How CRM Systems Support Prospecting

Integrating a CRM System into Your Prospecting Plan

A prospecting plan is basically your blueprint. It defines ideal advertisers, how you’ll qualify and prioritize leads, and more. A CRM system supports the plan by being a central hub for all information. It does much more than organize contact information; it’s a space to track interactions, provide notes and share information. 

If you aren’t using a CRM system, then where is this information? In your head? In spreadsheets? In notebooks? These alternatives aren’t sustainable, and you’ll find it hard to optimize and accelerate prospecting without a proper CRM tool.

6 Ways CRM Systems Support Prosecting

1. Visibility across the organization: Salespeople may work a prospect and then exit the company or experience reassignments. Without documentation, their knowledge goes with them. When it’s in the CRM system, anyone can pick back up in engaging with the prospect.
2. Single source of truth: If prospect data lives in disparate systems or in paper form, you’ll never be sure what’s accurate. Additionally, these data silos make gathering information a strain on time and resources. With a CRM tool, all the notes and interactions are in one place, so any user can be confident in its veracity.
3. Automation of follow-ups: The sales cycle can stop and start for many reasons. Advertisers may be optimizing budgets or waiting for seasonal events to turn up their promotions. A CRM system allows you to include this information and set reminders to follow up. It streamlines the process and doesn’t rely on memory or other less effective notification processes.
4. Leveraging historical data: Prospecting can also include re-engagement of past customers that didn’t renew or had a change in management. When you reapproach them, you’ll want to be able to speak to their past orders. That’s especially helpful if the contact is new because they may not have this information. Having this data positions you as prepared and knowledgeable. 
5. Oversight for sales managers: If sales leaders want to understand sales team activity, they shouldn’t have to look at multiple data sources or request status reports. Those are huge time wasters. Instead, a CRM tool can offer a dashboard view that summarizes the touches and outreach of each salesperson.
6. Prioritization: Not every prospect is equal. Some are worth pursuing more because of their industry or the size of the company and potential spend. With a CRM system, you can tag accounts to prioritize based on criteria. This process ensures better use of your time.