How to Create a CRM to Maximize B2B Sales

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How to Create a CRM - SAles Tips from B2B Sales Connections
In today’s competitive environment, a properly designed Customer Relationship Management (CRM) program is simply a must have in order for your business to survive and grow. But in today’s high tech automated business world, it not enough just to have a CRM. You also need to know how do you create a CRM that is specifically suited for your business. In other words, how should your CRM be designed and customized to maximize your lead generation and sales opportunities.

It doesn’t matter whether you are a direct sales representative, a small make-your-own wine store, a chiropractic clinic, an office equipment supplier. Every business must define the processes to be implemented to handle the contact with your customers. After all, as the old saying goes, if you don’t take care of your customers, somebody else will!

You Can’t Afford Not To Use A CRM Program!
Here are a few facts. First of all, other than mergers and acquisitions, there are only two ways to increase revenues and grow your business. One, you can sell to new customers, or two, you can sell more to your afghanistan whatsapp number database customers. The key to realizing your true business potential in the long term is to manage your customer relationships with a CRM program so that you can do both. In fact, PROFIT magazine identified “Adopt CRM software” as one of the seven best ways to build your business.

A Tool for Both New Business Development and Customer Retention
Secondly, it costs about 10 times as much to attract and acquire a new customer as it does to sell more to your existing customers. As such, an organization who properly manages the customer relationship tends to grow revenues faster and be more profitable than organizations that don’t.

Harvard Business School Press published a study, The Loyalty Effect. It stated, if a small to midsize company were to increase its customer retention rate by 5%, its profits would double in about 10 years! The same report also noted that if a Fortune 500 company boasted the same increase in loyalty, they could instantly double their revenue growth rate!


Given these facts, it is no surprise that, in addition to attracting new customers, the smart business person should also maximize their product/service penetration to current customers so that they can maximize profits. In today’s tougher economic climate, the question is no longer whether you should use a CRM system. There is little doubt it is one of the five must-have apps for salespeople.

CRM – The Best Marketing Automation Tool for B2B Lead Generation?
Although there are many out there who promise they have found it, there really is no magic bullet for lead generation. When you get right down to it, the best marketing automation tools are the ones that put you in the right place at the right time, that being when the prospect is most likely to buy.

Studies have shown that 2 of 3 sales are made to prospects who have said “no” not once, but 5 times! In fact, someone has to hear your company name at least 3 times before it even registers. One very successful sales rep stated he must leave an average of seven to ten voice mails before his messages are returned.

When Do You Customers Buy
How to Create a CRM to Maximize B2B Sales - Sales Tips from B2B Sales Connections
When all is said and done, a customer will buy on his time line, not yours. If he will not buy today, you must develop a plan to stay in touch with him so that when he is ready to buy, he will think of you first. Your frequent contact, if done correctly, builds a relationship. It’s like every contact is a drip of water. On its own, it doesn’t amount to much, but over time, each drip can add up to a very large pool of B2B leads!

So what do you need to create your “drip” marketing campaign for lead generation? That’s where creating your CRM comes in. In fact, this is the one tool that, when implemented properly, will have the biggest positive impact on lead generation than any other.

Now the question is how should you best create your CRM to maximize your profits!

What Makes for an Effective CRM Program
To be effective, your CRM program must go beyond just tracking who bought what, when. It should also go beyond more than just contact names, email addresses and phone numbers. It should also include all the elements you use to define your target market. In a B2B sales organization, this includes, but is not limited to:

The industries in which your customers operate
The size of your customers businesses, based on the number of employees and/or annual revenues
The products and services that the customer has or will purchase from you
How much or how often your customers use your product or service
Competitive suppliers that your customers used prior to purchasing your product
Other products that your customers use that are related to your products
I go into great detail on what fields to include in your CRM design in my book, Action Plan for Sales Success. Or check out our automated sales tool, Target Market Definition Tool. By analyzing your past and future successes, this Excel Workbook with 3 comprehensive worksheets will clearly define your target market so you will spend most of your time talking to prospects that are most likely to buy.