How to Take Advantage of CRM Marketing Strategies

How to Take Advantage of CRM Marketing Strategies

In a world that revolves around software technology, marketing has quickly evolved in just a matter of a few years. Thanks to the internet, marketing has never been more accessible and more affordable than it is right now. It allows marketers to target a specific market with a specific marketing campaign far more frequently and with a much broader reach.

However, ironically, the digital age flexibility has actually made some marketers more ineffective because potential customers become irritated by messages that are not relevant or that arrive too often, customers become confused with messages that conflict, and a failure to connect to an audience that has had too much exposure.

CRM has added a new strength to the online marketing world because marketers have those challenges addressed. CRM is far more than just software that manages your customers contact information and call notes. Previous versions of CRM software were able to help sales people and marketers focus marketing activities because it allowed for data mining. Today’s CRM software is proactive. Rather than trying to understand the data that’s been entered, today’s CRM is able to create, correlate, and display information visually to help you identify sales opportunities and patterns.

CRM can help you identify your target audience and the product, create your target list, decide what your message will be and then distribute it, via the medium you decide to use. You could opt for delivery via website, mail out, email, phone, etc. You can automate the scheduling. Then you can capture inquiries and replies from your marketing campaign, route them to the correct department or sales staff and track the sales progress in the pipeline. The sale is then recorded and the ROI on the campaign can be determined. You determine your budget and make an ROI forecast for your campaign.

CRM can even help you to determine when the best time is to contact your customer, what kinds of messages get the best response, what new products/services your R&D should be focusing on and even whether your customer is serious about buying or just shopping and comparing.

CRM can do all of this because it can easily be integrated with external mail services, etc. that allow you to create lists that target a specific audience and then import it into your software or in many cases the CRM has these features built in so you can create campaigns and they emails have code embedded into them that ensures the interaction that occurs between you and the person receiving the message to be captured in your CRM database. There’s no longer a need to cut and paste.

Today’s CRM is not a passive tool. It can give you a full 360-degree look at your customer. These systems can be strategic and tactical with powerful support to make decisions. Capitalize what your CRM software has to offer.

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Incorporate Current Marketing Channels With CRM

Incorporate Current Marketing Channels With CRM

CRM software plays an important role in many companies, but a major advantage in your marketing awaits you, when you use a completely integrated approach with your CRM that includes making use of the various technology components to track, improve your customer data and your customer service.

Social media platforms should play a key role in your CRM marketing strategies as they offer a completely new source for customer data, and marketers should be adding them to their CRM databases.

Not only has social media given companies access to a multitude of levels of information about potential customers, it also offers a new way to reach your customers that is acceptable and encouraged by social media users. What many companies don’t realize is that it will also have a significant impact on the way that B2B companies reach the market.

Having the ability to track behavior, such as what users click on, the websites they visit, what they like, etc., allows marketers to create a ‘digital’ profile and adding social media to your database will give you insight that you have never had in the past. You will quickly learn what the consumer likes, what they trust, and what they focus on.

As a marketer, it is imperative that you focus on incorporating those results into your database so that you can form a ‘big picture’ of the consumer and your customers that will allow you to easily target the perspective customers.

Most companies are already using social media themselves. Depending on the size of the account will depend on how many social networks they participate in, but it’s common for a large company to manage more than 100 different social media accounts.

B2B companies struggle more with social media. They must merge social interaction with their fundamental practices, which can be challenging. They must also measure social media to learn the channel value. There are customers who might complain on social networking platforms, yet never lodge an actual customer service ticket. This technology allows you to grab that customers name and actually deal with the complaint that otherwise you would not have known about. It builds good customer service and good branding.

All of the information gathered in social networks helps to build a better picture of your buyer. This information is helpful throughout the selling cycle where marketing is targeting potential buyers of your product. There is great potential here when used properly.

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Know the Benefits of Using CRM for Marketing

Know the Benefits of Using CRM for Marketing

CRM can really help you with your marketing, which is pretty exciting for marketers. Let’s look at just how a CRM system can help you to be more effective with your marketing and turn up the sales.

#1 Access to Lead Information is Readily Available
When a CRM system is working right, the sales and marketing are completely integrated. This makes the lead intelligence immediately accessible to the marketers. All of the data is easily accessible and it’s all in one place. So whatever marketing software you are using, because it’s integrated, your sales team just adds the information in your CRM system, and they will have access to all of your information as well. However, marketers will have better lead information through CRM, because much of the lead intel is gathered in the CRM system not the marketing software. Information can be constantly added as sales team members learn things about the customer. This will mean anyone dealing with that customer will have the ‘whole picture’ and that makes it easier to target marketing campaigns far more effectively.

#2 It Helps With Pipeline Prioritizing
CRM gives you full visibility of the sales pipeline and it also assists you in prioritizing who you are going to email or call first. You never have to miss an opportunity. When both the sales and marketing departments have access they can identify the fields that will be important to them and use a lead scoring system or sifting system – either will work. It give both marketers and sales staff power to make the most out of the best opportunities and to search the pipeline for leads that are at a specific stage in the buying cycle.

#3 Sale and Marketing Align Better
CRM won’t solve your sales and marketing alignment problems but it does make it better. Each month both departments have numbers they need to meet and if both teams are working in the CRM system that is integrated with your marketing software, it becomes quick and easy to assess the progress of both teams as well as identify and problem areas. Reports can be generated for management in no time at all. In addition, if marketing is meeting their monthly goals, they can assess whether these leads are filling the pipeline.

That’s just 3 ways that you can benefit from using CRM software in your marketing campaigns. Creating a flow that is easy to access, follow and use is key to any successful campaign.

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Let Your Inbound Marketing Plan Define The CRM You Choose

Let Your Inbound Marketing Plan Define the CRM You Choose

CRM products aren’t new; they’ve actually been around longer than the web was used as a business tool. The first CRM software was called ACT and it dates to 1987. Fast forward to now. CRM products have many additional features have been added including a number of features borrowed from automated marketing products. Some of these technologies overlap, while others compete. Senior management is constantly bulking at the idea of having to buy both CRM software and marketing software, so rather than asking for both why not let your inbound marketing plan define what you look for in a CRM option.

Inbound marketing is all about the use of search technologies combined with content marketing to nurture the best prospects and attract them to what you have to offer. For some companies this is a complete change in their selling approach.

The time has come to reinvent your sales process. Finally, your sales process can be prospects that are broke down based on their areas of interest and other information they volunteer. As you nurture this relationship, their content path will constantly provide you with more information discretely and on a real time basis. You can now spend less time prospecting and more time closing sales.

As you rebuild the way, you take care of sales you may discover that Lead Relationship management can be much more valuable in achieving your goals than Customer Relationship management, so when you go to buy CRM software you should choose a system that emphasizes this. Because rather than focusing on tracking purchases and the communication that follows after, you want to be able to focus on their interaction on your social media sites and websites and the situational and attitudinal information that they provide in exchange for the relevant content you provide.

Once you know what direction you are headed you can find CRM software that will play nice with your marketing automation needs and the need for multiple software packages can go by the wayside. You might be surprised to learn that you will not have to spend a fortune to get marketing functionality. Of course, it will depend on exactly what you need. There are a number of providers so make sure you do your homework in-depth.

By knowing what it is you need and how you visualize it integrating with the sales database, you’ll not only choose the best CRM software, you’ll simplify the process and make access to data from leads and customers readily available.

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Social Media Changes CRM

Social Media Changes CRM
For tech watchers, this is pretty big news. CRM Software supports are quickly acquiring startups that allow businesses to comfortably manage significantly more social media platforms, as well as, a variety of platforms.

Oracle has purchased Vitrue to aid in the managing and publishing of social media campaigns. They’ve also purchased Collective Intellect to aid in the monitoring of social chatter. Salesforce.com, a strong CRM contender purchased Radian6 a sentiment tracking company. The list goes on. The question is why the big shopping spree and why should you care?

It seems industry experts believe that the next five years are going to be key for chief marketing officers, who will spend a huge amount of money on CRM systems that will integrate social media. This is great news for any business that isn’t running around with a seven-figure technology budget. Early game players referred to as Social CRM adopters are setting the stage for much smaller companies who have limited budgets to be able to adopt these new method fast and within their budget. In addition, it will be without the problems that have troubled CRM programs in the past.

Traditional CRM is integrated to make life more efficient and faster customer service within an organization and its departments. It’s designed to increase profits, improve customer service with faster resolutions and many other benefits.

However, when CRM programs are not executed properly they can actually they can actually make a company look very bad. Anyone who has received a mailout that’s supposed to look personalized but the name is spelled incorrectly or duplicates are received, knows that a company’s customer service attempts are far from personal. Another great example is the automated telephone answering system that annoys customers to no end. Yes all of these things lower your costs but at what cost to your customer service end?

Traditional CRM systems turn people into data and that’s a problem. Relationships become rules of engagement and that’s an even bigger problem. Technology can’t be empathetic, which is what’s driving CRM companies to integrate with social media.
75% of American consumers use one or more social networking sites, which provides the opportunity for 24/7 exceptional customer service, smart branding, and endless opportunities to manipulate the consumer in your favor. A company’s data power increases exponentially. It’s adding an entirely new dimension to CRM and that’s exciting.

For years, CRM has been one-sided communication and now that social media is becoming an integrated part of CRM the opportunity for two-sided communication is a reality. Its smart business and those who jump in early will really benefit.

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Take Advantage of CRM Marketing

Take Advantage of CRM Marketing
For many small businesses, it can be difficult to develop a solid marketing campaign. First, it is cost prohibitive. It is also difficult to manage. As a result, small businesses tend to ignore strong marketing, which ultimately results in a loss of profits and revenue. CRM marketing automation solutions can change that, because now you can have precision marketing and get results, on a budget that you can afford.

CRM marketing allows you to develop marketing campaigns that target a specific group based on your customer history. You can quickly and easily send out email campaigns on promotions that are time sensitive or you can send out newsletters. You can also track your marketing expenses in real time. CRM marketing lets you focus on the quality of the leads you generate so that you increase your ROI.

Using CRM marketing you can target your market activities and define what your success metrics will look like for each campaign. Marketers know how important ROI is, but without accurate data, it’s next to impossible to accurately calculate your ROI. Now you’ll know and you’ll be able to adjust accordingly.

Because of the improved email marketing, you will have the opportunity to create dynamic templates that are interesting and effective. You can easily scrub your mailing list so that it is always accurate. Setup emails that comply with the CAN-SPAM act and schedule mass email campaigns to go on a desire schedule. It’s that simple. You’ll never again struggle to reach your customers.

In addition, CRM marketing lets you track the performance of your campaign(s) so you can easily make changes. You can track on a number of parameters, which give you the flexibility to see what you need to see. You can access this information online or create reports for upper management. You can also present that information in your report in a dynamic fashion so that management can quickly grasp your successes. This makes it much easier to ask for a bigger marketing budget, when they can clearly see that the ROI is good.

CRM marketing is a powerful tool that is often overlooked or underutilized. The information that is available to you in your CRM database creates a powerful profile of who your customer is and it makes it easier to target new customers along with your existing customers. This is especially true if you take advantage of social networking and begin to incorporate that information into your CRM marketing. Don’t miss out on a powerful way to increase the effectiveness of your marketing.

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Traditional CRM Software vs. Marketing Automation Software

Traditional CRM Software vs. Marketing Automation Software

There seems to be a lot of buzz around CRM software and marketing automation. If you aren’t really sure what the difference is, or why you are being told to use your CRM software as part of your marketing strategy, you’ll want to read on.

Traditional CRM software focuses on sales, while marketing automation software focuses on marketing. Okay, you probably already figured that much out. So let’s delve in a little further. CRM traditionally tracks customer information such as name, address, email, phone number and purchases along with complaints or calls for customer service.

On the flip side, marketing automation software streamlines and automates the marketing process and then provides tools to measure the success. Marketing software stores similar information such as names, address, email, phone number, etc. Marketing software lets you follow a prospect’s activities at the top of the funnel. For example, when they opened an email, visited a website, stopped by a social media site. Marketing software also lets you schedule your marketing campaigns.

The goal of marketing automation is to foster leads and prepare them for the sales team once the lead reaches the bottom of the funnel. This is where most companies begin to track the interaction with the prospect who is now a customer, using CRM software. Now when the sales team speaks with a customer they see a full picture of whom that customer is thanks to the profile that’s been built.

CRM software can become part of your marketing strategy. Most CRM packages will integrate with marketing automation software. Of course, you will need to do your homework to find the best blend for you. Newer CRM programs are also being released with a marketing component built right into them, which is the perfect scenario.

By integrating your marketing with your CRM, it provides some powerful information. Now the sales staff knows a lot about this prospect before they ever have made their purchase, which sets them up to better do their job. In addition, integration allows the tracking of the entire time in the pipeline. Depending on the product(s) being sold this can be a slow process. Knowing all of this helps to better determine the success of a particular marketing campaign and whether changes need to be made. You can also easily determine your ROI, which is important.

In today’s hi-tech world, your CRM and marketing software should be fully integrated if you want to really have a streamlined approach to sales.

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Why Do Marketers Use CRM Systems for Their Metrics

Why Do Marketers Use CRM Systems for Their Metrics?

Recent surveys have indicated that today’s marketers are turning to CRM systems more than any of the other tools available to them to see their marketing metrics. Realistically, this is a good choice, since the CRM system when used properly can be a key player their marketing campaigns. There are three great reasons why you should be using your CRM system to measure your marketing results. Let’s have a look at them.

1. Improves Working with Sales Dept.
When marketing and sales meet to explore the impact of marketing that measures success it will directly impact your revenue. Usually the information you as a marketer need to see is much different from the information the sales department needs to see. Sales people spend most of their time in the CRM software tracking opportunities, measuring their sales and doing forecasts. Marketing results can have this same information made available to them. So rather than your marketing team trying to determine why data is mismatched, both your sales and marketing personal can focus on driving revenue more effectively.
2. Executives Can Compare Results
For the executives the CRM software make many parts of their job much easier. CRM software doesn’t just track revenue; it tracks the source of that revenue, which is broken into channels, marketing campaigns or sales. This means marketing can easily see how they compare with other company investments. It’s common for marketing campaigns to be strong at bringing in a high volume of potential customers, but often the sell through in the sales department is slower and takes time for those prospects to actually mature and make a purchase. Executives can see these numbers and they can direct according to the company’s goals.

3. Marketers Can See Sales Relation to Marketing Campaign
The CRM system stores pipeline date, which is core information. Sales staff will often create new opportunities within the CRM system that may have initially came through a marketing campaign thereby starting the beginning of the sales cycle. When the data is tied together marketing team through contact information and campaign responses then the marketing team is able to the influence of a campaign to a sales opportunity with accuracy. This is important to knowing whether a campaign is effective and providing a good ROI.

Taking full advantage of your CRM software for marketing is a great way to increase your customers, your ROI and ultimately your revenue.

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