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One of the recurring problems that businesses doctor database package have, especially in their growth stage, is that they continue to manage their sales processes in an impractical way. If the process of collecting contact information in Google documents and spreadsheets sounds familiar to you, you urgently need a CRM .
If you are also thinking of applying a sales methodology based on Inbound and your contact flow is extensive, it is useless to continue using analog tools. That is why CRMs exist, and today we will learn how they work.
What is a CRM and why is it important?
Also known as Customer Relationship Manager, a CRM is a system or software that can be used to manage the sales team and customers in a dynamic, automated and real-time manner. This allows you to strengthen the relationship with interested users or buyers, and, at the same time, keep track of all of them.
In the case of Hubspot's CRM , it is not only free but is integrated into the Marketing platform. This will help you automate many processes quickly and easily. So you have no excuse to continue using obsolete resources that complicate your work.
Marketing CRM and Sales CRM
There are two general approaches to these management systems: one for Marketing and one for Sales. A Marketing CRM focuses its efforts on tasks to improve the relationship with potential buyers at each stage of their buying journey . That is, personalized emails are automated and sent depending on the moment in which the buyer is. These emails aim to lead a lead to become a customer.
On the other hand, a Sales CRM seeks to make the relationship between the seller and the customer more effective, to motivate the purchase. It automatically follows up on contacts and the actions that the sellers perform, to speed up the purchasing process.
In short, with this tool you can track all the people who interact with your website to determine when they are most prepared to make a purchase.
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Advantages of applying it
In the age of digital marketing, there are many problems that plague brands. One of them is information management and generating an excess of emails . The list of concerns continues with issues such as personalized lead tracking and, finally, contact organization.
Fortunately, with the rise of customer relationship management (CRM) systems, this is no longer a problem. With the proper use of a CRM, you can generate more successful sales and strengthen customer relationships.
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Make the most of your CRM
Although 94% of sales leaders use their CRM as a contact manager, there are many other ways to take advantage of this tool. For example:
1. Make virtual to-do lists
A CRM allows you to manage your time in a much more effective way so you can stay on top of all the pending sales tasks. Day by day you can create your own to-do list that you need to complete and organize them in order of importance, without spending too much time. You can also create task lists for your Marketing and Sales team. It is an automated process, it generates notifications that arrive directly to your email and it is synchronized with your online calendars.
2. Identify leads that need more attention
With this tool, you can identify those leads that need more attention in order to close a sale. How? By applying filters within your CRM, you can see when you last contacted certain users, how they interacted with your content assets, and with a little context, you'll know when is the ideal time to call them again or send them an email.
3. Learn from your failures
It's normal for some sales to fail, but this doesn't mean you can't learn. A CRM records the entire buying process, along with every single action the customer takes. Thanks to this, you can identify the reason why the sale didn't happen. Use this information to generate knowledge. Analyze all the touchpoints the prospect went through, this way you can identify your failures and how to improve them in the future.
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How to implement a CRM?
Before setting up a CRM system in your company, you must resolve aspects that have nothing to do with the software. If you want to try this automated experience, what you need is organization and to be clear about the following points:
1. What is your company's vision?
Make sure your company's vision, and therefore your sales team's vision , is action-oriented and clear. Also, prioritize customer service . Put all your efforts into improving the relationship with stakeholders, so that the entire organization strives to achieve the vision. It is essential that all your teams share information and are on the same page.
2. What will your strategy be?
To outperform your competitors, set a sales strategy that you and your team believe is appropriate. Do you want to inform about your product range or compete on price? Maybe you want to reinforce the idea that your after-sales service is the best. This should be clear in your sales strategy. Make sure your strategy, with sales advice, puts you at the top. In addition, you must give your prospects a valid reason that differentiates you from the competition in their eyes. Motivate them to choose you. This intention must be reflected in everything you do.
3. What are your goals?
To implement a new relationship management system, you need to renew your company's daily goals and efforts . Review and optimize your processes to make your organization more agile.
4. What metrics will you use?
In all management, results must be measured. Establish the metrics that you will use in your CRM and make sure that they are understandable for all departments , especially the sales department. In this way, each area will be part of a joint process. In this way, they will be able to better understand each other's work, aspiring to obtain more realistic results.