Understand the importance of CRM for marketing and sales

With the advancement of technology in the corporate world, CRM platforms have been widely used.  Despite this, there are still many managers who are unaware of the benefits of using a CRM, which can make a huge difference in increasing the efficiency of their team's sales and the profitability of their companies.  Read on and learn why CRM is so important for marketing and sales strategies and how to implement it.  What is CRM?  We are in the era of the customer, digital transformation and new technologies.  In this scenario, the relationship also evolved, leading to a new concept also known as experience marketing.  Within this scenario, the concept of CRM, which means being customer-centric, fits perfectly.  To better understand, CRM stands for Customer Relationship Management, which is a 360º sales management platform.  But, in addition to being customer-centric, having a CRM system is a great opportunity for the company to gain a deeper understanding of its own internal processes, what the scenario is that the company is experiencing, where its gaps are in the marketing and sales process and what the main challenges are as a whole.  Among these challenges, the company may not have documented lead management, even with good Inbound Marketing results, or the salespeople may not follow a structured process, each one making their sale in their own way.  Therefore, CRM can be a very important tool for the company to understand where it is, where it wants to go and how to sell more.  CRM platforms are among the most important and innovative corporate technologies available to companies.  This is precisely because of the way CRM uses customer information to manage the number of sales opportunities.  What does a CRM system do?  Basically, CRM platforms rely on a database that contains valuable information about customers, including name, email, telephone number and address, as well as a history of behavior and purchases within the company, including phone calls, messages sent and website visits.  CRM is also responsible for organizing customers at pre-defined times, synchronizing the salesperson's schedule to prevent them from missing follow-ups (following up on the prospect's connection).  This is a much more advanced process than writing down all this data in an Excel spreadsheet, which has a limit, because the volume of information that arises from telephone contacts, WhatsApp or emails can easily get lost if the sales team's organization is not very disciplined.  Relying solely on memory, combined with the rush of everyday life, can result in a lot of information not being included in the spreadsheet.  To get better results, you need to have management, create an organization method, and CRM does that.  Therefore, this tool is important to help potential customers move through the sales funnel, qualifying them and aligning their expectations regarding what is being sold.  Everything is done at the right time, without losing important information throughout the process.  More CRM Sales features The system also displays very valuable reports on when customers go through each phase of the purchase, sales conversion rate and average negotiation time, very important information for the company to know how long it is taking for the customer to close and the number of contact attempts that are being made, for example.  It is also possible to know how many leads will be needed to close X sales, or to reach X revenue and, in this way, pass on to the marketing team the number of leads needed per month, as well as making alignments for continuous improvement in the quality of leads generated by marketing.  With this accumulated information, the managers of a business have a range of options to increase assertiveness in negotiations, in addition to anticipating the needs and desires of the client.  This means that the company is able to work in a personalized way for each client, simplifying the sales process, especially for the sales team.  What are the advantages of integrating CRM into a company's marketing and sales strategy?  By creating a method, CRM also allows marketing and sales teams to be independent from managers, allowing them to go through the processes in an organized manner.  By having the information organized and following a flow, CRM can even help salespeople improve their negotiation techniques and perform more efficient work so that the prospect advances in the sales funnel.  In addition to this advantage, learn about the main benefits of having CRM integrated into a company's marketing and sales strategy: Reduction of communication problems Among the main advantages of CRM platforms is the possibility of sharing information in real time among all team members, functioning as an intersection between all sectors, which reduces the risk of communication failure between components.  Personalized communication Companies that include CRM in their sales process are able to personalize the relationship with their customer base, that is, they communicate with each prospect (when the lead enters the CRM, it starts to have this name) in a different way, whether through emails, messages on social networks or phone calls.  This is possible due to the large amount of information registered and collected by the marketing team, such as services and products of interest, level of knowledge on the subject, among others.  By opting for personalized communication, the company is able to gain the trust of the consumer, who feels more important to the corporation and moves towards becoming brand advocates.  Lead qualification Due to the large amount of information that can be recorded in a CRM, it becomes much easier for the marketing team to qualify their leads and, consequently, identify potential customers.  When marketing makes this qualification and discovers commercial opportunities, it is time for the sales team to take action and use CRM to intelligently manage the prospect and close the deal.  More efficient sales The integration between a good CRM platform and a marketing strategy can also improve the productivity of the sales team, because, when they receive leads full of information, such as most visited pages and materials that converted, salespeople can serve them in the best possible way.  Customer loyalty Having an up-to-date CRM allows the sales team to identify which leads have closed deals with the company and, from there, promote content and strengthen the relationship based on each person's interests, valuing customer success and increasing the loyalty rate.  This way, the company can create marketing campaigns to attract leads with these interest profiles, in addition to offering more valuable commercial conditions to consumers.  CRM can even be important for improving your marketing team’s content!  Just as the information gathered by the materials created by your company's marketing team is very important, when the lead becomes a prospect and becomes the responsibility of the sales team, the results obtained with the CRM can also collect significant data to evaluate the work being carried out with marketing emails, social networks, landing pages, etc.  With this data, it is possible to correct any deficiencies in the lead qualification process, thus increasingly improving the company's results!  How to implement CRM?  When company managers realize all the advantages of adopting a management tool to improve the results of the marketing and sales team, the first step is to think about a CRM model that is viable for the organization.  Often, the company is not in a position to afford a very high acquisition cost for the CRM tool, so it can even be a free CRM platform, such as Pipedrive, Meets CRM, JivoChat, Freshales, etc.  It may even be common for companies to test more than one CRM in this process of managing marketing and sales processes.  Some may not meet expectations and companies start testing other tools, with different interfaces.  Among the various CRMs available on the market, there is RD Station CRM, which will allow a very fast process activation curve and also has a free version.  Furthermore, CRM RD Station is also quite simple to start using, activating technical configurations, parameterizations and integrations.  The Basic version of RD already helps to customize the sales funnel and optimize processes.  After activation, many companies also use other lead qualification tools in parallel, which integrate with the CRM.  In the case of CRM RD Station, it is possible to do this qualification with lead scoring.  Implementation challenges The technical part of implementing CRM marketing and sales is the simplest, the biggest challenges in a company can arise from the need to change the mindset of management and sales teams.  Sometimes, professionals resist this change, however, it is necessary to understand that CRM is an improvement process, which requires a change in the habits of the team as a whole.  Even if the previous processes have provided good results, this management tool, if used as it should be, will help to optimize sales.  But to do this, you need to create a constant routine, centralizing information, inserting updates about prospects into the system, monitoring and executing scheduled tasks.  The team needs to see that CRM is their new daily work tool, and make it indispensable in the processes, because by doing so, it will provide a method that will increase their productivity.  Encouraging this change in mentality is the role of the manager, who must promote constant training, in addition to meetings to exchange information and align actions that will help monitor and develop the salesperson within this new process.  Conclusion Did you understand more about CRM, what it is, and the importance of having software to help with your marketing and sales strategies?

Understand the importance of CRM for marketing and sales

With the advancement of technology in the corporate world, CRM platforms have been widely used. 

Despite this, there are still many managers who are unaware of the benefits of using a CRM, which can make a huge difference in increasing the efficiency of their team's sales and the profitability of their companies.

Read and learn why CRM is so important for marketing and sales strategies, and how to implement it.

What is CRM?

We are in the era of the customer, digital transformation and new technologies. In this scenario, the relationship also evolved, bringing a new concept also known as experience marketing.

Within In this scenario, the concept of CRM, which means being customer-centric, fits perfectly. To understand better, CRM means Customer Relationship Management, which is a 360º sales management platform.

But, in addition to being customer-centric, having a CRM system is a great opportunity for the company to gain a deeper understanding of its own internal processes, what the scenario is that the company is experiencing, where its gaps are in the marketing and sales process and what the main challenges are as a whole.

Among these challenges, the company may not have documented lead management, even with good results. Inbound Marketing, or the salespeople do not follow a structured process, each one making their sale in their own way. Therefore, CRM can be a very important tool for the company to understand where it is, where it wants to go and how to sell more

CRM platforms are among the most important and innovative corporate technologies available to companies. This is precisely because CRM uses customer information to manage sales opportunities.

What does a CRM system do?

Basically, CRM platforms rely on a database that contains valuable information about customers, including name, email, telephone number and address, as well as a history of behavior and purchases within the company, including phone calls, messages sent and website visits.

O CRM is also responsible for organizing customers into pre-defined moments, synchronizing the salesperson's schedule to prevent them from missing follow-ups (following up on the prospect's connection). 

This is a much more advanced process than writing down all this data in an Excel spreadsheet, which has a limit, because the volume of information that arises from telephone contacts, WhatsApp or emails can easily get lost if the sales team's organization is not very disciplined. 

Relying solely on memory, combined with the rush of everyday life, can result in a lot of information not being included in the spreadsheet. To achieve better results, you need to have management and create an organization method, and CRM does this.

Therefore, this tool is important to make the potential client walk in the sales funnel, qualify and align your expectations regarding what is being sold. Everything carried out in timing right, without losing important information throughout the process.

Sales process: prospecting, qualification, presentation, maturation, negotiation, closing, after-sales

More CRM Sales features

The system also displays very valuable reports on when customers go through each phase of the purchase, sales conversion rate and average negotiation time, very important information for the company to know how long it is taking for the customer to close and the number of contact attempts that are being made, for example.

It is also possible to know how many leads will be needed to close X sales, or to reach X revenue and, in this way, pass on to the marketing team the number of leads needed per month, as well as making alignments for continuous improvement in the quality of leads generated by marketing.

With this accumulated information, business managers have a range of options to increase assertiveness in negotiations, in addition to anticipating the needs and desires of the client. This means that the company is able to work in a personalized way for each client, simplifying the sales process, especially for the sales team.

What are the advantages of integrating CRM into a company's marketing and sales strategy?

By creating a method, CRM also allows marketing and sales teams to be independent from managers, allowing them to go through the processes in an organized manner.

By having information organized and following a flow, CRM can even help salespeople improve their performance. negociation techniques and carry out more efficient work so that the prospect advances in the sales funnel.

In addition to this advantage, cmeet the main benefits of having integrated CRM in a company's marketing and sales strategy:

Reduction of communication problems

Among the main advantages of CRM platforms is the possibility of sharing information in real time between all team members, functioning as an intersection between all sectors, which reduces the risk of communication failure between components.

personalized communication

Companies that include CRM in their sales process are able to personalize the relationship with their customer base, that is, they communicate with each prospect (when the lead enters the CRM, it starts to have this name) in a different way, whether through emails, messages on social networks or phone calls. 

This is possible due to the large amount of information registered and collected by the marketing team, such as services and products of interest, level of knowledge on the subject, among others.

By opting for personalized communication, the company is able to gain the trust of the consumer, who feels more important to the corporation and moves towards becoming brand advocates.

Lead qualification

Due to the large amount of information that can be recorded in a CRM, it becomes much easier for the marketing team to qualify their leads and, consequently, identify potential customers.

When marketing makes this qualification and discovers commercial opportunities, it is time for the sales team to take action and use CRM to intelligently manage the prospect and close the deal.

More efficient sales

The integration between a good CRM platform and a marketing strategy can also improve the productivity of the sales team, because, when they receive leads full of information, such as most visited pages and materials that converted, salespeople can serve them in the best possible way.

Customer loyalty

Having an updated CRM allows the sales team to identify which leads have closed deals with the company and, from there, promote content and strengthen the relationship based on each person's interests, valuing customer success and increasing loyalty rates.

This way, the company can create marketing campaigns to attract leads with these interest profiles, in addition to offering more valuable commercial conditions to consumers.

CRM can even be important for improving your marketing team’s content!

Just as the information gathered by the materials created by your company's marketing team is very important, when the lead becomes a prospect and becomes the responsibility of the sales team, the results obtained with the CRM can also collect significant data to evaluate the work being carried out with marketing emails, social networks, landing pages, etc.

With these data, It is possible to correct any deficiencies in the lead qualification process, thus increasingly improving the corporation's results!

The importance of a CRM for marketing

How to implement CRM?

When company managers realize all the advantages of adopting a management tool to improve the results of the marketing and sales team, the first step is to think about a CRM model that is viable for the organization.

Often, the company is not in a position to afford a very high acquisition cost for the CRM tool, so it can even be a free CRM platform, such as Pipedrive, Meets CRM, JivoChat, Freshales, etc.

It may even be common for companies to test more than one CRM in this process of managing marketing and sales processes. Some may not meet expectations and companies start testing other tools, with different interfaces. 

Among the various CRMs that exist on the market, there is RD Station CRM will allow a very fast process activation curve and also has a free version.

Furthermore, CRM RD Station is also quite simple to start using, activating technical configurations, parameterizations and integrations.

The Basic version of RD already helps to customize the sales funnel and optimize processes.

After activation, many companies also use other lead qualification tools in parallel, which integrate with the CRM. In the case of CRM RD Station, it is possible to do this qualification with lead scoring.

ebook how to structure your company to be successful with digital marketing

Implementation challenges

The technical part of implementing CRM marketing and sales is the simplest, The biggest challenges in a company can arise from the need to change the mindset of management and sales teams.

Sometimes, professionals resist this change, however, it is necessary to understand that CRM is an improvement process, which requires a change in the habits of the team as a whole.

Even if the previous processes have yielded good results, this management tool, if used as intended, will help optimize sales. However, to do so, it is necessary to create a constant routine, centralizing information, inserting updates about prospects into the system, monitoring and executing scheduled tasks.

The team needs to see that CRM is their new daily work tool, and make it indispensable in the processes, because by doing so, it will provide a method that will increase their productivity.

Encouraging this change in mentality is the role of the manager, who must promote constant training, in addition to meetings to exchange information and align actions that will help monitor and develop the salesperson within this new process.

Conclusion

Do you understand more about CRM, what it is, and the importance of having software to help with your marketing and sales strategies? Don't waste time and start using it right now!

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