CRM is a strategy that, together with software, transforms the consumer into the focus of the business and aims to achieve customer satisfaction, so it is very important. After all, a satisfied consumer is synonymous with success.
Therefore, the benefits of CRM are numerous, since, with this strategy, it is possible to increase the productivity of the sales team, attracting more consumers and, above all, retaining customers. Soon, 4revops will list 6 of the many benefits of this strategy.
In this post you will see:
- Better customer relationship management
- Optimization of the sales process
- Joint work of the marketing and sales
- The importance of CRM for the automation of marketing processes
- Greater analytical vision for the business strategy
- Increase in the average ticket of customers
Continue reading our post to better understand the tool and its importance for companies.
It's not just software: CRM combines strategy, processes, and people to sustain personalized relationships at scale. In markets where 71% of consumers expect personalized interactions and 76% are frustrated when they don't, centralizing customer data and using it responsibly differentiates the experience and increases loyalty.
By placing the customer at the center and aligning marketing, sales, and service around this data, the organization creates a solid foundation for efficient growth.
Better customer relationship management
The acronym CRM stands for Customer Relationship Management, which means Customer Relationship Management. Therefore, the possibility of improvements in management of the relationship with the consumer is one of the greatest benefits of the strategy. After all, in an increasingly competitive market, customer service is even more decisive for the success of a business.
Therefore, for the company to relate well with its customers, increasing the chances of sales and loyalty, the strategy relies on software known as a CRM tool.
With the software, it is possible to gather all consumer information in one place, in addition to generating fundamental data so that an intelligent and effective approach with customers or potential customers is possible, thus enabling increased productivity of sales teams and of the company's revenue. In addition, satisfied customers are loyal and even promoters of the company.
Data with context matters. Good marketing analytics practices recommend integrating CRM information (history, preferences, and journey) with human judgment on the front end.
This avoids biases from "blindside" automation, improves contact prioritization, and directs offers more aligned with the customer's perceived value. In practice, the combination of data and business understanding increases satisfaction and reduces friction in service, two relationship pillars that directly influence retention and recurring revenue.
Optimization of the sales process
With the CRM strategy and tool, it is possible to concentrate the entire sales process in one place, allowing the employees involved to have access to consumer information quickly and always updated. In this way, the customer receives a personalized service according to their needs.
In addition, the information collected in the software allows you to analyze which leads are really ready to make a purchase and which is the product or service that truly interests them. Therefore, the sales team will channel its energies into approaching the right people, optimizing the sales process and increasing the conversion rate.
The buying process is becoming more omnichannel and longer: B2B buyers utilize around 10 points of interaction in a typical journey. Therefore, CRM workflows (cadence, follow-ups, SLAs) and the use of automation and data make the funnel more predictable, reduce wasted time, and expand market share when well combined with human intervention.
Companies that combine omnichannel, sales technology, and analytics are twice as likely to grow above 10% in market share.
Read too:
- How does CRM connects with the sales funnel steps?
- What is a diagnostic evaluation in marketing strategy?
- How does CRM connects with the sales funnel steps?
Joint work of the marketing and sales
teams The integration of the marketing and sales teams ensures better performance from both teams and contributes to the collective spirit within the company. After all, with the information collected by the CRM tool, the marketing team is able to improve its strategy, such as lead nurturing, segmentation in the sales funnel, creating campaigns and directing resources. In turn, with the good work of marketing, the sales team receives more and more qualified leads and needs less effort to sell.
In addition, the CRM software concentrates, in a single place, all the data about each client, avoiding problems such as duplicate information or outdated data by one of the teams. Therefore, marketing and sales teams working together is one of the many benefits of adopting CRM.
Image: Importance of CRM in Organizations: 6 Benefits for Growth and Efficiency
The importance of CRM for the automation of marketing processes
As mentioned in the previous topic, the CRM tool is very important for the good performance of the company's marketing team, and one of the reasons for this is the possibility of automation of processes Of marketing.
With the tool, it is possible to gather everything in one place: automation in the lead capture process, creation of campaigns and sales actions with the existing base, automation of the sales funnel and even customer retention work.
Therefore, 4revops develops landing pages , pop-ups, chatbots and other online campaigns connected to the CRM to segment and direct the generated leads. Once this is done, it is possible to count on intelligent nutrition through optimized segmentation. In this way, the lead is attracted to the sales funnel, and each stage of the funnel has an automation configured to guide the contact to the next stage, until reaching the sales goal.
Practical evidence: Customers of an integrated CRM/marketing platform report consistent gains in the first few months. According to HubSpot's ROI report, after six months, there were 107% more inbound leads in Marketing Hub and 35% more closed deals in Sales Hub; in support, the ticket closing rate grew by 28%.
Furthermore, 76% of users report increased productivity with unified data and automation. These figures reinforce that automating with CRM accelerates results without losing customer insight.
Greater analytical vision for the business strategy
With the information generated by the CRM, it is possible to better understand the behavior and buying habits of customers. Therefore, the data provided allow greater knowledge of consumers, contributing to accurate and effective decision-making. Therefore, the analytical view provided by CRM is one of the benefits of this tool in the business strategy of any company.
For analytics to generate real impact, CRM metrics must connect to business metrics (revenue, margin, CLV). Research shows that high-performance organizations translate marketing KPIs (reach, consideration, MQLs) into financial indicators combined in a business measurement model, built in partnership between the CMO and CFO, to guide decisions and budgeting.
This alignment reduces the gap between marketing and growth efforts, accelerating test-and-learn cycles. See the discussion on business metrics.
Increase in the average ticket of customers
As already mentioned, the data obtained through the CRM software allow the elaboration of better strategies and decision-making. An example is the possibility of carrying out numerous actions that help increase the average value of tickets, such as upsell and cross sell.
After all, with the information generated by the CRM, it is possible to identify the profile of customers who usually perform upgrades on the company's services or products. That way, when profiling these customers, sales teams know which leads to contact to offer another product/service or the possibility of an upgrade.
In addition, it is also possible to monitor the preferences and buying habits of each customer, so that the sales team can offer the right products at the right time and to the right person. All this makes the consumer feel understood, after all, the company always offers exactly what he needs.
Increasing ticket sales requires discipline in cross-selling and upselling based on data. Best practices include mapping complementary products by segment, using CRM behavioral triggers (usage, recurrence, NPS), qualifying offers based on value rather than volume, and measuring contribution to CLV, avoiding offers that increase short-term revenue but increase churn.
When the team works with target lists and arguments driven by CRM data, approaches are more relevant, the acceptance rate increases, and the value per customer follows suit.
So, these are 6 of the many benefits that the customer relationship management strategy provides to companies. Therefore, the importance of CRM for the success of any business is clear. After all, this strategy allows you to close more sales, satisfy and retain customers and, therefore, generate more profit.
Summary: CRM, combined with specialized software, places the customer at the center of the business and offers benefits that boost sales, loyalty, and profitability. Key benefits include improved relationship management, more agile sales processes, marketing and sales integration, campaign automation, advanced analytics, and an increase in the average ticket. With centralized data, companies can personalize approaches, improve the experience, and reduce rework. Automation, integrated into the funnel, guides leads to purchase and boosts productivity. Analyzing habits and preferences enables timely upsell and cross-sell strategies. This combination strengthens operational efficiency, increases customer satisfaction and loyalty, and sustains profitable growth in today's competitive landscape.
Want to know more about how to increase your business sales? So, understand right now how to increase the conversion rate in the sales funnel!
CRM Benefits for Business Growth and Efficiency
What is CRM and why is it important for businesses?
CRM (Customer Relationship Management) is a strategy, combined with software, that puts the customer at the center of the business, aiming for satisfaction, loyalty, and increased sales. It blends processes, technology, and teams to deliver personalized interactions at scale.
How does CRM improve customer relationship management?
CRM centralizes all customer information in one place, enabling personalized approaches, increasing sales team productivity, and strengthening loyalty.
How does CRM optimize the sales process?
The tool consolidates the entire sales funnel in a single system, helping identify leads ready to buy, reduce wasted time, and boost conversion rates by focusing on the right prospects.
How does CRM facilitate collaboration between marketing and sales?
With centralized data, marketing can segment, nurture, and qualify leads, while sales receives more prepared contacts to close deals. This avoids duplication, improves communication, and increases efficiency.
What is the role of CRM in marketing automation?
CRM integrates lead capture, campaigns, nurturing, and retention into automated workflows, using tools like landing pages, pop-ups, and chatbots to guide prospects through the purchase journey in a segmented and scalable way.
How does CRM contribute to strategic analytics?
CRM provides data on customer behavior and purchasing habits, enabling insights that guide business decisions and optimize investments based on metrics linked to financial outcomes.
How does CRM help increase average customer ticket value?
With detailed data, businesses can identify upsell and cross-sell opportunities, offering complementary products and services at the right time, increasing average customer value and recurring revenue.
Portugal