IBM data shows that 79% of leads from companies that do not use CRM tools may not convert, you see

Companies that do not use CRM tools to leverage their sales can lose up to 79% of their sales leadsthis is what a study by IBM (International Business Machine Corporation) points out. This means that almost 4 out of 5 people who contact the brand will leave without purchasing any products or services. 

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 organization CRM.ORG, for every 1 real invested in tools like this, companies can expect a return of R$8.71 reais in sales. And this return on investment should only grow in the coming years: the expectation 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 work in a process known as “ leads ” Leads, in good old Portuguese, are business opportunities ; contacts who have shown some kind of interest in doing business with your company. 

The challenge is that, not always when showing interest, leads are willing to close business at that same time. Most of them need a certain “convencimento”. This can be done by creating a relationship with your brand, a connection through your content or your digital presence, so that when it is ready, it closes business with you. 

This process of leaving the lead ready for sale we call “lequalification of leads”. The cat leap of CRM tools is that they allow you to segment your entire base of leads in order to send the right content at the right time, optimizing the qualification process and “heating” these leads faster and more efficiently.In practice, this means more sales in less time. 

Why choose a CRM? 

Working the qualification of leads completely manually, without the help of technology, is practically impossible. The sales team of a company, however large, does not have the time or operational capacity to communicate as segmented and efficient as an automation tool. 

CRM software uses algorithms from other technological tools, such as artificial Intelligence and whatsapp chatbots to create personalized shopping journeys for each lead, offering quick and personalized responses, streamlining customer 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 kind 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 drive their sales are at significant risk of losing a substantial portion of their leads. 

The return on investment highlighted by CRM.ORG, indicating that each real invested in CRM tools can result in up to R$30 real sales in the near future further highlight the positive trend of this sector.  

Lead qualification, promoted by CRM tools, is now a crucial factor for sales success, and this should only intensify in the future CRM.ORG it points out that the global turnover of the sector should reach almost US$129 million by 2030. 

The ability of the tools to segment leads and personalize interactions, streamlining the qualification and heating of these potential customers, translates directly into more sales in less time. It is evident that the implementation of CRM tools is not only an option, but a strategic need to ensure the growth and efficiency of sales in the current and future competitive environment.