UNDERSTANDING CRM

CRM IN 2018

A CRM will bring structure and uniformity to the sales team, creating a self-sustaining sales ecosystem and makes the job much easier for human relationship building.

WHAT IS CRM?

CRM stand for Customer Relationship Management, and it refers to software that helps companies track interactions with their future and current customers.

The goal of implementing a CRM is to create a system that your sales and marketing teams can use to more efficiently and effectively interact with prospects or customers.

Marketing will often use a CRM to ensure that they’re passing the right leads to their sales team - a key aspect of developing a strong relationship with the sales team. Salespeople utilise the CRM in a different way. They use it to source prospective customers, communicate with them, and track their interactions over time.

Having the entire prospect history in one place increases their efficiency and improves their productivity. For instance, salespeople using a CRM won’t have to hunt through their email to remember where a conversation left off.

WHO NEEDS CRM?

Two groups of companies that see the most benefit from CRM tool

  • B2B companies that typically need to track leads and customers across long sales cycles and through upgrade paths (e.g., a finance company, a recruiting firm, manufacturer)
  • Considered purchase B2C companies (e.g., a jeweler, a landscaping service, or home buyers – the list goes on)

71% of sales manager say that using a CRM helps drive and increase sales.
HubSpot Research

CAN CRM HELP YOUR BUSINESS?

What challenges do CRM systems aim to solve:

Do you have a need for maintaining a central list of information on your leads and customers? Does this information live in many different places?

 

Q1 Are your customers regularly interfacing with multiple people on your team? How does everyone keep track of where the conversation with any one customer left off?

 

Q2 Do you struggle to understand the productivity of your sales team? Does your sales team follow a structured process?

 

If you answered yes to any one or more of the above questions, chances are your business could benefit from a CRM system.


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4 BENEFITS OF CRM

1. Better lead intelligence for both marketing and sales 
analysis

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...

Wouldn’t it be helpful if you knew when a potential customer was looking at your website? Implementing a CRM will allow your sales team to know how many times potential customers have visited your site or if they have ever talked to a member of your sales team

When a salesperson works within a CRM that integrates with their company’s marketing software, they’re able to access this type of detailed, real-time lead intelligence 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. More specifically, you can see what brought them to your website and what pages they looked at before becoming a customer.

When a marketer works in a marketing platform that is integrated with a CRM, they are able to figure out which of their efforts are working best.

CRM systems improve customer retention by 27%
HubSpot Research

 

 

2. Better sales and marketing (Smarketing) alignment 
teamwork

Sales and marketing both have numbers they need to hit each month, and when both teams have visibility into one another metrics they can easily 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. (It’s also worth noting that CRMs are used for customers, too, not just leads; so customer service communications and metrics can be easily documented for account managers to reference as well.)

 

3. Help sales prioritise it's pipeline
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A CRM not only gives complete visibility into the sales pipeline, but it also helps sales people prioritise who to call first so they don’t miss important opportunities. When sales and marketing set up a CRM, they can identify important criteria and even implement a lead scoring system. Organisational systems like these reduce time spent sifting through leads, and enable salespeople to prioritise the best opportunities.

 

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4. Closed-loop reporting lets marketers improve campaigns 
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When you integrate marketing software with your CRM, marketing can easily analyse 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.

  • First, marketing can automatically remove this lead for their nurturing sequences, and instead send it customer-focused information.
  • Secondly, marketing is now able to attribute this new customer to a specific campaign and channel. Mapping marketing activities to sales events is critical for marketing to improve future campaigns.

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9 MUST HAVE CRM FEATURES

Before all else, a CRM system should be useful to its end users: salespeople, sales managers, marketers, and business leaders. CRM systems have a range of functionalities, but these nine features are must-haves for any business that is aiming to organize their systems and improve their efficiency.

  • CONTACT MANAGENENT

You won’t find a CRM that doesn’t have a contact management capability. If you do, chances are you aren’t looking at a CRM. All CRM systems allow salespeople to create contact records and store prospect and customer information in a database. However, the best systems that truly improve efficiency will reduce and streamline contact data entry as much as possible.

Judge this feature with ease of use in mind.

  • DEAL STAGES

Most CRM systems can be customized to operate on a specific sales process. Whether your company has three deal stages or 15, you should be able to program these levels into the software and attach associated values. It should also be easy to move a deal along the sales process, from one stage to the next. In HubSpot CRM, advancing a deal is as simple as dragging and dropping:

Make sure the system you are using can be customised to your needs with ease.

 

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  • DAILY DASHBOARD

Sales people need visibility into a number of metrics on a daily basis. Metrics such as their progress to date against quota, how many deals they have in their pipelines at which stages, and what outstanding tasks they need to complete. Similarly, sales managers and leaders need to be able to view these categories for the aggregated sales team.

Evaluate this function based on visual appeal and simplicity.

  • TASK MANAGEMENT

A sales person who has to toggle back and forth between several different systems to view and complete their daily tasks is not a happy person (though this is common). CRM systems that include task management capabilities streamline salespeople’s day-to-day workflow and help them keep on top of their follow up.

  • CONTENT RESPOSITORY

To cut back on wasted time searching for content, look for a CRM system with an embedded content repository. Look for a system that allows salespeople to save their go-to pieces of collateral in one place. And it’s not just collateral. Writing email copy can be another time suck for a busy sales person. Look for a system that also allows the user to file away customised email templates, so the sales rep is not reinventing the wheel with every new outreach.

 

Salespeople spend 31% of their time hunting for or creating content
Docureted State of Sales Productivity Stud


  • AUTOMATED DATA CAPTURE

One of the primary reasons companies decide to adopt a CRM is to keep better track of customer and prospect touches (emails, calls, etc). But, beware: Many CRM applications require salespeople to copy and paste their email outreach into the system or even upload call recordings.

These extra steps can be maddening for salespeople who are making 50 or 100 calls every single day, and it leaves room for human error. Look for a software that does this step automatically. HubSpot CRM automatically logs calls made and emails sent, and posts them in a timeline-like view on a contact’s record page:

 

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  • REPORTING

A CRM system is only as good as the insights it provides. Be sure that your CRM provides reporting features that make it easy to export and distribute the trends that the system reveals.

  • MOBILE

Sales reps have seen productivity increased by 15% when they had mobile access to CRM applications. Tying reps to a CRM system that can only be accessed via laptop is bound to annoy them, especially if they’re in a role that requires travel. The majority of CRM systems today allow salespeople to log on to the application from mobile devices such as tablets and smartphones -- make sure the ones you’re considering do as well.

  • INTEGRATION WITH MARKETING AUTOMATION

And last but not least, integration between your marketing and sales platform is crucial. A fter all, the underlying concept of “customer relationship management” is to provide a complete lifecycle view into each prospect and client. A gap between marketing automation and CRM can lead to lost information and lost opportunities.

Marketing Automation Software Solutions

 

Hubspot

HubSpot is the biggest provider of marketing automation software worldwide


Eloqua-1 Eloqua is an enterprise-level marketing automation suite owned by Oracle.
Sharpspring-1

An affordable marketing automation platform that is relatively new on the scene.

Silverpop

Silverpop originally focused on email marketing and has progressed to include marketing automation.

Marketo

A corporate marketing automation platform that also allows you to manage other parts of your marketing strategy, such as event management.

Salesforce Pardot is owned by ExactTarget, who is in turn owned by SalesForce.com. Pardot is the leading marketing automation provider in Europe.

 

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