Salesforce: Generating Sales with CRM
What are the benefits of Sales Cloud?
But first: what is a CRM system?
Essentially, a Customer Relationship Management (CRM) system is a central space where businesses can store and manage data to support sales and generate new leads.
CRM systems can:
- Support sales management
- Help guide strategy with trends and forecasting
- Store and manage customer and prospect data
- Optimise marketing with social media and campaigns integration
- Facilitate efficient team communication
- Provide actionable insights and analytics
With cloud-based CRM systems such as Salesforce there is the added benefit of being fully customisable, with efficient collaboration opportunities, real-time updates, scalability, and flexibility of work practices.
A CRM is vital for any business, freelancers and small businesses included; if you’re in need of a smaller platform then Salesforce Essentials may be a first step as it scales up as your business grows.
91% of businesses with 11+ employees use a CRM to track and grow their business.
CRM ROI is a no brainer
A successfully integrated CRM will grow revenue, with Salesforce customers seeing, on average, a 25% increase in revenue – giving some pretty amazing ROIs for small and large business alike.
Think about it: if your business is currently closing £50k worth of business a month, a successfully integrated CRM you should be generating an extra £150k a year.
Alongside licensing, this setup, training and initial customisation will pay for itself and more; studies shows that, with a properly integrated system, ROI can exceed a huge 245%.
Packages like the Art of Cloud Super Start, which gets you set up with Salesforce, start at as little as £5625.
Generating Sales with CRM Customer Insight and Lead Tracking
CRM tools such as the Salesforce Sales Cloud includes data storage, management, and tracking of:
- Price books
Data is instantly available
For every customer or prospect, every interaction and piece of information, from service request to preference, is stored, ready to be accessed and analysed. Sales team members can find out up-to-date information so each new interaction has that personal touch and is relevant to recent changes.
50% of teams improved productivity when given access to a properly integrated CRM. (Forrester)
No opportunity is missed
Without a CRM, it can be hard to know where a lead is in the sales process, which can create confusion and missed opportunities through neglect or inconsistency.
Sales Cloud tracks every call, email, meeting with a place for notes and an easy follow-up process to continue your lead along their sales journey.
Without CRM, 79% of leads fail to convert (Pardot)
Conversion rates can improve by 300% with CRM in place (Cloudswave)
Getting to know your customers: up-sell and cross-sell
Your customers and prospects become more than leads and revenue; as your relationship your customer grows, your sales team learns more about them to better understand their needs. This gives your sales team a clearer indication of cross-selling and up-selling opportunities.
Leads that are nurtured in the CRM system convert 47% of the time (Annuitas Group)