Companies that do not use CRM tools to boost their sales may lose up to 79% of their leads. This is what a study by IBM (International Business Machine Corporation) points out. This means that nearly 4 out of every 5 people who contact the brand will leave without purchasing any product or service.
To prevent this from happening and increase conversion rates, companies need to invest increasingly in lead management, a task performed through technological tools known as CRM software, Customer Relationship Management, or Gestão de Relacionamento com o Cliente in Portuguese.
According to the organization CRM.ORG, for every 1 real invested in tools like this, companies can expect a return of R$8.71 in sales. And this return on investment is only expected to grow in the coming years: the projection is that it will reach 30 to 1 by the end of the decade.
Using CRMs for lead qualification can be a differentiator
CRM tools work because they operate in a process known as “lead qualification leads ”. Leads, in plain Portuguese, are business opportunities ; contacts who have shown some interest in doing business with your company.
The challenge is that leads are not always ready to close a deal the moment they show interest. Most of them need some ‘convincing.’ This can be done by building a relationship with your brand, a connection through your content or digital presence, so that when they are ready, they close the deal with you.
This process of getting the lead ready for sale is called ‘lead qualification.’ The secret of CRM tools is that they allow you to segment your entire leads base to send the right content at the right time, optimizing the qualification process and ‘warming up’ these leads more quickly and efficiently. In practice, this means more sales in less time.
Why choose a CRM?
Working on lead qualification completely manually, without the aid of technology, is practically impossible. A company’s sales team, no matter how large, does not have the time or operational capacity to communicate as segmented and efficiently as an automation tool.
CRM software uses algorithms from other technological tools, such as Artificial Intelligence and WhatsApp chatbots to create personalized buying journeys for each lead, offering quick and personalized responses, speeding up service and increasing customer satisfaction.
This success happens because they work and bring real financial returns. 91% of companies with more than 10 employees already use some type of CRM tool to assist their sales team today (CRM.ORG).
The future of Customer Relationship Management
Companies that continue to neglect the use of CRM tools to boost their sales run the significant risk of losing a substantial portion of their leads.
The return on investment highlighted by CRM.ORG, indicating that every real invested in CRM tools can result in up to R$30 in sales in the near future, further underscores the positive trend in this sector.
Lead qualification, promoted by CRM tools, is now a crucial factor for sales success, and this is only expected to intensify in the future. The CRM.ORG points out that the global revenue of the sector is expected to reach nearly US$129 million by 2030.
The ability of tools to segment leads and personalize interactions, speeding up the qualification and warming up of these potential customers, translates directly into more sales in less time. It is evident that implementing CRM tools is not just an option but a strategic necessity to ensure growth and sales efficiency in the current and future competitive environment.
