Companies that don't use CRM tools to boost their sales can lose up to 79% of their leads , according to a study by IBM (International Business Machines Corporation). 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, a task that is done through technological tools known as CRM software, Customer Relationship Management.
According to the organization CRM.ORG , for every R$1 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: it is projected to 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 on a process known as " lead ." Leads, in plain English, are business opportunities ; contacts who have demonstrated some kind of interest in doing business with your company.
The challenge is that, just because leads show interest, they aren't always ready to close a deal right away. Most of them need a certain amount of "convincing." This can be done by building a relationship with your brand, a connection through your content or your digital presence, so that when they are ready, they will close the deal with you.
This process of preparing a lead for sale is called "lead qualification." The key advantage of CRM tools is that they allow you to segment your entire lead in order 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 entirely manually, without the aid of technology, is practically impossible. No company's sales team, no matter how large, doesn't have the time or operational capacity to communicate in such a segmented and efficient way as an automation tool can.
CRM software utilizes 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, 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 today ( CRM.ORG ).
The future of Customer Relationship Management
Companies that continue to neglect the use of CRM tools to boost their sales run a 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 demonstrates the positive trend in this sector.
Lead qualification, facilitated by CRM tools, is now a crucial factor for sales success, and this is only expected to intensify in the future. CRM.ORG indicates that global revenue for the sector should reach nearly US$129 million by 2030 .
The ability of tools to segment leads and personalize interactions, streamlining the qualification and nurturing of these potential customers, translates directly into more sales in less time. It is clear that implementing CRM tools is not just an option, but a strategic necessity to guarantee the growth and efficiency of sales in the current and future competitive environment.
