Companies that do not use CRM tools to boost their sales can lose up to 79% of their revenue.leads. This is what a study by IBM (International Business Machine Corporation) indicates.This means that almost 4 out of 5 people who come into contact with the brand will leave without purchasing any product or service..
To prevent this from happening and increase conversion rates, companies need to invest more and more in lead management, work that is done through technological tools known as CRM software, Customer Relationship Management, or Customer Relationship Management, in Portuguese.
According to the organizationCRM.ORGFor 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 expected to only grow in the coming years: the expectation is that it will reach 30 to 1 by the end of the decade.
Using CRMs to qualify leads can make a difference
CRM tools work because they work on a process known as “customer qualification”.leads ”. Leads, in good old Portuguese, are business opportunities;contacts that showed some interest in doing business with your company.
The challenge is that, even when they show interest, leads are not always willing to close the deal at that very moment. Most of them need a certain "convincing." This can be done by creating a relationship with your brand, a connection through your content or your digital presence, so that when he is ready, he closes a deal with you.
To this process of leaving the leadReady for sale is called "lead qualification." The trick of CRM tools is that they allow you to segment your entire databaseleadsto 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, for example,Artificial Intelligence and WhatsApp chatbots to create personalized purchasing journeys for eachlead, offering quick and personalized responses, streamlining service and increasing customer satisfaction.
This success happens because they work and bring a real financial return.91% of companies with more than 10 employees already have some type of CRM tool to assist their sales team currentlyCRM.ORG).
The Future of Customer Relationship Management
Companies that continue to neglect the use of CRM tools to boost their sales face a significant risk of losing a substantial portion of their leads.
The return on investment highlighted byCRM.ORGindicating that each real invested in CRM tools can result in up to R$30 in sales in the near future further highlights the positive trend of this sector.
Lead qualification, promoted by CRM tools, is now a crucial factor for sales success, and this will only intensify in the future. A CRM.ORG points out that the sector's global revenue is expected to reach almost US$129 million by 2030.
The ability of tools to segment leads and personalize interactions, streamlining the qualification and warming of these potential clients, directly translates 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.
