The Importance of Using Both CRM and Marketing Automation

Turning prospects into loyal customers is a multi-step process requiring the combined efforts of cross-functional teams. When marketing automation and CRM software work together, they provide a seamless journey for your customers as they go from visitor to customer

What is marketing automation software?

Marketing automation software helps marketers promote and streamline content without manual application. This includes automating the distribution of content and reporting analytics derived from how prospects interact with it. It pulls data from when leads visit your website, open an email, fill out a form, or read a blog, and makes the data easily accessible for the business to build its strategy.

Ultimately, the goal is to streamline the process of taking a lead, nurturing them, and moving them to a sales-qualified lead. Essentially, it’s all about lead generation and personalization.

Some of the best marketing automation software include HubSpot, MailChimp etc

What is customer relationship management software?

On the other hand, customer relationship management (CRM) is software for sales and service teams to manage their pipeline and lead qualification processes. It historically tracks customer data, including dates and notes of phone conversations, past purchase records, and email interactions as they proceed through the buyer’s journey.

Essentially, with this software, your salesperson can see the full picture of who a prospect is, their history with your company, and their journey to becoming a customer.

CRM and Marketing Automation: Why You Need Both

Integrating the two software will give your sales reps the full picture of a prospect’s interaction with your company. Your sales rep will know the marketing history of their prospects.

Benefits of Integrating Your CRM with Marketing Automation

Offer Better Visibility to Marketing and Sales Teams

This allows both teams to know where they are in the process and what their next actions should be in the future.

Shorten the Sales Process

Without marketing automation used in conjunction with CRM, it potentially takes a much longer time to source leads. Both software makes the process of taking prospects through the sales funnel with

Provide Consistent Messaging

The marketing and sales professionals that affect the customer’s experience can be aligned when engaging in client-facing communication. It’s not as much of a challenge to provide consistent messaging when you have all the contextual information available in cross-functional software.

Unify Your Data Management

With the software already working together, salespersons don’t have to go out of their way to request customer profile information and instead were readily able to prepare to sell based on unified data management.

Enhance Pipeline Management

Both teams in the process have a process that involves observing and tracking the step-by-step progression of a lead.

Minimize Human Error

If you might have an outdated system or process in place for lead tracking, it’s probably a manual process that comes with human error and prospects slipping through the cracks. You can’t scale a system like that.

Your marketing automation and CRM should be connected so your sales team has the right tools to close a deal.

Combine Your CRM and Marketing Automation Efforts

Integrating these systems should help you understand the gaps and friction points in your marketing and sales process. It can help you discover why leads aren’t moving from MQL to SQL or why prospects aren’t closing. CRM and marketing automation can make your marketing team, sales team, and customers happier by streamlining the marketing and sales process.

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