CRM software is now the largest software product in the world, with revenue expected to reach more than $80 billion by 2025. More than 46% of sales teams report using CRM software on a widespread basis to fuel sales and marketing activities. And of those that use CRM consistently, their average return on investment is $8.71 for every $1 spent.  

marketing crm

But let’s back up for a minute: results are only achievable when you have the right CRM in place AND your sales and marketing teams have chosen to adopt it. Your team needs to know how to use CRM effectively and make it a daily priority.

As a result, only the best marketing CRM will allow you to experience the sales and growth you expect. And while each company may have its own definition of what makes the best marketing CRM, this guide can provide you with inspiration to fuel your decision-making and priorities:

Understand the Role of Marketing CRM Software

Before you dive into specific solutions, it’s important to set the right expectations for a marketing CRM. Simply put, marketing CRM software is used primarily to run campaigns and generate leads. Nearly three-quarters of CRM users say that CRM gives them better access to customer data, and can shorten the sales cycle by up to 14%. Ideally, your CRM will work in tandem with a sales CRM that will push leads to the next stages in your funnel.

The majority of businesses use CRM to fuel sales and marketing activities. On the marketing side,  CRM can automate email campaigns, analyze email and landing page performance, track lead sources to see where your best leads are coming from and engage with prospects that are not ready to speak with a sales rep.

Recognize Your Requirements of a CRM

Every business will have unique requirements from a CRM, so it’s important to think about your own needs as you explore solutions.

marketing crm

First and foremost, you should decide whether or not you really need a CRM. A CRM can provide a number of benefits to sales and marketing teams, the last thing you want to do is choose a CRM simply because other businesses use them. The best way to decide if you really need one is to try one for yourself to see how it improves or disrupts your sales process. The best marketing CRM will be one that simplifies the way you do things, rather than adding tasks and complexities.

Here are some priorities that can help you figure out your needs:

  • Difficulty in accessing customer data
  • Client communication falling through the cracks
  • Difficulty retaining customers
  • Making the same mistakes
  • Long sales cycles
  • Lack of visibility into sales and marketing performance

If you experience any of the above, a CRM might provide an optimal solution.

Review the Software Features

Once you decide you need a CRM and get specific on your business needs, you can start to shortlist the features that will help you achieve your greater objectives. There’s no such thing as a one-size-fits-all CRM, which is why it helps to get specific on your needs before you start exploring solutions.

We covered CRM features in a previous post, but some of the ones you want to research include:

  • Mobile access
  • Third-party integrations
  • Lead management
  • Marketing automation
  • Sales tracking
  • Reporting and Analytics
  • Contact management

In addition, you’ll also want to consider things like security, ease of use, and the ability to upgrade as your business needs change.

marketing crm

Consider Support

Implementing any type of new software comes with inherent challenges. It’s new territory for your company and the sales and marketing reps who will be using it. Ideally, you will partner with a CRM provider that can provide ongoing support throughout implementation and lunch, along with support as your business grows.

Because most CRM software is in the cloud, this allows CRM providers to tweak and refine their software without you having to invest in any major upgrades. Your CRM will likely undergo several changes as companies make these upgrades, as new features become available, you’ll be glad to know you have a CRM support team that can help guide you through these changes.

Compare Cost to Value

Many companies make the mistake of looking at bottom-line cost when choosing the best marketing CRM, but there’s a major difference between cost and value. In many cases, it makes sense for companies to pay more for a CRM solution if it means gaining more value from it.

 Again, this comes down to truly understanding your unique business requirements for a CRM and the return on investment you expect from it. Too often, businesses adopt CRM systems that don’t completely meet their needs, and they’re often dissatisfied with the results. A CRM can only be worth the price you pay if it can deliver on your objectives and add real value to your bottom line.

Try the Best Marketing CRM For Yourself!

The best way to figure out if a CRM will meet your needs simply to try it for yourself.  At LeadSquared, we offer a free 15-day trial of all of our features so you can see how they work and make an informed decision for your business.

 Start your free trial today and experience the best marketing CRM software in the industry!  

There’s a lot more to growing your business than making sales. While you might see that money is coming in, the only way to know if you are making enough money and hitting your sales quotas is to track your sales each month. For this, you need to have a monthly sales report in place.

monthly sales report

At least half of all sales teams believe that data is critical to making accurate forecasts and staying on target.

Breaking down your sales by specific periods will not only help you understand the deals you close but can also help you better plan for the future. Here’s what you need to know about creating a monthly sales report that can give you data-driven insights into your business.

What is the Purpose of a Monthly Sales Report?

Your monthly sales report should give you a breakdown of sales activity over a period of time. Details might include the stats and performance of individual sales reps and the sales organization as a whole, the number of new deals closed, the value of those deals, and the individual reps who hit or missed their sales quotas.

Additionally, your monthly sales report can give you deeper level insight, such as the cost of acquisition per customer, referral and lead sources, and customer value, among others.

The goal is to get a better understanding of sales organization activity by the month to see where you’re hitting targets and where you might be missing the mark. Using this data, you can discover gaps in performance and decide how to fill them.

monthly sales report

Regardless of the size of your business or sales team, monthly sales reports can be a valuable component. The insights you receive can help you to optimize your sales process and fuel your growth strategy. Studies show that the most forward-thinking companies are using data, with the most high-performing sales teams using data to accurately forecast their sales cycles.

Some questions you need to ask yourself

When done correctly, a monthly sales report can help company leaders and managers answer some of their most pressing questions, including:

  • Who are our best customers?
  • Where do our most profitable leads come from?
  • What encourages new customers to purchase?
  • Are there obstacles that prevent customers from purchasing?
  • How do this month’s sales compare to sales in previous months?
  • Is our sales team on track to meet goals?
  • Who are our top-performing sales reps and what are they doing differently than the others?
  • Are there any clogs in the sales pipeline?
  • What is our forecast for the upcoming sales period?

To answer these questions, sales organizations need an easy way to document every sale, every interaction, and every lead they receive and be able to turn that data into usable insights.

What’s Included in a Monthly Sales Report?

There are a lot of details that you could include in a monthly sales report, but following the less-is-more mentality may help you to get more out of it. This way, important data isn’t obscured by useless figures that mean very little to you and your sales organization.

Also, think about the specific metrics that play the most important roles in determining sales success. Once you understand what you hope to get from a monthly sales report, you can include these metrics and develop a plan on how to use them.

monthly sales report

Here are some ideas to get you started:

Sales Rep Performance

  • Target vs achieved
  • Number of deals
  • Average deal size
  • Close rate
  • Sales length cycle
  • Revenue generated
  • Sales activity, such as the number of phone calls made or emails sent

Sales Organization Performance

  • Target vs achieved
  • Number of deals
  • Average deal size
  • Close rate
  • Sales length cycle
  • Revenue generated
  • Sales activity, such as the number of phone calls made or emails sent

Customer Data

  • Number of new customers acquired
  • Average customer value
  • Lead or referral source
  • Shared characteristics, such as industry

But, you don’t have to include all of the above in your monthly sales report, and you may find additional information to include. The most important thing to consider is how your monthly sales report data relates to your goals and can help you achieve greater company objectives.

How to Streamline Your Report Generation

Regardless of what you plan to include in a monthly sales report, it’s clear that tracking, collecting, and compiling so many individual pieces of data is nothing short of time-consuming. This is one reason why many sales organizations have adopted CRM software that can keep track of sales activity and compile data into a useful format at scale.

With a few clicks, you can create custom sales reports that reflect the data you’re most interested in seeing. Each report is taken from the data you collect in a given sales period,  giving you accurate, up-to-date and sites that you can trust to use in your decision-making process.

LeadSquared is designed for sales teams to make the most of their data — see it in action by watching a free demo!
 

Customer Relationship Management (CRM) plays a crucial role in defining your company’s growth and enhancing customer relationships. Different CRM Modules constitute this capability.

These modules work together to ensure seamless sales and marketing operations. Along with this, it produces a workflow that is applauded by both customers as well as critics.

So let us understand CRM software and its modules in detail.

What is CRM Software?

Customer Relationship Management Software encompasses different modules that help in streamlining the sales process in an organization. With different nurturing and engaging inputs, CRM software draws in the attention of your prospects and enables you to cultivate long-lasting customer relationships.

For salespeople, the software serves as an asset by transforming your sales cycle into a smooth and conversion-centric approach. On top of it, not only it bridges the gap between your sales and marketing teams, but it also ensures that all teams focus on a unifying goal.

Let’s find out what modules should a sound CRM system include to lead a company to success.

CRM Module 1: Leads

CRM Modules manage leads efficiently

Customers are the most valuable assets for your business. Here, the lead module keeps data of all the customers organized. Whenever you capture a lead from your marketing channels, the software stores all their data in one place. 

Furthermore, this CRM module offers smart views to evaluate the present status of the leads. When all of this data is accumulated in one place, any sales manager can quickly analyze sales operations currently going on and how it can be modified further. 

Additionally, there are different options to manage leads, activities, task, and lists, that empowers every salesperson to make the most out of their efforts.

CRM Module 2: Marketing

CRM Modules incorporate Marketing

Marketing module stages conclusive details of all your email marketing campaigns and more. It displays the names of the marketing campaigns with the present status. 

In addition to that, the marketing module also displays the results of your email marketing campaigns with respective click-through rates and more.  This helps you to get a gist of how fruitful your email marketing campaigns have been. And how you can improve it further.

Also, the marketing module allows you to create new email campaigns after analyzing the response of the previous. Additionally, this CRM module showcases the details of landing pages that you have created. It puts together all data regarding views, conversion rate, present status, and more. 

Last but not least, the Marketing Module of CRM creates and furnishes the details of all website widgets, their types, and their status. Additionally, it also provides you a way to check the conversion rate of these widgets by generating individual reports for every one of them.

CRM Module 3: Workflows

CRM Modules facilitate creation of Workflows

The workflow module helps you to automate your sales process. For example, when a new lead flows into the system. You can set-up automation to assign it to a salesperson that can cater to your lead’s interest.

Following that, you can create an if/else condition. Suppose, if the lead does not pick up your follow up call, you can set a task to call after three days. Conversely, if they pick up and show interest in your product, you can engage them with email, highlighting the details of the product. 

Here is a complete guide to workflow automation

The workflow module of CRM helps you to gather all the workflows in one place and analyze the number of triggers, etc. 

Moving on, the CRM module also delivers a process designer. It allows you to create process after identifying relevant triggers. For example, if a prospect is inclined to make a purchase, the process designer will convert their lead stage into opportunity. 

CRM Module 4: Apps Marketplace

Apps Marketplace module of CRM

The Apps Marketplace module of CRM provides options of different apps with which the CRM software can integrate through connectors. For example, Facebook Lead Ads connector, marketplace (Justdial, Sulekha, etc.) connector and more. 

This Module of CRM enables you to transfer data (leads from different applications) to CRM, allowing you to collect all leads in one platform. It enables you to nurture and engage them efficiently, based on the channel from where they came in. 

CRM Module 5: Reports

CRM Modules showcase reports.

Reports module of the CRM software gathers reports of different categories and presents them in one place. These reports include administrative reports, field sales reports, customer analytics, and many more. 

Based on your usage pattern, this CRM module collects frequently used reports in one section. It enables you to access them effortlessly. Also, the module allows users to create customized reports in no time.

Reports Module of CRM provides the ease of analyzing all data related to sales and marketing. With this, it helps you to optimize your process to grow in your industry.

CRM Module 6: Content Repository

Content Repository Module of CRM collects and stores all images and documents.

The content repository module of the CRM software gathers all images and documents. It makes them easily accessible whenever you need them.

Through content repository, all your creatives and images can be accessed by your team members. When in need, it saves time by eliminating the confusion of searching for data stored in different silos. 

Adopt a CRM and Increase Productivity

So, after reading about CRM modules, if you feel that you can benefit your sales and marketing teams with it, then it’s time to act.

Introducing – LeadSquared

LeadSquared CRM tool allows you to establish a sales process that efficiently increases your sales conversion rate and develops long-lasting customer relationships.

Make your every sales effort count with LeadSquared CRM.

B2B Sales Strategy

It is important to change and improve your B2B Sales Strategy periodically, which is particularly relevant after the recent shift to a customer-centric sales approach.

Now, it is essential for B2B sales reps to establish customer trust and nurture the relationship than just closing a deal with them.

B2B sales are easier said than done. Although, being the talk of the town nowadays, streamlining the sales process with proper nurturing still proves a challenge for most businesses.

Effective B2B Selling strategy often requires in-depth research and planning than traditional B2B selling. The sales cycle is longer and you often interact with multiple stakeholders.

Your actual customers are individuals who make decisions for another organization. So how would you attract their interest? To understand that let’s look at B2B sales in detail.

What is B2B Sales Strategy?

First, focusing on B2B sales.

B2B sales, also known as a business to business sales, refers to companies who sell products and services to businesses, rather than direct to consumers (B2C).

Now,

B2B Sales Strategy establishes a plan on how to present your products in front of decision-makers and influencers in an organization.

This sales strategy is used for a more comprehensive and systematic approach to ensure that necessary resources are available to close the deal.

 So, here are 5 tips to create your own B2B Sales Strategy.

5 Tips to Create B2B Sales Strategy

The most effective way is to take a measured approach with a lot of research and prep around. Changing strategies every other time will not get you there.

You have to educate leads before gathering trust while selling to businesses these days. Use these tips to get from finding your lead to closing the sale to higher success rates and more customer loyalty.

Research Your Target Customers And Prospects

First B2B Sales Strategy is to research your target customers.

Before your sales reps make any contact, they need to do thorough research.

Don’t call all of your qualified leads. Check out their websites and follow them on social media to see which leads are most qualified to target for your sales.

It merely means that you must focus more on a specific customer to make it a successful deal.

Also, your refined list of qualified leads includes current customers. So, while making B2B sales strategies, don’t forget to plan on developing existing customer relationships and how to build some new.

Analyze Your Target Market

B2B Sales Strategy is created by Analyzing Target Market

Now that you know who you should target. You need to analyze the market itself.

Thorough knowledge about your company’s product and your industry as a whole is very important. Your sales reps should be well informed about the features and functions of the product offered and how it will benefit companies in the relevant industry.

Market research, combined with research about prospective customers, helps the reps to tailor and construct their sales pitch to fit their customers’ unique needs.

Analyze and create a suggestion according to the target market, which will come in handy to your sales reps on the field.

Focus On Building Customer Relationships

B2B sales strategy includes focusing on customer relationships.

Building a relationship is more important than closing a sale. Don’t be pushy if your product can’t help with the customer’s need.

Create a strategy on how to create and maintain customer relationships.

As an example, a strategy to create a very personal relationship like calling the customer every quarter to check in and make sure they are alright. Offering a free demo may help them decide.

Pressurizing them will create a bad image, and the customer will think of you as insensitive towards their interests.

Remember that while maximizing your number of customers is great. Pushing customers to buy knowing that it isn’t the right fit will haunt you later with bad reviews and can tarnish the company’s reputation.

Create an Action Plan

B2B Sales Strategy must include an action plan.

Once, your focus and your message is established, you will need an action plan.

Make a list of what your key activities will be according to the strategy.

It will include:

  • Key activities that will add value propositions of the product.
  • Activities focusing on Customer Relationships 
  • Action plan directed towards marketing, product development, and service department for successful deals
  • Customer-centric plans to reach the maximum leads and make them interested in your product.

Establish Your Sales Target

B2B Sales Strategy must establish sales targets

Build your sales target both for potential prospects and for current customers.

Think about the typical problems arising due to misalignment of activities:

  • Lack of common definition of a qualified lead will result in marketing delivering contacts, salespeople simply can’t close.
  • No unified content library, meaning that sales teams can’t find assets to forward to prospects.

Make sure to add details on how many accounts you are planning to close and develop in each region. Along with this, add a timeline stating how many prospects you need to contact each month and other strategies directed towards closing more customers.

Bottom Line

B2B Sales is no longer as simple as waiting for prospects to come to you.

Instead, you need to be proactive and find the channels where potential customers are and share relevant content with them that addresses their needs.

Also, you need to work closely with your marketing team and use the content they have created as a sales tool to move prospects further down the sales funnel.

By doing this, you will start building relationships with your buyers and, more importantly, you will gain their trust – and that’s the key to succeeding in modern B2B sales.

LeadSquared CRM software helps you to establish a robust relationship with customers and enables you to gain their trust. Book a free demo and see how LeadSquared can help you in your B2B sales.

CRM Database

In this competitive world, it is essential to communicate with the right information at the right time. To that effect, the CRM database helps you organizing customer’s data in one place, which was earlier clustered around different silos. With complete access to customer’s information, it is easier for your team to pitch your product effectively.

Not only that, when all your customer insights are available at your fingertip, you can nurture them with engaging and more relevant inputs.

First, let us understand what is CRM?

Customer Relationship Management is a system that helps you to store all data related to your customers, in one place. The software prevents lead leakages and tracks customers’ journeys, interactions, and more to help you maintain long-term customer relationships.

CRM doesn’t stop with that. It provides a wide variety of other usages such as grouping contacts, generating reports, sending sequenced emails, sales process automation, and the list goes on. You can improve and prioritize your daily work based on the analytics provided by CRM. A CRM system can do drip marketing for you making your life a lot easier.

Advantages of CRM Database in your Business

Are you wondering if a CRM database is worth the splurge? Look out for some of the benefits and advantages that might change your perception.

Increases Revenue

CRM Database helps you Increase revenue

More successful marketing campaigns and sales mean increased revenue for your company. CRM database helps you to achieve that by providing greater accessibility to your customer’s information.

It enables you to publicize the relevant content, based on potential customer’s interests. When you nurture your customers according to their preferences, it results in inclining their interest towards your company and hence increases revenue upon successful sale.

Better and Improved Customer Relationships

CRM Database helps you Improve Customer Relationships

Every customer wishes to be treated like an individual rather than one among many. The CRM database tracks the information of customers (their shopping behavior, interests and purchase history) which thereby shows that you have an interest in each of your customers. This boosts customer satisfaction and loyalty along with improving the relationship you have with your customers.

Here is a complete guide on how to improve customer relationships.

Better Efficiency and Productivity

CRM Database helps you ensure better productivity

The CRM database helps you to bridge the gap between your sales and marketing teams. For example, through CRM, your marketing team can identify the lead source. Following that, when the sales team calls your prospect, based on the conversation they add their notes in CRM.

These notes furnish details about the actual requirements of your clients. Your marketing team can access these notes to optimize the content on different marketing channels.

It ensures that both your sales and marketing teams work together in complete harmony, benefiting your business.

Close More Deals

CRM Database helps you optimize sales process and close more deals

The CRM database contains all the conversations of the sales team with the customers. During the reviews, the team members can go through each conversation and change any certain approaches or tactics used so that the salesperson can be trained well to make a better deal and more sales.

How to Choose a CRM Database?

You must choose the best database for your company. There are several options in the market. But which one is the best?

There are a few factors that you need to consider before purchasing an apt CRM database.

Pricing

CRM systems may charge annually or monthly, depending upon the services they offer. Conclusively, it entirely depends on the requirements of your company. For example, If you are a small or mid-size enterprise your requirements will vary from the corporates, and similarly, pricing will be different.

Features

You must prioritize features. Consider what suits your company the most. Do not go for a database that doesn’t offer analytics and an advanced management list if that is what your company requires the most. Make sure to make a list of features that your company needs for its betterment before you decide on a CRM database program.

Learning Curve

It might take a while before you completely understand the working of the CRM database. The smaller the learning curve, the better it would be for you, especially if you are beginning.

Integrations

You should be careful to choose a CRM database that integrates well with other products and tools that you currently rely on for better user experience.

Scalability

In a growing market, your company might have more contacts and team members in the coming future. This means that your CRM database should be flexible enough to accommodate the changes in the company. If your CRM database cannot grow and provide changes according to your company growth, you might have to buy a new program every time your company expands.

But, if we look at CRM, it is all about business. A CRM system processes the data for you to identify what will work out and what might happen in the future if you follow certain tactics. This system does all the analytical and predictive work, and you don’t have to rack your brains with it.

Identify More Selling Opportunities with CRM Database

Consider the e-commerce websites, for example. You might have noticed that you receive an email from the e-commerce company suggesting to buy a particular product based on your previous purchases and search history. Who do you think that mail was from? 

It is their CRM system that helps them get more customers and reach out to the vast audience. The CRM system interprets what you have purchased and predicts what your customers might want to buy next from their search and purchase history.

If you have a qualified customer whom you wish to add to the newsletter list or want to send emails encouraging them or to appreciate them, it is going to be difficult if you have to do it manually. 

A normal database will have the details of the customers. But it will get challenging for you to drill down and search for a particular contact who has done the most shopping throughout the year. 

But, with a CRM database, it gets effortless as details of every customer gets added automatically and is easier for you to get in contact with them. 

The best CRM systems also provide different ways of reaching out to your qualified customers through email marketing, etc. Also, it enables your sales and marketing team to work together and construct long term customer relations.

Make the ideal decision now and scale your business to newer heights with LeadSquared CRM Software.