February 25, 2021

CRM Trends for Marketing and Sales

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CRM Trends for Marketing and Sales

CRMs are a core part of your customer's lifecycle and with the current shift in markets, CRMs are more important than ever for customer engagements.

B2B businesses need to reconsider their tech stacks because the world is moving from tech-focused goals to customer-focused initiatives. We have identified the latest CRM trends for marketing and sales to help your B2B business ahead of 2021.

Here they are:

·        Align Marketing and Sales

You marketing team is responsible to grab the attention of target audiences and push leads down the funnel where your sales teams close a deal. Aligning marketing and sales teams by setting similar Key Performance Indicators (KPIs) and implementing a similar CRM system will improve your sales funnel.

Customer touch points become centralized when both marketing and sales use the same KPIs and CRM strategies.

·        Incorporate Personalization

Personalization is important in your content marketing and it should always be data-driven using CRMs. You can use gathered behavioral data from CRMs and analyze it to benefit your personalization. This data can come from:

·         Content downloads

·         Event registrations

·         Email open rates

·         Customer support tickets

·         Meetings attended

These insights will give you a better understanding of existing and potential customers, helping B2B marketers with who to target and sales to qualify leads better.

·        Utilize AI and Self Servicing Systems

While automation helps save time on tasks, Artificial Intelligence (AI) helps make it faster and smarter. Chatbots and business model predictors are just some AI systems that help deliver marketing and sales teams with leads and lead data.

Previously, your teams would have to do this manually, but AI is now helping speed up the process without compromising on accuracy. AI is useful for communications in B2B marketing processes and for building data-driven business models used in CRM systems.

Additionally, AI self-servicing systems used in CRM chatbots can provide prospects and customers with quicker responses with a better understanding of their requirements. The self-servicing systems can predict needs and requests with a CRM in place and allow you to engage better or further automated communications.

·        Mobile CRM Flexibility

With 2020 bringing in remote working and uncertain futures, it is wise to invest in mobile CRMs. Mobility in tech stacks is not new, but it is needed now more than ever. Providing B2B professionals with remote access to CRM resources will help customers engage with your brand easily.

This is because mobile CRM flexibility will help your marketing and sales teams meet goals remotely, without being chained to complicated software on large desktops.

·        Incorporate Social CRM Systems

Social media is helping B2B businesses discover and engage with wider audiences and prospects. Deloitte conducted a survey that shows 97 percent of visitors on a website are anonymous and outside of a company's CRM.

When you incorporate digital channels like social media with CRMs, you can collect new information for lead generation and brand awareness through social CRM systems.

B2B Lead Generation

The pandemic has strained B2B businesses, making them adapt to remote communications and reconsider their digital strategies and tech stacks. This is not all bad, because when the time comes and restrictions are lifted all over, CRM systems will still be crucial for communications.

For more information on CRM trends for marketing and sales, please visit our website today.


What’s a Rich Text element?

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

Static and dynamic content editing

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

How to customize formatting for each rich text

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

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Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.
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Paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.
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