How to achieve sales funnel management through a CRM

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For sales strategies to generate the desired results, we need to know how to guide customers through the sales funnel, especially in the B2B market. This is because a business opportunity can fade away if, for example, we approach a prospect who has just arrived with prices and offers.

To optimize the customer's journey through the stages of the sales funnel, it is essential to know the prospects in detail and always approach them according to their requirements, in the correct form and substance. To achieve this, the key is to rely on a CRM system that facilitates this comprehensive management of leads.

Next, we will see how a sales CRM can help us streamline the rcs data morocco of our funnel to increase sales and, therefore, increase the profitability of the business.

First things first: understand the stages of the sales funnel
The journey a prospect takes from becoming interested in a product to purchasing it is known as the sales funnel, a process that includes several stages:

Awareness: The prospect becomes aware of a need or problem to be solved.
Interest: Then, interest is generated for a certain solution.
Evaluation: the prospect goes on to compare what our product or service offers vs. what the competition offers.
Decision: Based on the results of the evaluation, the potential customer will decide which offer best suits what they are looking for.
Action (or purchase): Finally, the prospect will acquire the product or service that seems most convenient to him or her.
Managing your sales funnel with a sales CRM: Do's and Don'ts
Knowing your customers in detail is one of the pillars of successful sales management, a task in which having a CRM system (acronym for customer relationship management ) is key.

Now, to get the most out of a CRM, it is important to consider the following:

1. Automation
CRM software allows you to automate various stages within the customer journey in the sales funnel. However, there is a point at which it is necessary to move on to human contact .

For agents to be able to work around qualified leads, there are two processes in which CRM is essential:

Lead Nurturing. This involves helping the leads we have already generated to make purchasing decisions through valuable content and ongoing help. Here, it is advisable to create personalized flows to help the prospect move forward in the purchasing process. For example: sending a catalog of a specific product/service to leads who showed interest in a targeted email.
Lead Scoring. This refers to assigning a score to leads according to their proximity to the buyer persona, interactions with the company, and the stage of the sales funnel they are in.
When our action-reaction map shows us the highest quality leads (i.e., with the highest score ), we will be ready to establish human contact and reinforce the purchase intention .