Relationship management software is one of the best tools for any business to manage what is happening with both customers and potential customers. This is stand alone or enterprise software that can track every nuance from customer purchases, complaints, dollar amount of purchases, preferences and everything else in between.
As far as customer prospects are concerned, contacts, conversations, bids, quotes, meetings, literature sent, emails, and everything else pertaining to that prospective customer is recorded in the relationship management software.
All of this information is important both from an overall aspect, and in the micro realm as well. Statistics like this help to give a company needed information to help tell what tactics and strategies are effective in bringing customers into the fold.
In the micro aspect, if a sales team is involved it gives detailed information as to what type of effort is effective and perhaps what is not being effective in turning prospective customers into buyers.
Every thing in business starts with a sales call, an advertisement, an approach, an opening statement, and the whole process goes on from there. If you don’t keep track of the “from there” part of the formula, you will never know what really works. What really works is where you need to be most of the time in your sales and marketing efforts. The business who keeps track and can identify that will be miles ahead of its competition.
It is a nice feeling if you are a salesman and you can go back into your CRM system and “re-discover” the previous conversation that you had with a prospective customer, prior to your next meeting. You know that any information that you glean from a meeting with a client or a prospective client, can be stored and retrieved with a minimum of effort.
If you are the director of marketing of a company, you will always have all the data that you need to make projections based upon prior performance of your customer base, which can be extrapolated into a prospective customer base to do projections of future sales.
The old saying of, “If you don’t keep track, your sales will lack,” is very true. Having all the information at your fingertips about your customers buying habits, will help to tailor new marketing campaigns to them at any time.
A salesperson who has all the data from previous meetings and proposals, will be better able to bring the prospective customer back to the one need that is evident, and necessary to do business.