IMPLEMENT EFFECTIVE SALES PROCESSES WITH CRM

From automating repetitive tasks to implementing an inbound marketing strategy, CRM tools can optimize sales processes on several levels. Find out why and how in this article!

Content:

Win new customers with your CRM
use a CRM to build customer loyalty

1. CRM: your sales teams can’t do without it.

Because today’s buyers, both professionals and individuals, expect a fluid and personalized experience, CRM tools have become indispensable for salespeople because they allow them to structure and target their prospecting actions.

Sales teams: how can a CRM solution improve their efficiency?

A CRM used wisely reduces prospecting costs while facilitating the conclusion of contracts with potential customers. This software helps standardize the steps of the sales process. Your employees know what steps they need to take to turn a prospect into a customer.

For example, the lead scoring function is essential to increase the efficiency of your sales teams: thanks to a scoring system based on predefined criteria, salespeople automatically identify qualified contacts ready to be converted. Leads that are not yet mature enough are treated more thoroughly through a lead nurturing strategy.

CRM software: how to simplify and automate sales tasks?

To maximize the productivity of your sales team, you need to free them from repetitive and manual tasks that waste their time and therefore money. With CRM software, you can automate a large number of tasks so that your employees can focus on their prospecting mission.

Here are some actions that can be automated:

Prioritization of leads with, as mentioned above, a scoring system to prioritize promising leads and identify opportunities;
Sales automation, to create targeted and personalized email campaign scenarios;
the creation of sales documents, such as quotes and invoices;
Performance reports, to present your key performance indicators in clear and precise tables.

CRM software: how to simplify and automate your sales tasks?

A CRM software is an important ally, both in the B2C sector, where your employees have a large number of contacts to manage, and in the B2B sector, where the sales cycle is generally more complex and longer.

A CRM allows you to optimize your sales management, regardless of the sector or size of your company. The centralization of data and the history of interactions provide a 360° view of each prospect and customer in order to provide a relevant response at each stage of the sales cycle.

Thanks to the information collected, the knowledge of the customer is also reinforced, an essential factor to improve customer satisfaction and therefore your turnover.

2. Attract new customers with your CRM

CRM software helps your sales team to acquire new customers by activating several levers. You reduce customer acquisition costs while naturally attracting qualified leads.

CRM: how to use it for your prospecting?

Investing in a CRM is not a miracle solution to solve your customer relationship management problems. It is the judicious use of the software, combined with a good mastery of sales techniques, that will allow you to reach your objectives.

To integrate your CRM in your sales strategy, you must first adapt the different parameters to your sales organization: This can be the modeling of your sales tunnel, the creation of prospect/company files according to your specificities, a reporting system to follow your KPIs…

A good way to use your CRM is also to use it as little as possible by automating as many tasks as necessary. You can also link it to a sales intelligence solution to automatically enrich it with relevant data from reliable sources.

How can you use your CRM for inbound marketing?

Marketing-focused solutions like Hubspot CRM include many tools to support your inbound marketing strategy to naturally attract more qualified leads. You can create automation scenarios with triggers tied to a segmented database to reach the right contact at the right time with the right content.

Advanced software also offers A/B testing capabilities. This tool offers the ability to test and analyze the performance of two nearly similar campaigns that differ in only one element. This technique is very effective to optimize your inbound processes because it helps your marketing and sales department to create digital content (emailing, landing page, white paper…) according to the expectations of your target audience, thus obtaining a better return on investment.

3. Use a CRM to engage customers.

A CRM tool is, by definition, designed for customer acquisition. But its functionalities do not only favour the acquisition of prospects, they also offer new ways to retain and satisfy your customers to perpetuate your activity.

How to improve customer relationships with CRM software?

A CRM helps to strengthen customer relationships in several ways. With the data collected, your sales department has all the information it needs to better set objectives by studying the characteristics and buying habits of potential customers.

In addition to a better knowledge of the customer, the sales team can easily personalize the exchanges to build a personalized and long-lasting relationship. In addition, this tool is designed to increase the responsiveness of your staff, speeding up response time without compromising the quality of the exchange.

CRM: 10 important features to manage your leads

Here is a selection of 10 features you should use first to improve your lead and customer management.

These include:

. Data collection and sharing, each record contains all contact/company information to ensure efficient customer service;

. Interaction history, to track exchanges since the first contact.
. Reports and dashboards to track performance at the aggregate and individual level;
. Pipeline management to reliably track every deal in progress, from qualification to signature;
. Sales automation to automate many repetitive sales tasks;
. Data segmentation to create homogeneous groups of contacts to send them personalized campaigns;
. a mobile version whose cloud application accompanies teams in the field;
. Administrative and commercial document processing, allowing the automatic creation of quotes and invoices using templates in your company’s colors.

Allowing salespeople to reach their goals faster while freeing up time for operations, a CRM solution has all the qualities required to seduce your team…. as long as you don’t neglect the implementation phase, especially by allowing time for training to ensure proper compliance.

Plus d’informations

Si vous souhaitez en savoir plus sur les meilleurs prestataires de services à la clientèle, n’hésitez pas à nous contacter. Vous devrez remplir le formulaire fourni sur notre site Web.