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In the pursuit of high returns on investment, you have to pay special attention to one extremely crucial factor — your customers. Achieving stellar sales results requires you to craft an Ideal Customer Profile (ICP), which determines the kind of customers who needs and would benefit the most from your offering and earn you high value in return.
If you own a business-to-business (B2B) company, your ICP will be an imagined business organisation. On the other hand, if you have a business-to-consumer (B2C) venture, your ICP will describe the core characteristics or type of customer in detail.
A well-defined ICP helps you to:
The need of the hour is to create personalised and meaningful experiences that give buyers enough reasons to associate themselves with your brand. To fulfil this need, you need to leverage customer data, which a platform like Salesforce can provide.
Nowadays, every sales-focused company is using Salesforce CRM to support their email marketing efforts, discover valuable customer insights and make sound business decisions. In this context, it becomes essential to throw some light on a few statistics:
The above numbers clarify that software like Salesforce for business holds the key to sales success as data from them can be used to target the perfect buyer. As the summer retail season is here, it’s time that you go ahead with Salesforce set up and make the best use of data from the CRM. Here’s how it can help you:
Too many organisations are plunging in action without collecting adequate insights about their customers. They often start mapping their customers’ journey without first understanding where the various points of contact exist, how often customers use them, and how they collaborate and where they face bottlenecks.
You need a CRM that’s capable of providing data on various interactions that customers have with your brand. Information like contact centre data, transactional data, website browsing behaviour, and so on gives you an idea of what the journey would be like for customers. You can act on these data points by following the tips below:
One way to source customer data is by using a CRM that’s integrated across various customer-facing functions, like marketing, sales and service. Doing so shows how different customers engage with you from these three perspectives.
Your sales team develops a list of leads, from which they identify prospects. This list eventually becomes the focal point for sales reps, who aim to convert each prospect into a paying customer. Meanwhile, your marketing team identifies ways to target leads the best. In the end, your customer service team answers queries, solve problems and processes customers’ requests.
Here are a few tips from CRM experts SalesFix to bring about operational synergy between these departments:
Get in touch with Salesforce implementation partners, and they will be able to give you an operation CRM that streamlines various business processes and enable you to create the best experience for your customers.
Last but certainly not least, you can use various data from CRM to track and measure the performance of your sales, marketing and service efforts. Every business exists to meet customers' needs. To know whether or not they can achieve this, they need to leverage CRM data by measuring metrics from time-to-time.
You can use data from Salesforce CRM or any other software to steer your business in new directions, craft loyalty programs and even create new offerings. Before you dive into the usage, make sure you measure these key CRM metrics to achieve CRM success:
Final thoughts
Knowing how to use CRM metrics can boost sales in the short-term and transform the way you use your system. By using CRM data, you can effectively know the market segment and reach your existing customers through meaningful, personalised experiences. It can indeed increase your business’ productivity and profitability.