This is a guest post from Donna Delic. Donna is a Content Writer at CodeCrew, and Oakland-based email marketing agency.
It's a brave new world for digital marketing, particularly in the space where sales and marketing meet. That space is known as lead management. Anyone trying to keep track of their leads now has options and access to marketing tools that seemed impossible to implement just a few years ago.
This technology is helping to end a long battle for marketers. From a business standpoint, the biggest challenge in marketing is creating and deploying strategies that move your best prospects along the sales funnel.
It has become hard for marketers to process all the data that’s coming in from their campaigns. With so many channels including social media, websites, blogs, and emails, it's hard to even compile all the data, let alone improve processes based upon the results.
Still, businesses depend on a marketer’s ability to use customer data to optimize strategies over time. That’s where marketing and sales automation tools can help. They make it easier to optimize campaigns by passing the data through specialized software that helps move leads from ‘prospect’ to ‘customer.’
Every company is going to have different tasks that help move customers through the sales cycle; meetings to establish the clients’ requirements, product demos, proposals, negotiation, collaborating with various departments involved in the process, and ultimately obtaining the signature.
CRMs streamline and save progress on these processes across hundreds of interactions with multiple clients.
In addition to managing leads, companies can also communicate with contacts, organize tasks, send proposals, make online payments and create reports. CRMs prevent your team from losing track of where you left off during a negotiation with a prospect.
The CRM should be the main sales tool used daily. The more you use it, the more accurate your data. Salespeople should always have access to up-to-date lead information; a rundown of the calls, next tasks, proposals, updated contact info, and any other information you might consider relevant throughout the sales process.
CRMs reduce inefficiencies by streamlining the sales process, managing marketing campaigns with multiple recipients, and personalizing messages. You can also avoid having to hire people to create reports; a CRM system will generate reports automatically.
Continually using a CRM system produces data that gives you a better understanding of your target audience. The automation will reduce delays and omissions and improve every customer's perception of your company.
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As leads come in, they appear in your Leads Dashboard in WhatConverts where you can qualify and add sales value.
Filtering and grouping tools allow you to examine a subset of leads from specific campaigns, sources or marketing channels.
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