Fill your MQL pipeline faster and drive more revenue with scheduling automation
Two important factors make or break the start of your sales cycle:
How quickly you connect with interested prospects
A scalable marketing-to-sales handoff that works for everyone, including prospects
In this guide, we’ll walk through how scheduling automation helps you improve both of those factors, so you can convert high-quality prospects faster, speed up pipeline, and ultimately increase revenue.
Connect with leads faster via automation
Once a prospect shows interest in your solution, your team needs to make contact as soon as possible. Any delay gives the prospect time to find a solution elsewhere.
We’ve all heard the lore about how best practice is to respond within five minutes, because prospects are more likely to buy from the vendor who responds first. (Depending on which studies you look at, that number can be anywhere from 30% to 78%. Point is, getting there first matters — a lot.)
Yet look at the process many organizations use today for inbound demand generation:
A prospect indicates they want to talk to sales, submits a form … and is left waiting to hear back from your team! Then more time and friction build up as the prospect and your salesperson email back and forth to find a time for that first call.
Modern demand gen and revenue operations teams have found a better way.
Add scheduling to your website, so that once a qualified prospect hits that “contact sales” CTA, they can immediately book a meeting at a time that works for them.
They don’t have to wait to hear back from a sales rep, and your team can stop spending valuable time manually following up with inbound leads. No more leads languishing in Salesforce, HubSpot, or your preferred CRM.
Ready to set this process up? Get in touch!
Some scheduling tools, like Calendly, can also:
Support initial discovery
Ask questions while the prospect is completing their booking so your reps know what to focus on in that first meeting.
Automate lead distribution
Connect with leads even faster by choosing a scheduling platform with round robin distribution. Automate which salesperson is chosen for a meeting based on their availability, equal team distribution, or other custom priorities.
Qualify and book leads from your marketing forms
When you add Calendly Routing to your marketing forms, you can show scheduling pages only to leads who meet your qualifications, like prospects from specific industries or companies of a certain size. That way, your busy team can spend their valuable time on high-quality leads.
Instantly schedule known leads with their active account owners
When a known lead or customer submits a form, automatically route them to the booking page for their assigned account owner using a real-time Salesforce or HubSpot lookup.
“Our HubSpot form conversion rates have skyrocketed with Calendly Routing. We’re now seeing 70% of qualified leads booking demos directly from our website. Our entire team is thrilled.”
Effortless sales handoffs
Feel confident that your demand gen team is sending your sales team high-quality leads — and stop worrying about prospects falling through the cracks. With scheduling automation, fewer qualified leads drop out of the sales funnel, so you know your demand gen campaigns are driving conversions and ROI.
Here are six ways a scheduling automation platform can help your team fill pipeline and generate revenue opportunities so your sales team can hit their goals:
Add routing to your marketing forms
When you integrate your HubSpot, Marketo, or Pardot forms with Calendly, you can schedule high-value leads right from your marketing forms. Increase website conversions and keep leads moving through the funnel without changing any of your existing tools and workflows.
Integrate with the marketing and sales tools your team uses every day
A scheduling platform that integrates with your teams’ existing tech stack lets you boost productivity without having to reinvent the wheel. For example, Calendly’s CRM integrations automatically create a new lead, contact, or opportunity when a lead books a meeting. If the lead already exists in your CRM, the event is added to their record. Keep everyone on the same page and spend less time manually copying data between platforms.
Let prospects book sales calls right from their inbox
Let interested leads book a sales call without a lengthy email exchange — and immediately put leads in your funnel — by adding sales reps’ scheduling links to your nurture campaign CTAs and automated sales cadences.
Set up routing at live events to instantly book meetings for your sales team
Instead of following up with hot leads after the event, prompt them to schedule a meeting before they leave your booth.
Access meeting insights to identify key metrics, benchmarks, and trends — like popular meeting times, top performers, and in-demand meeting types — and make improvements where needed. Plus you can examine routing analytics to track meeting conversion rates and see how your forms perform.
Use workflows to automate communications
Set up pre- and post-meeting automations to send email or text reminders, share sales enablement content, send thank-you notes, and request follow-up meetings. Reduce no-shows and keep prospects engaged between meetings without having to send emails manually.
“The Salesforce lookup is a game changer for our sales team. They no longer spend 5+ hours a month reassigning website demos.”
How Calendly helps revenue teams hit their numbers
%
increase in website bookings with Calendly Routing
x
sales conversion rate when leads booked via Calendly
week
shaved off their sales cycle
%
increase in sales-qualified opportunities through their website
"Before adding Calendly Routing Forms, 60% of people who started to book a meeting on our website did not complete the booking. Now, we’re automatically sending demos to specific reps based on company size, which has created better experiences for both our customers and employees. We’re winning more business with less work."
Create a better experience at every point in your sales cycle
How Calendly’s marketing and RevOps teams get results with Calendly Routing
Adding routing to our website forms
%
increase in meetings booked with high-value leads
Using routing at events
%
ROI achieved from a single event
sales meetings booked from a single event
Ready to hit your pipeline goals?
See why teams rely on Calendly to close deals, build relationships, and grow their business.
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