CRM (Customer Relationship Management) is a customer relationship management software that helps boost your sales, centralize your data, automate your marketing campaigns, prioritize your tasks and improve your customer service. By gathering your data together and interacting with it in a centralized system, your team benefits from an excellent overview of the situation.
No matter the type of business within which you’re growing, there’s a CRM to fit your needs.
There’s even B2B (or BtoB) CRM software to help business-to-business companies fulfill their sales and conversion objectives.
Of course, this type of CRM is distinct from B2C (business to customer) management software because B2B and B2C companies experience different realities. As such, B2B CRM is designed to operate in an environment where there are more players involved in decision-making processes, buying cycles are longer, there’s a smaller volume of clients, but where purchase value is higher.
Ideal for improving efficiency and optimizing the work of your sales teams, B2B CRM is designed to fulfill many business objectives. Let’s discover 7 of these !
1. Boost your business by aligning your sales and marketing more efficiently
How can the members of your marketing team know if their efforts have paid off if they don’t have access to the data from your sales team? B2B CRM precisely fills this gap, creating a perfect synergy between your sales and marketing teams. Indeed, these two departments need to share information to work together more efficiently so you can improve your business strategy. It’s especially important in B2B, since professional clients reflect more deeply before making a purchase. Therefore, there’s no room for impulsiveness!
As such, by aligning your sales and marketing, B2B CRM lets you:
- Obtain a better return on investment (ROI) on your sales and marketing
- Track the progress of every client or prospect along the shopping journey in real time
- Adapt your marketing content based on what generates the most sales
- Establish shared objectives for inbound marketing
Therefore, by improving your sales and marketing, you’ll have a decidedly easier time of acquiring clients.
2. Make your client acquisition processes easier and more customizable
In B2B, the client acquisition and retention process is particularly tedious. Professional clients are demanding and know exactly what they want. Furthermore, they’re highly sought after every day by potential service providers.
To address the reality of these needs, it’s crucial that you count on a B2B CRM to personalize your communications and your marketing strategy with regards to your clients and prospects. Basically, your B2B clients need to feel like you understand their reality and that you’re able to provide them with customized service. This is essential for distinguishing yourself from the competition and for providing the best possible customer experience (CX).
To conclude, the more data on each of your clients that’s available in your CRM, the easier it will be for you to acquire clients.
3. Place your client at the very heart of the sales process
Business-to-business clients like to rely on tools that grant them independence and that simplify the decision-making process. This is where your B2B CRM can help them out.
Never forget that in B2B, your client is a business that consists of multiple decision makers, all of whom must be on the same wavelength. Imagine the chaos that would ensue if these decision makers didn’t have any centralized information to help them measure the achievement of their objectives! Therefore, it’s important to place each of your clients at the heart of the sales process by giving them access to data centralization and visualization tools.
Once again, this improves the customer experience, since your customers can personalize their information to reflect their reality. At the same time, this helps increase their confidence in your services—another sizable benefit of B2B CRM.
4. Become an invaluable reference for your clients
We mentioned this a bit earlier: it’s not always easy to earn the confidence of a B2B client. However, once you’ve achieved this, you’ll become a reference for them, thereby maximizing your chances of establishing a long-term business relationship with them.
Thanks to solid sales cycle visualization and reminder tools, B2B CRM guarantees reliable management of this relationship throughout the entire sales process. Not only does this allow you to gain clients, but it also helps you win their loyalty by becoming an invaluable reference for them. In B2B, this represents a significant advantage!
5. Keep in contact with your prospects and clients
B2B CRM requires a reliable database for each of your prospects and clients. By storing each of their histories, it’s easier for you to contact them after a project to upsell and maintain your business relationship with them.
As such, even if a client that you were pursuing didn’t make it all the way through your sales funnel, you can still get in touch with them at the ideal moment to follow up and convince them to choose your products or services.
Basically, for remarketing and retargeting, nothing beats the features offered by a B2B CRM!
6. Invest your time in value added tasks
There are only 24 hours in a day, though we sometimes wish there were more! Your sales teams often lack time to maintain your business relationships. Luckily, with a B2B CRM implementation, your sales staff will save time and be able to focus solely on the tasks that directly impact your clients.
In the meantime, your B2B CRM takes care of the rest by automating internal tasks such as:
- Entering data
- Researching information
- Managing your sales cycle
- Generating business reports
Your sales teams can then focus on interacting with your prospects and clients. This is a great way to improve your productivity.
7. Improve your productivity thanks to AI and BI
In addition to these automation, centralization and customization tools, a number of B2B CRMs rely on artificial intelligence (AI) (French-only link) and business intelligence (BI) solutions which allow them to operate more proactively and intuitively.
Thanks to AI and BI, you can track performance more quickly, without even having to think about it. The same goes for performance reports, which are automatically generated to help you make decisions more quickly.
Microsoft Dynamics CRM, the perfect B2B CRM for your future
Among all the B2B CRM solutions available, Microsoft Dynamics CRM offers a selection of features that is, undoubtedly, one of the most comprehensive on the market.
Scalable, secure and user-friendly, this CRM software is a highly extensible option that can easily be connected to other platforms or Microsoft tools. This intelligent cloud-based platform is also customizable to fit all your needs, as well as those of your clients. There’s no better tool for guaranteeing your business’ continuity.
Count on our CRM experts to achieve your B2B objectives
No matter your business objectives, there’s a B2B CRM than can help you achieve them. Get in touch with experts for help with making the right choice so you can count on fully customized CRM software. At Gestisoft, we have over 20 years of experience in mastering CRM and ERP implementations.
Our consultants will help you achieve your B2B objectives. Contact our team to learn about our solutions.