There are many things a CRM can do that should get marketers, salespeople, or business owners pretty excited! Here’s how a CRM can make you a more effective marketing and sales machine…
1. Better Lead Intelligence for Both Marketing and Sales
When a salesperson works within a CRM that integrates with their company’s marketing software, they’re able to access detailed, real-time lead intelligence. It includes information like how many times potential customers have visited your site or if they have ever talked to a member of your sales team all from one place.
And this isn’t just beneficial to sales; it’s beneficial to marketing as well. A CRM will allow your marketing team to see which leads turn into customers. Marketing team can see what brought them to your website and what pages they looked at before becoming a customer to figure out which of their efforts are working best.
2. Better Sales and Marketing (Smarketing) Alignment
“50% of sales time is wasted on unproductive prospecting.”
(The B2B Lead)
Sales and marketing both work in alignment to create a seamless experience for your buyer so both teams should have visibility into one another's metrics. It will make it easy for them to assess each team’s progress and identify and remedy problems early on in the month.
Real-time reporting holds both teams accountable to their goals and helps one another work together toward shared outcomes.
3. Helps In Coaching & Monitoring Pipeline
“If you follow up with a lead within 5 minutes, you’re 9x more likely to convert them.”
A CRM system helps your team to capture buyer data automatically, in real time. As your prospect navigates through your site, as your team corresponds with them, it’s all collected, organized, and presented back to the rep when they need it.
This is also hugely useful because it makes coaching your team that much easier. Managers & sales people can sit down, drill in together, and talk through some recent examples of how a rep responded to a certain signal from the prospect. It’s much more formulaic.
While setting up CRM, the sales & marketing teams are able to identify important criteria and even implement a lead scoring system which reduces time spent sifting through leads.
4. Closed-Loop Reporting Lets Marketers Improve Campaigns
“Lost sales productivity and wasted marketing budget costs companies at least $1 trillion a year.”
(The B2B Lead)
When you integrate marketing software with your CRM, marketing can easily analyze the effectiveness of its campaigns using closed-loop reporting. For example, when a salesperson converts a lead into a paying customer, he or she can mark it in the CRM, and it will automatically be noted in your marketing software, too.
This allows marketing to do two important things. They can automatically remove this lead for their nurturing sequences, and can attribute this new customer to a specific campaign and channel. Mapping marketing activities to sales events is critical for marketing to improve future campaigns.
To make sure that the CRM system is beneficial to you, you have to choose one with the features that are right for your sales as well as marketing efforts.
Looking for a CRM system with all these benefits click here!