Inbound marketing can generate your business some seriously hot leads but without the CRM to track what’s going on, you will have some real difficulty sorting through those leads. Tracking these leads will also keep your sales team up to date with leads behaviour and which ones are ready to be contacted.
If your business manually passes leads onto your sales team, or they are involved in cold calling, then inbound marketing and a CRM (customer relationship management) system is exactly what you need.
If your company is also seeing good growth then a CRM is the perfect way to help you and your business save some serious time and by adding inbound marketing into the mix, you will discover that you will close more leads, quicker.
Can I just use one without the other?
Yes you can, but why bother? Depending on which inbound marketing software you use you can even get a free CRM thrown in.
Infusionsoft is one such software that fits this description. For a very reasonable price of around £135 per month you can not only receive top notch inbound marketing software but you will also get a free CRM already built in. This CRM may not be as great as something like Salesforce but if you are just starting out, it is a very good option.
Speaking of Salesforce if you are using software like Hubspot which does not come with a CRM you can integrate it with Salesforce very easily and with prices starting at as little as £3, it won’t break the bank. If you want to learn more about which CRMs integrate with Hubspot, I would check out this great article called The Top 12 CRMs You Can Integrate With HubSpot.
What are the benefits of integrating a CRM with my inbound marketing?
This biggest benefit from combining these two powerful pieces of software together is that you will be creating a closed loop marketing system. This means that you will be able to identify which channels are converting not only into leads, but sales. You can even tell how much money each channel is earning you. This will go a long way in justifying the ROI of social, SEO and blogging.
This will really help laser target your marketing efforts. With integrating your CRM you can also tell (depending on which inbound marketing software you are using) which types of content are the most successful so you can start to create more exceptional content on the same topics that convert and your target market really responds to.
This gives you a holistic view of where your marketing is working and where it is not. This is information that most businesses do not have at their disposal. Remember the old adage “I know half my advertising is not working, but which half?” well, that is a question you will never need to ask yourself.
A stitch in time saves nine
Time is a very important commodity and the more time you can save the less money is spent. Time management is something that a lot of businesses don’t pay too much attention to and it is something that we here, at Stargazer, take very seriously. This could be saving time by limiting meetings to 15 minutes or removing them altogether and always striving to create more effective processes.
The key is not to cut corners but to save time by improving the way you perform tasks. So if your inbound marketing software and your CRM are talking to each other there will be a lot of time saved.
No need to manually add leads from your inbound software to your CRM. This alone can be a massive time saver. You sales team will be so much better informed to the historical behaviour of your leads. No more searching through countless emails to find important information.
The coordination and collaboration between team members will also be greatly improved no longer do sales team have to email other members of their team to find out the latest information with a particular lead. This will also be a lot more professional from a customer perspective when the salesperson knows the history. There is nothing worse that speaking to businesses and they do not know the history of past conversions you have had with them, and you have to explain it all over again. It is frustrating for the customer and looks unprofessional.
So my advice to you is if you are thinking of integrating your CRM with your inbound marketing software, I would definitely give it a try. In no time at all you will see some real benefits and you will wonder how you ever managed without them both.
Have your say
What CRM do you currently use? We would love to know. Why not share your experiences with your inbound marketing and CRM systems below.