Every successful business knows that customers matter most. Good customer relationships need to be a top priority, but nurturing those relationships takes a lot more time and strategy than the occasional email to your contact list. This is where customer relationship management — also known as CRM — comes in.
CRM refers to software that helps businesses store data on their prospects and customers – contact information, sales opportunities, resolved issues, etc. You might be thinking, “Do I really need software for that? Won’t an Excel sheet suffice?” CRM has gotten smarter over the years, meaning nowadays it does a lot more than just log information. Modern CRM software works hand-in-hand with marketing and sales. And when it comes to all three, nothing beats HubSpot to help you handle customer relationships like an expert.
Why HubSpot is the Best CRM
HubSpot is a CRM that also provides marketing, sales, service, content management, and operations software (called hubs) in a holistic manner. Their hubs specialize in inbound methodology which focuses on drawing and keeping the right customers. This makes their CRM smarter and more effective than others on the market, and certainly better than your average Excel sheet. Because HubSpot specializes in inbound methodology, all their hubs nail lead nurturing, both separately and collectively. A CRM that can nurture leads gives your business an edge.
CRM Should Nurture Leads
Lead nurturing is about building relationships with leads (potential buyers) at every stage of the customer journey. There are lots of reasons you should nurture leads:
- Maintain constant communication. Lead nurturing assures that your prospects don’t slip through the cracks during the customer lifecycle.
- Locate pain or interest points. No two prospects are the same. With lead nurturing, you’ll be able to answer the question, “What is this prospect looking for?”
- Find opportunities to upsell or cross-sell. Customers sometimes don’t know how much they need. You’ve probably experienced conversations with customers where they said they only needed one service. Then by the end of the meeting, they’re dumping out all the other issues they’re having that your business can solve.
- Get referrals. Good customer service almost always speaks for itself. When your leads are nurtured throughout the customer journey, they’ll speak highly of your business without you even needing to ask for a review. You’ll even be surprised by how many referrals you get from prospects that don’t convert if you nurture them correctly.
Lead nurturing is a combination of marketing and sales. The marketing side finds out what your prospect needs and how to keep them engaged. The sales side figures out what products or services would work for the prospect and how to close the sale. A CRM worth its money needs to do both. Companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost, and nurtured leads experience a 23% shorter sales cycle.
3 HubSpot CRM Features You to Know About
HubSpot’s Marketing and Sales Hubs are their CRM’s best friends. That’s why their customers see a 74% increase in deal close rates after 12 months when they have both hubs in their bundle. But we’re going to focus just on their CRM to prove to you what it can do on its own. Here are three of the best of HubSpot’s CRM features.
Advanced Data on Contacts
HubSpot’s CRM can store up to one million contact and company records. It automatically tracks every prospect and customer’s email communication with your team, recorded calls, and sales notes to their timeline. This makes reconnecting with cold leads more efficient!
List segmentation is the practice of separating your contacts into specific and targeted categories. Your contacts may be grouped by industry, certain demographics, where they’re at in the customer journey, etc. These lists provide a greater understanding of your customer’s unique needs and help you market to them more effectively. One of the ways HubSpot’s CRM helps you segment these lists is by automatically logging and updating customer deals and sales activities.
HubSpot’s CRM is a beast at automating workflows. You can book meetings, chat live, record sales calls, schedule reminders, and assign tasks all within the CRM. You can even communicate with clients using email templates! When a lead opens up an email, downloads something, or even clicks a button, your team will be notified so you can nurture those leads effectively.
Expect More From Your CRM
Brian Halligant, CEO and co-founder of HubSpot, once said, “It’s not what you sell that matters as much as how you sell it.” The difference between a bad CRM and a good one can make or break a sale. CRM doesn’t live in a silo anymore. It’s an integral part of marketing and sales. With HubSpot’s emphasis on inbound methodology and nurturing leads, its CRM is the clear winner.
If you’re interested in HubSpot solutions, talk to one of our team members. We’re a HubSpot partner that uses the platform ourselves and can attest to how revolutionary it is. When onboarding to HubSpot with Soulheart, you get a team of marketing professionals that will help you configure HubSpot to your unique needs, design professional templates for you, and more. Connect with one of our team members today to get started.
HubSpot CRM FAQs
HubSpot CRM is a customer relationship management system built on the HubSpot platform that helps businesses manage and organize their contacts, deals, and sales pipeline.
The HubSpot CRM integrates with a variety of other tools, including email marketing, social media, marketing automation, and more. It also offers an open API for custom integrations.
Yes, you can customize your sales pipline in the HubSpot CRM to match your specific sales needs.
The HubSpot CRM tracks customer interactions by automatically pulling in customer data from email, calls, meetings, and more. You can also manually create notes and tasks to a customer’s record inside the CRM.
Yes, HubSpot CRM offers a variety of analytics and reporting features, including pipeline and deal reports, as well as a dashboard to track other Key Performance Indicators (KPI).
Yes, HubSpot CRM offers a mobile app that makes it easy to access and update on-the-go.
As an Solutions Partner, Soulheart can set you up with a demo showing you a customized preview of how the CRM can benefit you, set you up with a free trial, get you accurate pricing based on your needs, and onboard your company/organization to the CRM.