Time is precious to everyone — but to salespeople above all. Organizing your day and making the most out of every moment is key for a successful career.
That’s where a CRM (Customer Relationship Management) system can come in. Are you taking advantage of this tool yet? If not, you’re losing some of that precious time every day — time that could be spent prospecting and selling.
Learn more about how a CRM could benefit you in the blog post below.
What is a CRM?
A CRM is a repository of every piece of information about your prospects, leads and customers.
Some systems are quite simple, with a focus on better organizing and tracking your prospects. Others are highly complex; send emails, track responses, schedule meetings and more with these tools.
No matter which type of CRM system your company uses, it should help you become a better salesperson.
And contrary to popular belief, a CRM isn’t a time-waster. Just take a look at some of the numbers below for proof:
- Organizations using a CRM saw a 29 percent increase in sales and a 34 percent increase in team activity.
- There’s an $8.71 return for every $1 spent on a CRM.
- The sales cycle length could be shorted by eight-14 percent when you use a CRM.
Still not convinced? Check out the four reasons below to see why a CRM is always a safe bet.
Reason #1: It’s Easier to Keep Everything Organized
You might have a photographic memory and take crystal-clear notes, but you still need a way to make sense of that data and store it in a safe place. And do you really want to search through notebooks or spreadsheets to find what you’re looking for? What if someone else needs to access that information?
Even if you have a system that works for you, I’m willing to bet it takes you a while to find what you need sometimes. With a CRM, you can create efficiencies because the data is automatically stored in one place. No more hunting around for the one data point you need.
And because a CRM is automatically formatted and set up the way you’ll need it, you won’t waste time planning how you want your data to look.
Reason #2: You’ll Learn More About Prospects
A modern CRM likely tracks more data points than you ever could alone. For example, at Marketing Essentials, here’s a sampling of the information our CRM can tell us:
- The last page a prospect visited on our website and how much time they spent there.
- If the prospect opened or clicked the latest email we sent them.
- Any meetings we’ve set for the prospect and if they’ve chosen to attend.
Can your current system do that?
The more you learn about your prospects and how they engage with your marketing pieces and website, the better chance you have of connecting effectively with them.
Reason #3: You Can Target Prospects More Effectively
Now that you know so much more about your prospects, you can choose exactly how you want to reach out to them.
Let’s say there’s a core group of prospects who regularly engage with your monthly marketing emails (which you’ve learned from looking at the data), but they’ve never reached out to you. Wouldn’t you want to follow up with these people and see what they might be looking for?
Using the CRM, you can create a group of prospects who match specific criteria to reach via mailing or add notes about your interactions with them. That’s not so easy to do with a spreadsheet and may be impossible with a paper system.
Reason #4: Speed Up Pulling Data and Making Predictions
When it’s time to give your manager a report or plan for the next quarter, the data in a CRM is worth its weight in gold. Most CRMs make it easy to generate reports on things like growth in your number of leads, overall contact performance, deals closed relative to your goal and more.
Even if you don’t need to create an official report, a CRM can let you know at a glance how your prospects and leads are performing. This helps you stay agile, be proactive and rethink your strategy if you see signs of trouble brewing.
With this data, you’ll get a more complete picture of your prospects and pipeline — and that can help you win and keep more satisfied customers.
Need Help Aligning Your Sales and Marketing Teams?
In theory, sales and marketing teams should work together like Holmes and Watson. In practice, though, they’re sometimes more like the Hatfields and McCoys.
If you could use some help aligning your sales and marketing teams for more efficiencies and more closed deals, Marketing Essentials can help. Contact us today to see how our experienced team can get you on the right track.
If you’re not quite ready for professional help, you might also be interested in our free guide, “Build a Bridge Between Sales and Marketing.” You’ll learn how to create a process that works, plus get a free sales enablement checklist.
Download the guide here and get started with more efficient sales and marketing teams.