Most companies understand, or somehow understand, that customer relationship management (CRM) is a way of archiving and organizing customer data to make it accessible and thereby increase customer satisfaction. . Most marketers understand that marketing automation is a way to make marketing tasks easier and more effective, or as defined by HubSpot:
“Marketing automation refers to the software that exists with the goal of automating marketing actions. Many marketing departments have to automate repetitive tasks such as emails, social media, and other website actions. Marketing automation technology makes it easy these Homeworks”.
CRM Plus Marketing Automation – A Powerful Combination
What many companies, and the marketing officers who represent them, don’t understand are the benefits of integrating CRM with automation. Those benefits can be a game changer for small, medium and large businesses. Consider, for example, these Salesforce metrics:
• More than 77% of marketers say they have integrated marketing automation primarily to increase revenue.
• Companies using marketing automation for lead promotion increase qualified leads by more than 450%.
• Marketing automation increases sales productivity on average by 14.5%
• By 2020, customers will handle 85% of their business relationships without even speaking to a human being.
How can linking CRM to marketing automation help your business?
There are several reasons why 3 out of 4 companies that have combined CRM and marketing automation get a positive return on investment in 1 year. Here are 5:
1. You will improve lead nutrition– For many marketers, lead generation takes priority over lead acquisition, but you need to nurture them to effectively move them through the sales pipeline and close more sales. When you join CRM with marketing automation, you can automatically send relevant content (for example, through email marketing) in response to actions taken by your leads. This dramatically increases qualified leads, conversions, and sales.
2. You will increase business intelligence– The automation tools you use will capture key customer data, which you can then use to further personalize your messages. For example, an automated CRM program will tell you which pages customers have viewed, how long they stayed there, what content they downloaded, and what forms they filled out. You will collect similar data about the emails you send. Simply put, the more you know about your customers, the more relevant and personalized your communications with them will be.
3. You can prioritize your leads more effectivelyThe best marketing automation software can assign scores to your leads based on their online behavior and in this way tell you which leads are most likely to make purchases. That means you’ll be able to focus your sales team’s efforts on the most qualified leads and therefore close more sales.
Four. You will shorten the sales cycle– The longer it takes your business to move leads from storefront buyers to loyal customers, the less money you will make; And given the increased skepticism of today’s consumer, the average sales cycle has increased by more than 20% over the last 5 years. . When you integrate automation with your CRM, you will be able to deliver content that is more relevant and responds more effectively to customer questions and removes barriers to sales, closing sales faster and increasing your revenue.
5. You will measure results more effectively for continuous improvementCRM software alone cannot accurately measure which of your marketing actions were most effective. When you add marketing automation, you can drill down into your marketing data to find out which strategies are working, which ones need tweaking, and which ones you need to abandon. That means your marketing program will become more effective over time and you will be able to close more sales.
conclusion
As noted above, combining robust CRM software with cutting-edge marketing automation can be a game changer for your business, but it’s not the only one. To learn more about the ways our marketing, web development, and web improvement services will help you increase qualified leads, drive sales, and grow your business, contact us today.