How A Good CRM Can Help Align Marketing And Sales


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Business keeps evolving with new technological advancements. However, survival is highly reliant on how best your business team can handle clients, from the attraction of leads to conversion. CRM marketing bridges the gap, reducing staff hours spent in convincing or attracting customers. Businesses that manage to create stronger customer relationship bonds have better and higher conversion and retention rates.

Customer relationship management is technically a tool that businesses use to align marketing and sales. The CRM system is used by many companies to manage sales, aid team-to-team communications, and deliver business insights, while still integrating with various social media to deliver gorgeous customer experiences.

One way of tracking marketing activities is by keeping customer data and interaction histories. Keeping such customer details as contacts and requests in one place is however not easy without a good CRM. The CRM system tracks every team interaction with clients and manages customer accounts. This makes marketing campaigns seamless and lead conversion becomes easily with all customer interaction data available. Basically, CRM software is fabricated to make marketing, and customer relationship management effortlessly easy.

In business, alignment may mean among many things: developing shared definitions, lead management, sharing goals, lead evaluation, or common lead nurturing efforts. Executing the right CRM software can improve a company’s marketing to the sales alignment process. But what is CRM in marketing? A good CRM in marketing lets businesses manage and analyze client interactions all through the business lifecycle to augment relationships, nurture sales, convert leads, and support customer retention.

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Businesses interact with customers on a daily basis, with employees interacting leads either physically at the office, in the field, or virtually over the phone. Traditional, business teams would gather key business information on notebooks, in computers, or even in the form of memory in a sales rep’s heads. Let’s look at a few ways a good CRM system can help align marketing and sales for a business.

1. Avoids duplicated efforts

CRM has an intuitive automaton tool that synchronizes marketing and sales information for both teams to visualize similar details across the board. This means all sales teams are in a position to see guests, prospects, leads, or customer interactions from the onset. This makes it easier for the marketing teams to create more targeted campaign contents while also supporting sales teams to focus their products and services to specific customers who have shown interest along the journey.

2. Improves communication

Reports show that excessive emails and wasteful meetings are the main marketing distractors. Similarly, lack of communication or in some cases miscommunication is a common source of conflict among the various marketing departments.

CRM software aligns communication between marketing teams by sending relevant information to the right team at the right time. Supported by its automation features, CRM supports interdepartmental communication and ensures customer information is available for access anytime from anywhere by every authorized business team member. CRM also helps in generating targeted racking reports including what tactics are the most effective for marketing or sales.

3. Nature leads

Leads that have been acquired by marketing teams should be vetted before passing on to the sales team. CRM helps in assessing, nurturing, and segmenting leads. This is a great marketing and sales strategy that ensures staff hours are not wasted by sales teams interacting leads that have not been adequately nurtured for conversion.

4. Deeper insights

CRM gives both marketing and sales teams equal opportunities to have access to customer information. From contacts, company background, previous interactions with the business to the leads profile with a great more useful information. This level of insight marketing CRM software gives about leads and customers are way enough to support further marketing processes, leads nurturing and eventual sales.

4. Improve the quality of leads your business gets

Digital marketers need to use marketing automation tools that target leads, support progressive profiling together with lead scoring. These targeted actions improve data gathering as well as data assessment efforts and eventually the quality of leads. Without these efforts, sales teams can easily perceive some leads as of poor quality and result in some lead losses in the process.

5. Increase the sizes of your business deals

A good CRM has the capacity to support sales teams by availing more data. This extra data can be used in pitching, supporting, and evaluating sales leads. There is usually scanty information about leads the moment they just enter CRM, however, more information is added about their pain points, interests, goals, challenges, their buying power, and many more.

Over time, the CRM marketing automation makes it easier for leads to provide additional information about their interests. By increasing the volumes of data that can be collected on a particular lead, marketing and sales teams are able to make superior decisions.

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By Sidharth

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