How to use a CRM for successful customer prospecting

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Finding clients can be a particularly complex task in the B2B market, where every effort to create business opportunities is essential. However, we sometimes waste valuable time on prospects that never translate into concrete sales. To optimize efforts in this area, relying on a CRM for prospecting clients is the key, as long as we know how to use it correctly.

Taking into account the above, the following tips will allow us to optimize the results when using a CRM to increase sales:

1. Let's use a database optimized for customer prospecting
The first step is to work around a quality database, made up of real potential clients. With this as a base, CRM software allows you to optimize customer prospecting as much as possible by knowing specific data, allowing you rcs data pakistan approach each business opportunity considering aspects such as location, stage of the purchase journey in which it is found ( Buyer's Journey ) or the specific needs of the company, among others.

In short, the ability to segment is the basis for knowing how to obtain prospects by relying on a CRM that also allows us to automate some key actions to achieve our objective.

2. Turning prospects into customers is up to you
However, having leads or interested users is not everything. In fact, it is estimated that approximately 73% of the leads we work with never become customers . In these cases, what is the use of CRM software? This type of platform allows us to implement powerful automated marketing strategies, thanks to which it is possible to increase sales opportunities:

Lead scoring . This technique aims to assign each lead a score that determines their interest in our product/service, or how close they are to becoming a customer. How can we use a CRM for this? Although it depends on each platform, broadly speaking it is an automated process based on specific information, something in which generating valuable content that allows us to address each lead according to their score is essential.
Lead nurturing . This automated technique is closely related to the previous one. Basically, it involves delivering valuable content to each prospect, guiding them through the purchasing journey to progress towards becoming a sale.
Understanding what CRM software is for when it comes to increasing sales opportunities, it is worth mentioning that 93% of B2B purchasing processes begin with an online search , so generating valuable content can significantly increase results when using this type of platform.

3. Evaluate KPIs to fine-tune CRM strategy
Beyond knowing how to use a CRM to properly prospect customers, how do we measure the effectiveness of our efforts? The key is to permanently evaluate some of the main KPIs :

Conversion rate: refers to the leads that have been translated into sales.
Customer Lifetime Value (CLV): This indicator refers to the profitability of a customer over time.
Customer Acquisition Cost (CAC) : With this KPI we can determine the cost involved in converting a lead into a sale.
Sales cycle : refers to the time a lead remains in the sales funnel (the shorter the time, the more opportunities to close the deal).
As we look for ways to gain leads, measuring the scope of our strategies will help us refine methods and optimize resources.

A CRM helps us to attract potential clients and to gain the loyalty of existing ones, but it is also key to optimizing efforts when working around real potential clients. In this regard, at We Prospect we specialize in advanced prospecting so that your business can focus specifically on selling.

Understanding that the B2B market is highly competitive, knowing how to get prospects is key, a task that lays the foundation for any successful sales strategy and, at We Prospect, we can help you optimize time, effort and resources to the maximum in the task of closing sales.