New report stresses importance of presales automation

As AI tools promise to automate crucial sales functions, new data shows that more sales organizations should be leveraging these tools to avoid disrupting revenue execution.

A new report from Theorem, a digital marketing solutions provider, found that 77% of organizations experience manual errors that are impacting advertising revenue generation, with 44% spending more than 10 hours each week on manual presales tasks. Despite this data, 92% of organizations say their tools work efficiently.

The report shows that presales is the most important period for sales reps to make sure everything is aligned and accurate to close a deal. Some findings that stress this importance include:

• 22% of sales reps say internal system or data issues are the leading cause of delays.
• 52% report limited integrations between ad sales and operating systems.
• 61% say they would spend more time on strategy and client relationships with more automated presales processes; 47% think deals would close faster.

“Organizations are still closing deals, which makes these inefficiencies easy to overlook,” said Jay Kulkarni, founder and CEO at Theorem, in a press release. “However, as volume and complexity grow, what once felt manageable starts to erode margin, slow growth, and introduce risk at scale.”

Big picture: The data shows that 86% of organizations report an increase in closed deals after introducing presales automation, which highlights that adopting the most up-to-date AI tools will help reduce these frictions.