Concept guide, CRM
What is B2B sales automation?
- Author
- PureField
- Published
- Updated
B2B sales automation software finds lead candidates, sends follow-up email sequences, and records quotes and activity in your CRM, with a salesperson approving each key step. PureField combines lead discovery, where enabled for your account, with Sales Autopilot Lite, and every reply stops the sequence and returns the conversation to the rep.
What is sales automation?
Sales automation sets rules for the repetitive work in a sales pipeline. The key distinction is between what the system prepares and what it sends on its own. In approval-based automation, the system finds candidates, drafts messages and keeps the record, while the rep selects, approves and handles replies.
| Approach | What happens | Role of the rep |
|---|---|---|
| Manual selling | Leads, emails and records are handled by hand | The rep completes every step |
| Partial automation | Reminders and logs run automatically | The rep manages sends and follow-up lists |
| Approval-based automation | The system finds candidates, drafts messages and runs the sequence | The rep selects candidates, approves and handles replies |
Which steps run automatically?
- Lead discovery: where enabled for your account, the system builds a candidate list from your ideal customer profile (ICP). The rep chooses which candidates to import.
- Lead enrichment: company fields are suggested from the prospect's website, and the user applies them.
- Follow-up emails: after first contact, scheduled steps send. A reply stops the sequence and the task moves to the rep.
- Quote tracking: the quote is sent with a Digital Sales Room link. Acceptance or decline is marked on the quote in CRM.
- Activity logging: calls, visits and email activity are recorded on the opportunity.
How lead discovery and follow-ups work together
Candidates from lead discovery arrive in CRM as candidates. The rep decides which candidates enter a sequence. Before sending, Sales Autopilot Lite checks a shared suppression list. Unsubscribed addresses, bounced addresses and contacts with consent turned off in CRM are removed from the send.
When a reply arrives, the sequence stops at that moment. The prospect receives no further automatic messages after answering, and the conversation goes to the rep.
Consent checks for Turkish recipients
The marketing module can check consent before each campaign and sequence step. When İYS, Turkey's commercial message management system, is on, the individual recipient's consent is queried before every campaign or sequence step, and recipients without consent are removed from the list. The gate applies to individual recipients, so merchants and tradespeople fall outside it. Unsubscribes are passed to İYS as refusals.
Sales Autopilot Lite uses the shared suppression list instead of the İYS gate. Final compliance decisions stay with your organisation. PureField provides technical records and checks, and legal advice comes from your own counsel.
Which criteria matter when choosing a tool?
These questions show whether a tool fits your workflow. Pricing depends on scope, so it is agreed in the quote form.
| Criterion | Question to ask |
|---|---|
| Lead source | Where does lead discovery get its data, and how is the ICP defined? |
| Approval point | Who approves the candidate list and each email before it goes out? |
| CRM link | Are activity, opportunity and quote kept on the same record? |
| Suppression list | How are unsubscribes, bounces and CRM consent status handled? |
| Consent gate | When İYS is on, is recipient consent checked before sending? |
| Send history | Can you see who approved each send and when? |
| Reporting | Are replies, quotes and win rate on one screen? |
| Scope and pricing | Agreed through the quote form, based on modules and scope. |
How to set up sales automation
- Step 1: Write down your sales process. List the stages, first contact, quote and acceptance, and mark the steps you want automated.
- Step 2: Define your ICP and consent rules, and fill the suppression list from day one.
- Step 3: Start with one short sequence, and review replies and outcomes for one week.
- Step 4: Review your approval rules and widen automation step by step.
How this looks in PureField
- CRM: Leads, opportunities, activities and quotes stay on one customer record. An accepted quote opens an order in the stock module.
- Sales Autopilot Lite: Sends email sequences to leads, applies the shared suppression list, and stops the sequence when a reply arrives.
- Marketing module: Sends campaigns to consented contacts from your CRM list, and queries İYS when it is on.
- AI sales role play: Practice sessions give the rep a coaching score, kept apart from CRM records.
- Copilot and digital employees: Prepare follow-up work and propose actions. Approval for deletions and purchases always rests with you.
Evidence
- Suppression list
- Sales Autopilot Lite checks unsubscribed, bounced and CRM-opted-out contacts before sending.
- İYS gate
- When İYS is on in the marketing module, each campaign and sequence step queries the individual recipient's consent first.
- Approval flow
- Copilot and digital employees prepare drafts; sends and critical actions proceed with user approval.
- Digital Sales Room
- A quote is shared through one link; visit count and last visit appear on opportunity, lead, quote and customer records.
- Quote decision
- Acceptance or decline is marked on the quote in CRM; an accepted quote opens an order in the stock module.
Walk through your sales steps with us in a demo and see which ones run automatically and where your approval comes in. Book a demo
Frequently asked questions
What is sales automation?
Sales automation is an approach that runs repetitive sales tasks such as lead discovery, follow-up emails, quote sending and activity logging through rules. The system prepares the work, the salesperson approves it, and the send happens after that approval.
How does automatic lead discovery work, and what is an ICP?
An ICP, or ideal customer profile, defines your target company using criteria such as industry, size and location. Lead discovery uses that profile to build a candidate list, and the salesperson chooses which candidates to import into CRM. The feature is available where it is enabled for your account.
Which steps need human approval in follow-up emails?
Lead candidates enter a sequence only after the salesperson selects them. When a reply arrives, the sequence stops and the conversation moves to the rep. Acceptance or decline of a quote is marked by the rep in CRM.
How does İYS affect campaigns?
When İYS is on, each campaign and sequence step queries the individual recipient's consent before sending. Recipients without consent are removed from the list. Merchants and tradespeople fall outside this gate. Unsubscribes are passed to İYS as refusals.
Do I need a CRM for sales automation?
CRM is the record side of the workflow. Candidates, opportunities, activities and quotes kept in CRM show the result of each automated step on one customer record, which makes follow-up and reporting traceable.
How is pricing determined?
Pricing depends on the modules and scope you need, and it is agreed through the quote form. Book a demo or request a quote to discuss your scope with our team.