How can a CRM system help increase software sales?

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No doubt, CRM plays a significant role in today's business world – it provides useful insights, improves customer service and automates everyday tasks. But what about one of the fastest developing industries in the world – the IT industry? How can a $200 billion worth industry benefit from a CRM system? Here are three ways how CRM helps software companies to increase their sales:

1. Determine the best marketing channels for quality lead generation

Does your marketing team know which leads bring you the most value – the ones that were acquired from LinkedIn or the ones that saw your ad on Google? Assessing it without a CRM system is tough.  A CRM system can also determine the most effective messages, which influence a sale, and the best time to deliver them. This makes a CRM system an irreplaceable tool for software sales.

2. Develop a well-established customer journey

It always takes time to determine the buying process of your clients, because it's different for each of them. With insights, that a CRM system provides, it's much easier to build a customer journey that leads to a successful sale. The system spots the best points to reach your leads and determines the weakest parts of your sales cycle to turn your leads into customers.

3. Set realistic goals for revenues and profits

When you're running a software startup, it's more than important to understand your financial goals, otherwise, it may lead to the wrong distribution of monetary resources.  Yes, you can set up goals for sales using your intuition, but it's more accurate to use data, acquired by your CRM system. A CRM system can help predict sales and revenue for future periods, which helps to make smarter strategic decisions.

Make sure that your software company has a right CRM system to get the best results – try a free demo version of Microsoft Dynamics 365 for Sales. 

Alina Hura, Digital Content Creator, WebSan Solutions Inc., a 2017 Microsoft Modern Marketing Innovation Award Winner