When managing a company, there are several acronyms that we come across and, if the subject is about technology, they seem to multiply, right? A very common question is what is a CRM and how does this type of software work.
Therefore, if you still do not use a Customer Relationship Manager platform, it is time to review its concepts, since It is essential to strengthen the relationship with your customers and improve sales.
What is a CRM and what is it for?
A CRM or a Customer Relationship Manager is a system to carry out customer relationship management.
Hence, if we ask ourselves what is a CRM in a company, we could say that rather, it is a commercial strategy, whose objective is to know in depth the clients to anticipate their needs and desires; surprise them and offer them products and services that exceed their expectations. This not only leads to the acquisition of more customers, but also to their loyalty.
CRM in marketing is used by companies, whether they are new, small, medium or large, and the term refers to customer-centric practices, strategies and technologies.
With it it is possible to manage all communication with the client, since it stores all your information in a single interactive space.
But, to all this, what is a sales CRM?
We already explain what a CRM is. But, the CRM in sales, is it the same? Well yes, in short, it means the same. Because this system also develops a large database to keep an organization-wide team up-to-date on customer personal information. Monitor the sales funnel, make procedures more automatic, and control organizational systems.
Furthermore, if you have a CRM program in your company, you will be able to accurately track your potential customers and, of course, their preferences, which will undoubtedly increase your sales.
And that's not all. Because a Sales CRM It is also useful to know where consumers are in the purchase decision process, which helps to more easily structure our commercial strategies focused on the client.
Similarly, if we had to give a more precise definition of what a CRM is in marketing, we should also emphasize that It is the key that is needed to capture new opportunities in the market and, thus, create new leads.
Why is CRM important in a company?
Once you know what a CRM is and why it is so useful for companies, you will not be able to stop using it.
A CRM system organizes all your contacts and the accounts that your clients use daily, which allows you to simplify different loyalty and sales processes, and thus save time.
Instead of paper reminders or complex spreadsheets, the information is stored automatically, and can be updated at any time, quickly and efficiently.
4 benefits of investing in a sales CRM
When you discover what a CRM is and how it works, you will notice 4 great benefits.
1. Improved management and analytics
A CRM software in sales offers a complete source of information about the company's customers. And this is not only limited to registration data, such as address, telephone, email and, but also to other forms of contact, such as social networks.
That is to say, Customer Relationship Management includes all interactions with customers, regardless of the source from which it was collected. Thus, purchases made, complaints, negotiations, returns, technical assistance and other conversations will be at your fingertips to, later, make segmentations, generate reports, manage and have insights for a great decision-making.
2. Campaigns tailored to the customer's profile
Surely, at this point, you think you are clear about what a CRM is and what it is for. But, did you know that with this tool, in addition, you can study your clients case by case and customize your campaigns.
When it comes to complex sales in the B2B market, this detailed market segmentation study is essential. The salesperson must have a deep understanding of the customer's business to understand exactly what their needs are and thus offer the best solutions that exceed their expectations. And this can be done with a CRM platform, since it is closely linked to marketing and, above all, digital marketing.
It is also possible segment groups of customers with similar characteristics and send content or offers that fit their purchase profiles. Thus, the chance of closing a sale is much higher.
3. Fluency in the sales funnel
What is a CRM in a sales funnel? It is synonymous with fluidity.
A salesperson generally deals with several clients at the same time. So, as good as your memory is, it is very difficult to have all the details about them on the tip of your tongue.
With the help of an automated CRM system for sales and customer management, you will know exactly how many transactions are in progress, where you are in the sales funnel and which operations should be prioritized.
Even more, An online CRM provides a complete history of each operation you have made with your clients, which allows you to quickly familiarize yourself with the context and continue negotiations at any time.
4. Increased lead generation
When the marketing team passes a list of leads to the sales team, the job of attracting and converting customers begins to work.
That is why it is so important that you have a tool like this. Because, in short, what is a CRM? A key token for lead generation.
Salespeople must qualify these leads, present their business and solutions, nurture leads with relevant information and content, submit a sales proposal, initiate a negotiation, and lead the client to closing.
This job is quite complex and without the help of a CRM platform, it becomes even more difficult. Therefore, with the help of a software of this type, the acquisition of new clients tends to increase.
What is a CRM: examples
We have already given you a fairly precise and detailed explanation about what a CRM is and why it should be part of your marketing strategy. So then we are going to give you a small list of 5 types of CRM platforms, mentioning its main characteristics.
1. Odoo
Odoo is a complete business management solution with a CRM system. The main functional areas are: accounting, commercial and purchasing management, human resource management and point of sale.
Odoo is an all-in-one solution, designed to meet the needs of businesses, regardless of size or budget.
2. Salesforce
Salesforce is a software company, best known for having produced the CRM called Sales Cloud. In addition to this solution, the company has other products focused on customer service, marketing, artificial intelligence, application creation, among other fronts.
It focuses on relationship management to bring companies and people together. It is an integrated CRM platform, which offers all departments a single and shared view of each client.
3. Marketo
Marketo is focused on marketing automation, with its operation aimed at professionals who want to improve the performance of their strategies.
Either to find more qualified leads or to personalize communication campaigns, everything can be done in a personalized and precise way through this CRM software.
For those who want to deliver the results expected by their superiors, create efficient CRM strategies and make better use of the resources available to the sector, integration is essential.
4. Zoho CRM
Zoho is a salesforce CRM that manage online sales, marketing and service on a single platform.
Zoho CRM's free tool helps you create, manage, and organize data to drive your sales and revenue.
You can create connections, log sales activity, add notes, create tasks, qualify leads, view deals, and more with an all-in-one digital contact book.
Thanks to its CRM methodology, you can forget about spreadsheets in Excel and move your business to a much simpler and more robust platform.
5. AmoCRM
Do you remember that when we explained what a CRM is, we told you that it is a comprehensive sales and communication system, which collects all the interactions you have made with your customers, including those on social networks?
Well, This is exactly what the AmoCRM platform does, taking your loyalty and sales strategy to another level.
In fact, Anyone who ever has the opportunity to try this incredible Customer Relationship Management system will be able to link all its communication channels. And by this we mean, not only email, but also all social media, including messaging apps, which will be automatically integrated into a single platform.
There, you or any other person on your team, can have at your disposal all the information of the company's prospects. Ideal for companies that like to keep up with social media and new ways of connecting with the customer.
conclusion
In this post, we have not only made it clear what a CRM is, but also made a brief mention of its main advantages. Furthermore, we gave you a small list of the most used CRM software on the market today, the choice of which will depend on your company, your business strategy and the objectives you have set for yourself.
Generally, what a company needs is to have a clear, precise and organized database, whether on customers, sales, leads ... And that can only be achieved with a quality CRM system.
Therefore, to get a CRM software it is necessary to take into account all the processes of the company in terms of customer service, sales and information.
In this way, you will be able to achieve an innovative and effective interaction with your clients, building a meaningful and lasting relationship.
No Comment