How does information from CRM systems feed a sales and marketing team?

CRM starts before someone is a customer. When a lead shows interest, it becomes a prospect. With the right selling strategy, this prospect will turn into a customer.

As sales personnel go through different stages to convert new customers, they want to engage prospects with promotions, coupons or enticements to move them up the sales funnel. CRM systems help sales teams keep track of prospects and their responses to marketing promotions and campaigns. Once a prospect is a customer, CRM software captures information to help sales teams with suggestive selling.

Is CRM like having inside information on all your customers? When customers buy products and services off the Web, companies can collect information about who purchases their products. If you go to a department store, the retailer wouldn’t know you were there unless you bought something.

The retailer will get your information if you use one of its credit cards, but otherwise, the salesperson will not have details about past ... more.

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