CRM , or Customer Relationship Management , refers to a method, strategy or set of technical tools for managing and improving interactions with customers throughout the entire sales process. This method translates into an important tool in the sales context because it helps commercial teams organize information about customers, interactions and transactions, providing a more complete and detailed perspective of the sales cycle. The goal is to increase sales efficiency, customer satisfaction and business results. Among some of its main characteristics, it is important to mention: Centralized data storage : CRM is responsible for storing relevant data about customers, leads and sales opportunities, and previous interactions in a centralized location accessible to the entire sales team; Contact and lead management : allows the organization and monitoring of contacts and leads, facilitating prospecting in the sales process , segmentation, classification and prioritization of prospects; Interaction history : records the history of interactions with customers, including calls, emails, meetings and other activities.
Process automation : automates manual tasks, such as sending follow-up emails, assigning leads and follow-up reminders, freeing up time for activities that require greater strategy; Analytics and Reporting : Provides analytics and reporting tools that help you evaluate sales team performance, identify trends, measure campaign effectiveness, and make informed decisions. By adopting an effective CRM system, companies are Phone Number List able to improve the efficiency of sales operations, improve customer relationship management, and even boost consumer satisfaction within the sales process . This results in a more focused approach, with valuable information being captured. What is Sales Engagement? Sales Engagement is a strategy that refers to the strategic and proactive involvement between the sales team and customers throughout the sales cycle. It also boils down to the practice of creating meaningful, personalized and coordinated interactions across multiple channels to engage customers. This technique focuses on creating a unique experience for the consumer, using resources such as automation, personalization and coordination of activities in order to build solid relationships and increase the chances of prospecting customers.
This approach goes far beyond the traditional practices found in sales, aiming to provide a more strategic and valuable interaction throughout the commercial process within the Sales Engagement structure. Differences between CRM and Sales Engagement CRM and Sales Engagement are two distinct approaches in the context of sales operations. While the first is more focused on the efficient management of customer relationships, the second focuses on an active interaction and involvement strategy during the sales cycle. Additionally, CRM acts as a centralized tool for storing and organizing data related to customers, leads, and sales opportunities. It is designed to offer a consolidated and historical view of interactions, allowing the sales team to effectively manage relationships with consumers. In turn, Sales Engagement seeks customer-centric sales through more dynamic and entirely personalized interactions. It involves proactive strategies to involve consumers throughout the sales cycle, using a series of communication channels to ensure effective planning.