Your Sales Stages
Don’t just use default pipeline stages if they don’t fit. Customize them to match your actual process. Examples:
- New Lead
- Qualified
- Demo Scheduled
- Proposal Sent
- Negotiation
- Won/Lost
If your sales process has oddball steps (like “Legal Review” or “IT Approval”), build those in. This is where you avoid “miscellaneous” deals floating around for months.
3.3 Set Up Lead Routing and Ownership Rules
Decide who gets which leads, and let Unifygtm automate the distribution:
- By territory, product, deal size, or whatever makes sense for you.
- Assign backup owners for when someone’s out.
- Make sure no one’s stuck with all the junk leads—or worse, left out entirely.
Now, when a new lead comes in, Unifygtm puts it in the right rep’s queue, and you don’t have to think about it.
3.4 Automate Reminders and Follow-Ups
This is where the magic happens. Set up:
- Task reminders: So reps don’t forget to call or email.
- Automated follow-up sequences: Nudge leads who go dark—without sounding like a robot.
- Deal aging alerts: Flag deals that are stuck so you can act before they die.
Don’t go overboard. If you automate everything, it’s easy to sound spammy. Use templates, but always leave room for a real human edit.
What works: Automated reminders and basic follow-ups save tons of mental energy and catch things you’d miss.
What doesn’t: Fully-automated “touchpoints” can annoy prospects and tank your response rates. Always review before something goes out.
3.5 Sync Notes and Activities Automatically
No more “let me update Salesforce after this meeting.” Set Unifygtm to:
- Sync meeting notes from calendar events or call logs.
- Auto-log emails to the right contact or deal.
- Pull in activity from Slack or Teams where relevant.
It’s not always perfect—sometimes you’ll need to clean up mismatches—but it’s a lot better than manual entry.
Step 4: Build Automated, Useful Reports (Not Dashboard Overload)
Most teams drown in dashboards they never look at. Instead, use Unifygtm to build reports that answer real questions:
- Where do deals get stuck (and why)?
- Who are your real top performers—not just the loudest reps?
- Which sources actually bring in the best leads?
Set these up to run automatically and hit your inbox (or Slack) every week. Skip the vanity metrics—if you’re not going to act on a report, don’t bother.
Pro tip: Pick 2–3 key metrics. For most B2B sales teams, it’s pipeline value, win rate, and average sales cycle. The rest is noise.
Step 5: Test, Break, and Tweak (Don’t Set and Forget)
Automation is never “done.” The first month, you’ll find broken rules, weird edge cases, or stuff that just doesn’t fit your team. That’s normal.
- Ask your reps what’s working and what’s annoying.
- Watch for errors or missed handoffs.
- Adjust rules and templates as you go.
The best sales teams iterate. Don’t wait for “perfect”—ship something, see where it breaks, and fix it fast.
Step 6: Avoid Common Traps
A few things to skip:
- Automating everything: Some manual steps are there for a reason—don’t lose the personal touch.
- Trying to fix a bad process with automation: If your process is broken, automating it just makes the mess go faster.
- One-size-fits-all templates: Buyers can spot canned emails a mile away.
And watch out for hype. No tool—Unifygtm included—will close deals for you. It just frees you up to do the parts that matter.
Wrapping Up: Keep It Simple, Iterate Often
Automating your B2B sales process with Unifygtm isn’t about making everything “hands-off.” It’s about getting rid of the mindless busywork so you and your team can actually sell. Start small, automate the obvious pain points, and keep tuning as you go.
The best sales processes are simple, visible, and easy to adjust. Don’t let “automation” become another word for “complicated.” Keep at it, and don’t be afraid to kill off features or reports no one uses. Less is usually more.