Customer relationship management (CRM) platforms are designed to automate time-consuming tasks, collect and analyze crucial information, and bring you new prospective businesses.
While CRM platforms offer significant benefits to your company’s operations, some business owners are still on the fence if a CRM is right for their day-to-day tasks. Implementing an advanced and streamlined sales tool, like Salesforce, requires business owners and employees to make adjustments to their existing practices.
While implementing a CRM platform can be stressful, its benefits cannot be overstated. In this blog, we’ll cover the following topics:
Since most businesses have a sales department in one form or another, using a CRM program can streamline most businesses’ processes. A CRM platform can also enhance the way your employees engage with existing customers.
While CRM platforms are commonly used in sales departments, they can also be used in other sectors of your business. For example, CRM platforms, like Salesforce, can be utilized in other departments, such as marketing. Salesforce Marketing Cloud is designed to streamline the creation and approval of marketing assets.
Let’s face it, no one likes to hear there’s a problem with their sales, marketing, or operational strategy. However, hearing these issues gives you the opportunity to advance your business’s operations, product, or service line. With a CRM, these problems can be identified much sooner before it’s too late.
A CRM platform is essential to:
When customers complain, it’s not always due to the quality of a product. More often than not, customers complain because they aren’t satisfied with a company’s level of service. Whether it’s delays in shipping or slow replies to inquiries, there could be various reasons for customers to complain.
When things are not communicated properly, problems become unavoidable. This puts your salespeople in a difficult position to diffuse a situation. A CRM helps build a stronger team and communicate with team members more effectively. A CRM is a platform to share updates, upload reports, and pass on crucial information to the right person. Since everything is properly documented, people are held accountable for their responsibilities.
A CRM can also be programmed to notify everyone when an assignment is nearing its due date or when it has been passed from one department to another. This eliminates hold-ups and ensures that no job is left unattended.
Lastly, since orders are updated in real time, salespeople know exactly what to say when customers ask for updates on their orders. This provides transparency and lets the customer know that everything is running smoothly. This signals to your customers that you value the well-being of your team.
In some instances, quantity can be just as important as quality. Having a wide network of prospects means that you have more of an opportunity to close a deal. Not only that, but happy clients become your brand’s ambassadors, recommending your business to close friends, family, and coworkers.
Unfortunately, not every company knows where to start finding new clients. Some make the mistake of using the same outdated sales and marketing strategies that don’t work as well as they used to. To successfully establish yourself in a new market, you must thoroughly research your target and create a personalized approach.
With an efficient CRM platform, your sales team can help you reach new prospective businesses. A CRM can be synced to various sales channels or social media accounts. From here, it can collect and analyze data to determine which lead you should get in contact with first. This is particularly useful when learning about new customers because it shows you the best way to engage with them.
Following up with leads is frustrating if you’re not following up with the right ones at the right time. With CRMs, the sales follow-up process is made much easier. A CRM can help your team manage sales and marketing campaigns by collecting customer data, reaching out and confirming a customer’s interest level, and setting an appointment with a key decision-maker (KDM).
Many B2B businesses outsource their cold calling efforts because it allows your internal team to do what they do best—sell and strengthen relationships with customers. In the long run, this will help them close more deals and increase overall productivity.
When your employees submit their outputs late, that could be a sign of two things: analyzing statistics is taking longer than usual or they’re bogged down by more pressing tasks.
Automating daily processes will take more tedious tasks off your team’s plate. CRMs can quickly and efficiently send out system-generated messages to customers, launch email campaigns, get important dates on the calendar, share updates with everyone, and more.
Examining customer data is also very time-consuming. As much as managers want to look over it themselves, they simply don’t have enough time. A CRM manages your client data sheets as well as information gathered through social media interactions. Then, it goes over this data before producing a list of suggestions, trends, buying patterns, and shifts in behavior that proves useful when setting business goals.
Marketing has everything to do with relatability and relevancy. Campaigns that go viral are usually relevant, creative, and most importantly, they speak in a language that captivates their audience. Before you start brainstorming marketing and content ideas, it’s important to understand your target audience.
This is the aspect that not everyone sees, particularly those whose efforts don’t hit the mark. Many businesses believe that it’s all about creating one overarching direction and applying it to different sets of people. However, this is not the case.
Sales and marketing strategies need to be personalized, and a CRM can make this process much easier than if you were to do it without one. A CRM can teach you how to connect with potential customers, what platform to reach them on, and what questions to ask.
With a CRM platform, you have quick access to customer information. They serve as a memory bank and secures all pertinent digital documents. As an added security measure, you can also decide who gets access to what. If someone does not have admin authority to access a sector on the platform, they cannot access the confidential information.
Another practical feature that most CRM software has is a digital cleansing protocol. Every so often, this skims through your contact listings and identifies entries with missing information or those that haven’t been reached for an extended period of time. This prompts the system to send a notification to your sales team that it needs updating.
An inventory of updated customer information is critical for a company’s sales and marketing initiatives. With this at your disposal, it’ll be quicker to build steadfast relationships, promote events, and respond when inquiries are received.
More problems occur when individuals aren’t held accountable for their responsibilities. This often leads to a disruptive culture of hand-holding, finger-pointing, and mistrust between colleagues.
CRMs are a great tool for team management. This feature places all concerned personnel in a single virtual space where all of their weekly tasks are mapped out. CRMs show when users are approaching deadlines, who is responsible for which duty, and what needs to be accomplished from now until project completion.
The main objective of this component of a CRM is to cover all the bases. A team that’s motivated and fully aware of its coverage areas is a major asset to any growing company. While a CRM doesn’t take away the chaos of determining who is in charge of what, it’s a step in the right direction to ensure that everything is completed when it needs to be.
Even if you aren’t ready to invest in CRM software, here are some initial steps you can take to prepare your company for the migration. This can also help you decide if a CRM is something that you could integrate into your day-to-day operations.
Although these may seem insignificant, they are hints toward potentially larger problems. It’s imperative to identify areas in the operations process that cause delays or friction. Will this incident resolve itself on its own, or will it require some intervention?
If you chose the latter, maybe it’s wise to move to the next step.
Stumbling blocks almost always start out small. From the get-go, we need to understand them completely. This includes how things began, the damage caused, and what remedies can be carried out. When dealing with these issues, remember to stay calm and think about all your solutions. Making an impulse decision that causes more harm than good is the last thing you want to do.
A band-aid response is never the answer, but not everyone has the resources to implement a complete makeover of company procedures. This is especially true for small to medium-sized businesses.
After you identify the potholes in your company’s operations, try applying reactive measures. For example, if there are delays in shipping, extend your lead time to clients. This will help you understand whether it’s an anomaly or an issue that’s ingrained in your company’s system.
Lastly, conduct a top-to-bottom analysis of your daily business routines. This includes meeting with all the managers to make sure no stone is left unturned. A top-to-bottom analysis opens up the conversation about any possible problems, even those that may seem insignificant.
Although changing your company’s traditional habits and shifting to a CRM platform sounds stressful, it can enhance the way you operate on a day-to-day basis. If there’s a way to improve your business, why wouldn’t you take advantage of the opportunity?
CRM platforms are changing how companies function for the better. CRMs offer many long-term solutions, including a stronger customer foundation, marketing strategies that positively impact revenue, and a team that runs like a well-oiled machine.
When you work with Abstrakt Marketing Group, you have access to a well-equipped sales and marketing team that knows how to use CRM platforms to their fullest potential for your appointment setting services. In addition, you have complete access to the Salesforce platform so you can keep track of your potential business opportunities.
Are you using a CRM like Salesforce but you’re not sure if you’re getting the most bang for your buck? Contact the CRM experts at Abstrakt Cloud to learn how to get the most out of your Salesforce investment!