Marketing 0

Sales Customer Relationship Management (Sales
CRM)
In the sales department, automation technology can bring significant
cost savings as well as facilitate scalability. Some parts of the lead
management process, especially at the top of the funnel, can be
delegated to chatbots. With chatbots, lead capture can be
conversational and use less formal forms. The programmable nature
of the lead qualification also makes it ideal for chatbots to take over
this process. Some advanced bots can also automate the lead-
nurturing process—or the middle sales funnel—by responding to
prospect inquiries and providing contextually relevant information
smartly.
Marketing technology has also grown in the area of account
management. Across industry verticals, salespeople spend a
significant amount of time on non-selling activities and
administrative tasks. With sales CRM, account information including
contact histories and sales opportunities is organized automatically,
allowing the salesforce to focus on the actual selling activities. The
massive data collected throughout the lead management process will
equip the human salesforce with the right information to take deals
forward.
Forecasting is also problematic for many businesses, as most
salespeople rely on intuition to evaluate every sales lead. The issue is
that every salesperson has a different quality of intuition, making the
overall forecast flawed. Predictive analytics enables the sales team to
make more accurate forecasts and allow them to prioritize sales
opportunities better.