Drive Sales and Strengthen Customer Relationships with B2B CRM Software

Category : CRM

Blog posted by : Admin / 30 Jul, 2022

 

B2B CRM Software helps boost Business-to-Business (B2B) Customer Relationship Management (CRM) by automating the company’s process workflows. As B2B sales cycles can be longer and may require ongoing support pre- and post- sales, a cloud-based automation software surely helps convert more leads and enhance client relationships. 

 

The Need for B2B Customer Relationship Management

Unlike business-to-consumer (B2C), B2B selling requires longer, more personalized selling to provide a high return on investment to the client. Automating the CRM for B2B processes facilitates:

• Lead visibility 

• Robust relationships

• Sales process efficiency

• Data-backed decisions

B2B CRM software generates reports and data insights into the business and its customers, which empowers the management to create data-backed strategies that work. 

 

Track, Manage and Enhance Customer Relationships

Customizable B2B CRM software that is accessed easily on the web or mobile phones, equips the workforce to acquire lead information from various touchpoints, analyze, provide personalized interactions, and refer back to previous interactions when needed. The software is designed to optimize every stage of the sales cycle leading to more conversions and post-sales customer satisfaction. 

 

B2B Sales Funnel vs. Sales Pipeline

Drive more Customers Down the Sales Funnel and Optimize Sales Pipeline
Sales Funnel Stages	B2B CRM Software Pipeline
Awareness The prospect needs information to determine whether solutions provided to them can help solve their problems or not.	Lead generation
Interest Once the lead trusts the solutions provided, they would require more detailed and specific information.	Lead qualification  First communication
Engagement The buyer may interact with other teams of the solution provider to schedule various meetings.	Product demonstration Sales pitch  Meetings
Evaluation  The buyer may request for modifications in the products and services.	Negotiation Proposal  Contracts  Agreements
Purchase The buyer becomes a customer and with good post-purchase support, provides referral opportunities.	Closing  Purchase order Post-sales  Retention

 

 

B2B CRM Software People Management Tasks 

• It empowers sales teams with the insights to conduct more business more efficiently. B2B CRM provides high visibility into customer interaction and analytics to adjust your business in accordance with customer needs.

• Lead segregation helps prioritize leads that have a higher potential to convert. Sales reps can channel their efforts in the right direction and avoid dedicating time and resources to low-prospect leads.

• Integrate the B2B sales CRM Software with an organization’s sales cycle to get the best results. It allows the software to function in a manner similar to the organization’s process flows, thus bringing familiarity and easy adoption for the workforce. 

• To be cognizant of customers’ needs is a continuous effort that is essential to taking any business forward. B2B CRM analytics can provide information on behavior, trends and demands.

• Seamless customer experience becomes possible because all data is stored on a centralized platform. All team members access the same data, which prevents data duplication and confusion, as everyone is on the same page. 

• Track prospect’s journey across the pipeline. Nurture leads at every stage of the sales cycle and nudge them easily to the next stage.

• Helps build better relationships with prospective and existing customers. Targeted campaigning offers more ROI for organizations. 

• Post-sales service builds customer loyalty and increases the chances of receiving referrals and customers returning for more purchases, resulting in recurring revenue. Customers can raise service tickets on the ERP system, where they can be tracked and updated easily.

• Begin every sales conversation with high chances of closure by eliminating guesswork and relying on factual customer data analytics. 

• Response times are quicker as enquiries and messages can directly appear on the B2B CRM software from various sources. The ERP user can check data about previous interactions before responding in a manner, which resonates with the prospect or customer.

• Communication is clearer and quicker with vendors and stakeholders. Whether it is contract comparisons or sending documents, it can be done on the ERP system.

 

B2B Sales CRM Automation Processes 

• AI can help analyze conversations to detect patterns and equip a team member with the information for effective communication. Personalize content delivery to the lead or customer.

• Monitor campaign performance. Identification of unprofitable processes and diversion of resources to more profitable processes. The faster processing of data and quick insights plays an important role in meeting sales targets. 

• Prevents opportunity loss with better nurturing activities. Targeted and relevant communication at the right time reduces the chances of any drop-outs from the pipeline.

• Leverage customer insights by analyzing customer behavior and Artificial Intelligence-backed analytics of business data. 

• Maintain comprehensive customer profiles updated with the latest information irrespective of the sales representative that last spoke to the client. 

• Higher lead qualification as businesses can respond immediately to an enquiry. Information is pulled from the enquiry source and uploaded to the B2B CRM software for easy and instant accessibility. 

• All team members have high visibility into the pipeline. Track and monitor Marketing Qualified Leads (MQL) as they become Sales Qualified Leads (SQL). Different teams can check data in real-time on a centralized system. 

• Opportunity management with B2B CRM is enhanced by determining sources of high lead conversions. It also creates the perfect synchronization between sales and marketing teams to increase the chances of winning leads. 

• Know what to cross-sell and up-sell based on data captured about customer patterns and interactions. The most cost-effective channel can also be segregated by customer segment and activity.

• Process automation increases speed and reduces errors. No time is wasted on gathering, compiling and organizing data as it is completely automated. Call more leads with auto-dialers, generate purchase orders and agreements instantly to send them over to clients, schedule meetings and set follow-up reminders. 

• B2B CRM analytics and forecasting powered by Artificial Intelligence and Machine Learning, generates valuable predictions for visits, bookings, collections and more. 

• Small businesses benefit with SaaS CRM, a service offered as a subscription at an affordable price range for limited features as required by the SME.

• High performance Mobile CRM applications add functionality and flexibility to the overall management of customer relationships. GPS tracking apps help monitor and manage field agents and company vehicles. 

 

B2B CRM software provides a 360-degree view of your business to bring your workforce and other stakeholders together for enriching the experience of your customers, leading to more revenue generation.

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