Although data has long been deeply rooted in the hearts of the people, a considerable proportion of B2B companies still rely on intuition rather than customer data in their management and strategic decisions. The constantly changing B2B market shows the customer-centric trend and pattern. The CRM customer management system can help you make better use of customer data and maximize your potential as a B2B enterprise.
Turn data into observation
In addition to using customer data to continuously improve communication experience, what you need to focus on is how to transform these data into decision-making basis, so that these data can give necessary references and perspectives for the development of the enterprise. Only 43% of the 500 B2B industry executives determined that their company’s data "is well integrated, intuitively presented, and reasonably shared." In other words, most companies still cannot absorb and use these data to get opinions, let alone use the data to improve the experience and sales process.
Nowadays, large companies are beginning to try to use AI artificial intelligence to build decision-making systems. High-end analysis engines can match data with established customer behavior patterns to obtain valuable information from raw data and help companies build smarter Sales process. Regarding small and medium-sized B2B companies, they cannot adapt to this type of data scale and cost. Therefore, a CRM system that integrates business intelligence is more conducive to small and medium-sized companies using customer data to establish a reasonable and simple sales process.
Use data for sales automation
In addition to providing perspectives on communication and strategic decision-making, customer data can also effectively improve the work efficiency of customer sales staff. When an enterprise is using CRM, if customer data is purposefully organized and correlated with existing business standards, customers will be able to greatly simplify the actual operations of sales staff in managing customers and conducting sales activities, for example, according to a certain customer Attributes classify customers, automatically detect which are high-quality potential customers, integrate data in the environment before and after the business, and give perspectives to sales staff, and get customer instructions and message prompts in the process of following up customers. These CRMs The characteristics of the use of customer data will help sales staff to get rid of complicated affairs, and then have more time to interact with customers in important links.
Using CRM to manage customer data can assist B2B companies in providing a basis for business strategic decision-making, and can also improve the efficiency of the sales team. Customer-centric marketing and sales are becoming more and more data-driven, and this trend has significantly changed business operations.
Although there are more and more B2B companies that value data, we must overcome another test: to figure out how to use these data reasonably. Therefore, please follow the article to collect and use your customer data, and use a suitable CRM system to make these data into a practical view.