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How to Boost B2B Leads with CRM Based Digital Marketing

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How to Boost B2B Leads with CRM Based Digital Marketing

Read time 15 min read
How to Boost B2B Leads with CRM Based Digital Marketing

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What is CRM in digital marketing?

CRM stands for customer relationship management and focuses on improved customer satisfaction. An organization can better manage its customer’s data by using the right customer relationship management tools, processes, and strategies.

Is CRM a marketing or sales strategy?

CRM software is especially sales-oriented and encompasses 360-degree views of customer data. However, CRM software has converted business processes into marketing-focused software.

The Four Types of CRM:

  • Strategic CRM – A customer-centric approach optimized for customer acquisition and retention.
  • Operational CRM – This includes customer-driven processes, such as marketing, selling, and customer service.
  • Analytical CRM – Harvesting customer data to use strategically in future campaigns. For instance:

How to Boost B2B Leads with CRM Based Digital Marketing

(Image Credit: The Motley Fool)

  • Collaborative CRM: This is the application of technology across organizational boundaries to maximize its performance and customers.

Companies prefer dealing directly with consumers rather than relying on direct marketing. In recent decades, traditional CRM has evolved into digitalCRM. Companies that use CRM most include:

  • Banking
  • Retail Industry
  • Financial Services
  • Hotels
  • Agriculture
  • Insurance
  • Consulting

These industries understand that mutual respect develops between the customers and business as time goes by. Building a good relationship requires understanding the types of customers you interact with. The four main customer types include:

  •  Price buyers 
  •  Value buyers
  •  Poker player buyers
  •  Relationship buyers

Word-of-mouth advertising is a priceless asset, so you must generate happy and loyal customers. Your CRM initiative prioritizes customer satisfaction to do just that. By building better customer experiences, you improve business relationships. This process inevitably leads to an increase in revenue.

What are the benefits of CRM?

Companies can show their customers how valuable they are with the help of CRM. You can better meet your customers’ needs if you know them better. You need to know your customers’ purchasing behavior and preferences.

Digital Marketing and Customer Relationship Management

CRM digital marketing requires an understanding of its application. Many companies nowadays have CRM processes that allow them to better understand their customers’ preferences to enhance marketing activities with more tailored and targeted strategies.

The following CRM benefits can improve customer relationships:

  • Improved anticipatory abilities.
  • Customer retention rate improved
  • Improved segmentation.
  • Knowing your customers better.
  • Improved privacy protection for data.
  • Improved and faster communication.

Service types, relationships, and resources shared to match customer needs are all part of it. An mCRM model is another framework for how your company will manage these customer relationships, from acquisition to retention.

Increased Connectivity With Your Customer 

What is an mCRM model? The term “mCRM” stands for mobile customer relationship management. Customer relationship and collaboration performance correlate positively with CRM and mCRM. This indicates that mCRM influences the sales process positively.

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How does collaborative CRM work?

In connecting your communication channels across departments within a company, you can deliver interactions beyond what can be provided by any single department’s customer service. For example:

How to Boost B2B Leads with CRM Based Digital Marketing

(Image Credit: The Motley Fool)

Until recently, companies could only collect customer information when they interacted with them. Nowadays, companies rely on social media as well as other resources to communicate with their customers digitally. Businesses and customers have more social interaction because of social media giants. Businesses may now link their data to that shared by social media users. The impact of social platforms on traditional CRM has been tremendous in this customer service strategy.

You will be interested

It will be possible to quantify data with digital CRM by utilizing business growth technology and social media. It will continue to affect the marketing strategies of companies. Keeping a close eye on customer experience across the internet is not the only purpose of digital CRM. If you’re wondering “What is digital CRM?” It is the use of web technologies and social media to personalize business interaction and marketing.

Defining Your Customer Base

By using social media and applications, companies can gain more information about their customers. Maintaining client data allows businesses to access behavioral data regularly. They can use this info to classify customers based on those behaviors. CRM Digital marketing allows companies to take full advantage of this unique possibility.

The data received from social platforms become a subset of the company’s primary CRM by integrating them with the CRM tools already available. Digital social platforms allow these companies to combine information about their customers with the information they already have about them.

Through CRM digital promotions, a company can customize its messages for specific audiences. They can also offer hostile clients an incentive by sympathizing with them while providing VIP services for regular customers.

CRM and Digital Marketing Activities

Data from several sources and applications is collected and stored internally by customer relationship management software. It automates repetitive customer service, sales, and marketing tasks. This process helps businesses analyze the purchase journeys of prospects or customers. The five steps of the CRM process are:

  • Generate awareness of your brand 
  • Sales lead generation
  • Convert targeted leads into paying customers
  • Deliver excellent customer service
  • Get your customers to buy more through upsells

It is possible to categorize customers by a variety of interests and attitudes to segment users more efficiently. Companies will communicate with their customers based on their interests and behaviors. Here is an example:

How to Boost B2B Leads with CRM Based Digital Marketing

(Image Credit: CoSchedule)

Various factors influence consumer choices, including socioeconomic status, social status, and level of education. In this way, you can communicate more effectively with your customer base, and it’s much more efficient than categorizing customers by their physical location.

How do banks manage their customer relations?

Through Customer Relationship Management, banks can better serve their customers’ needs because they know what they are looking for. Financial institutions and insurance companies can efficiently manage their customer relationships and opportunities with B2B (Business to Business) financial service features.

The B2B CRM cycle involves four stages:

  • Marketing 
  • Sales
  • Product
  • Support

This includes activities aimed at acquiring new customers, retaining existing ones, and providing excellent customer service.

A B2B CRM system helps businesses manage relationships with their customers. Using these systems, they can better understand customers’ needs.

How does B2B CRM help sales?

The benefits of B2B CRM sales are many. Companies looking to improve their customer relations, or need a reminder of a past client for a product recall, can use this type of software’s sales tracking capabilities to get an idea of how effective the customer retention and support are. HubSpot’s CRM tool is one of those tools. For example:

How to Boost B2B Leads with CRM Based Digital Marketing

(Image Credit: Jeff Bullas)

Using a tool such as this can also help determine if they are using a sales strategy that yields results or if more time is needed to develop an improved approach. Sales tracking through the data obtained will show where departments may need to refine their strategies to better meet their needs.

The four elements of CRM sales are as follows:

  • Understanding your customers and markets.
  • Targeting by creating a new offer
  • Selling to new customers.
  • Customer Service to maintain a loyal customer base.

B2B CRM allows you to categorize and identify prospects easily. B2B CRM can nurture quality leads into profitable ones by prioritizing those that are most likely to close deals.

In B2B processes, prioritize the tasks and schedules of CRM sales representatives to ensure prospects. The company reaches out to the right person who needs their services the most. The advent of CRM has led to more time spent with customers, increasing sales, and customer retention. The process of managing CRM site designs and software includes:

  • Make a list of the goals and tasks your CRM system needs to accomplish
  • Outperform your competitors by adopting new, evolving technologies.
  • Customize several dashboards to meet different needs.
  • Consider the effect of the software on anyone who uses it.

Also, the ability to automate processes and run a successful customer service program is very valuable. When you go above and beyond simply implementing a sales request form on your sales funnel, you’re building a customer relationship. This automates building customer loyalty, which is the ultimate goal of any business, large or small.

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A few tips for successful CRM implementation

  • Make sure that senior management is on board.
  • Hire a top-notch project manager.
  • Designate a super-user.
  • Get your CRM up and running.
  • Put in place internal usage policies.
  • Make training available.
  • Figure out your CRM strategy and philosophy.

CRMs are critical to not only digital marketing but to website conversions as well. Increased sales and growth can be a result of these benefits. There are many aspects to the buying process in B2B. The B2B model can utilize CRM systems in at least three different ways:

1. Optimizing your company’s visibility

B2B CRMs make it easy to figure out which leads you will need to follow up with. With contact databases, you can keep track of your marketing campaign in real-time. These details will assist your company in improving its sales cycle ecosystem.

2. Smarter Ways of Managing Your Business

The fact that CRM activities create fewer tasks enables you to optimize digital marketing. With better data, your teams will likely become more efficient. A contact follow-up program is implemented with details such as names, purchase dates, addresses, and cell phone numbers to take the strategy a step further. It better equips marketers to track qualified lead performance using marketing qualified lead performance data. For instance:

How to Boost B2B Leads with CRM Based Digital Marketing

(Image Credit: CRM.org)

3. Optimize your market targeting

With CRMs, customer communications and digital advertising become easier because users can reach prospects via email and digital ads. Also, accurately tracking account activity will free you up to concentrate on prospecting.

Integrating CRM and Digital Marketing on Social Platforms

You could benefit from making Facebook advertising campaigns with CRM lead data.

Two Types of Facebook Audiences:

  • Lookalike Audiences: Facebook audiences that have the same demographics as your imported custom list.
  • Custom Audiences: This allows you to define who you want your ad to reach based on your CRM.

The creation of customized and lookalike audiences can help drive business growth by 50%. Social presence is critical to a company’s survival in today’s current climate.

CRM Monitors KPIs Easily

Key performance indicators (KPIs) create insights into the business by providing more information about those areas. Measurements such as these assess a business’s efficiency and its ability to find growth opportunities. Businesses can better focus on goals with KPI CRM implementation. The image below shows a KPI overview:

How to Boost B2B Leads with CRM Based Digital Marketing

(Image Credit: Microsoft Docs)

The KPI reports can help you optimize your marketing efforts. Being able to visualize the buyer’s journey with stronger metrics allows you to make effective decisions. Data-driven approaches can simplify tracking while providing better insight into:

  • Customer purchases
  • Customers brand loyalty
  • Customer demographics and identity

CRM software can track a website’s visitors, qualified leads, email subscribers’ growth rates, lead conversion rates, etc., with these applications. Tracking qualified leads requires the right data. There are many excellent software products connecting leads to flawless B2B CRM data.

CRM Databases

A CRM database is an essential tool for managing multiple sources of data. You can get a quick overview of contacts’ performance and manage your contacts’ data with reports and dashboards. Your team can also access contact data anytime, anywhere with these cloud-based databases. In 2008, only 12% of businesses used cloud-based CRM. Today, 87% of companies are using it.

What is digital CRM implementation?

CRM implementation is now a cornerstone of every growing business. Researchers expect the CRM market to exceed $80 billion by 2025, since thousands of companies use CRM software to analyze millions of data points.

Other important considerations include data migration, mobile device management, in-game user interface, real-time collaboration tools, and workflow integration. While the right software can certainly help businesses achieve greater efficiency and profit, there are many things that companies must remember when implementing a CRM program.

Users that implement CRM systems demonstrate the ability to conduct market research, train staff members, and interact with customers in an office environment. A CRM manager is typically required to have a degree in business or marketing. Even though this is the case, the CRM certificate remains a valuable asset. Here are a few tips for how to become a CRM Developer:

  • Become a member of the CRM Community
  • Learn more about CRM dynamics
  • Develop an individual Career Map for CRM.
  • Participate in CRM conferences
  • Design your own CRM tools.
  • Get to know people in the CRM industry
  • Create CRM Content

The most straightforward path to becoming a CRM developer is to earn CRM Certifications. Many companies have found the value in having a CRM system compliant with the various industry standards, so much so that these companies have spent thousands of dollars on training employees who understand these types of software systems.

How difficult is it to learn CRM?

One of the best business enablers, CRM, decreases costs while increasing efficiency. Advances in technology make it easier to analyze generalized data, so managing CRM is a piece of cake.

CRM Certification

By educating yourself on the different components of a CRM program, you will provide your customers with the highest quality service. Not only will you be providing high-quality customer service, but you will also be able to keep your business compliant with all of the regulations set forth by the CRM industry.

When you receive CRM certification, you learn the dynamics of CRM products. You’re ten times more likely to get hired if you can prove you understand B2B sales and marketing modules. The five courses in this sequence provide a solid foundation for project management skills and consulting skills at a high level.

How do I get CRM certified?

You need to know some basics to earn the certification. We recommend working on the basics sooner rather than later in the process. All you need is a passing grade on all the corresponding exams at each stage of the course. Marketers must pass these five CRM exams within five years. Here are a few places you can go to get certified:

How to Boost B2B Leads with CRM Based Digital Marketing

(Image Credit: Fit Small Business)

Are there any disadvantages of CRM?

Yes. However, the advantages far outweigh the disadvantages. Here are a few of the CRM system’s shortcomings:

  • Business culture
  • Technology integration is limited
  • CRM can be expensive.
  • Communication problems

There are many advantages to B2B CRM software, but there are also some disadvantages. It is up to you to be the best decision-maker when it comes to this important piece of your business’s success.

Precautions for Businesses Using CRM Digital Solutions

Social media offers unique marketing opportunities for early CRM adopters. However, increased customer data availability tends to disrupt company messaging systems. Many intriguing case studies have proven this fact, but that doesn’t mean you should give up on CRM integration.

If you understand the customer and their information before sending something to them, you can still use it efficiently. To do that, you will need to brush up on a few fundamental CRM components. Customer Relationship Management includes the following components:

  • Lead Management
  • Customer Service
  • Marketing
  • Workflow Automation
  • Analytics
  • Human Resource Management
  • Business Reporting

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Every business should take advantage of this system to build strong relationships with their customers. The result is improved customer retention and loyalty. That means you will be able to easily incorporate new leads and categorize them accurately with a user-friendly CRM system. Now B2B marketers can turn new leads into profitable leads by focusing on the right ones. Partnering with Diib Digital can give you an added measure of confidence in your approach and CRM digital marketing campaign.

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FAQ’s

Recent years have seen a shift in the way businesses and their customers communicate. When a business’ customers interact with them consistently and leave with a positive impression, this is considered a good customer relationship.

Integrating the right CRM software will help you improve your marketing and sales alignment. It helps you to analyze and improve marketing from anywhere in the sales funnel.

Yes, it is. In fact, small businesses often use QuickBooks as their first CRM, since it stores customer contacts and buying histories.

Method CRM pricing starts at $25.00 per year, per user. They do not have a free version. Method CRM offers a free trial.

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Daniel Urmann

Author Bio:

Daniel Urmann is the co-founder of Diib.com. Over the past 17 years Daniel has helped thousands of business grow online through SEO, social media, and paid advertising. Today, Diib helps over 150,000 business globally grow online with their SaaS offerings. Daniel’s interest include SMB analytics, big data, predictive analytics, enterprise and SMB search engine optimization (SEO), CRO optimization, social media advertising, A/B testing, programatic and geo-targeting, PPC, and e-commerce. He holds a Master of Business Administration (MBA) focused in Finance and E-commerce from Cornell University – S.C. Johnson Graduate School of Management.

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