A good CRM solution should not only make full use of the sales force's experience and skills, but also eliminate human error as much as possible. The underlying logic is to remove the unpredictable human element from the process while leveraging the natural skills of good people. Based on this, AI artificial intelligence is introduced into the CRM customer management system, and it can be said that CRM sales lead scoring AI is stronger .
2. Cultivate potential customers
After scoring, high-quality potential customers will be followed up quickly.
What about the low-scoring leads that make up the majority?
High scores and low scores are not static. We must learn to look at it from a developmental perspective. Every clue of low scores may hide opportunities. Scoring of leads changes with ongoing interaction with customers. If a lead currently has a low score, think of it as the first step in building a good relationship with the customer in the future.
From another point of view, if the score of some clues has been low and there is no improvement despite the best efforts, the salesperson may wish to release it first, let the CRM system automatically cultivate it, and the salesperson will focus on the potential customers with high scores body. Art is all about white space, and sales work is similar. Leave space for yourself and customers to think, and sometimes retreat is the way to advance. After a period of nurturing (emails, activities, text messages, articles, etc.), and looking back at the low-scoring leads before, the customer has been subtly influenced, and the score has also become higher. Sales will not spend too much time on opportunities that seem to have no results in the short term. CRM will help sales automatically perform nurturing work, allowing them to focus on customers who complete orders faster.
3. Assign leads to the right sales
When we know the conversion probability percentage of each prospect, we can assign prospects to salespeople based on their respective areas of strength and historical performance. Experienced salespeople have the ability to take over customers with little chance of winning and help the company reduce the lead loss rate; novice salesmen in the team can also start from handling leads that are easier to close, and gradually learn follow-up skills.
ignore cold cues
Sales shouldn't devote too much time and energy to low-scoring leads. Zoho CRM's AI artificial intelligence allows sales to know whether a lead is worth spending time from the very beginning, and maintaining a healthy sales funnel is the basis for achieving performance goals. Temporarily abandoning low-quality leads can save a lot of time for sales and better serve high-intent customers.
Relieve the pressure on the sales team
When the sales team knows exactly which customers are easier to close and which ones need to be cultivated, they will take corresponding actions. Sales are all goal-oriented, and the AI-driven CRM system helps them focus on customers with high intentions, bringing sales closer to their goals, reducing the pressure of losing orders, and working with more confidence.
Since AI capabilities were embedded in Zoho CRM in 2017, more and more AI capabilities have been implemented in CRM application scenarios. In addition to the intelligent scoring mentioned in the article, AI artificial intelligence can also achieve intelligent prediction, intelligent automation, anomaly detection, best behavior recommendation and so on. The application scenarios based on generative AI in CRM will also be released. Whether it is decision-making AI or generative AI, it will empower users and bring multiple improvements in efficiency and quality.