Traditional CRM Software vs. Marketing Automation Software

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There seems to be a lot of buzz around CRM software and marketing automation. If you aren’t really sure what the difference is, or why you are being told to use your CRM software as part of your marketing strategy, you’ll want to read on.

Traditional CRM software focuses on sales, while marketing automation software focuses on marketing. Okay, you probably already figured that much out. So let’s delve in a little further. CRM traditionally tracks customer information such as name, address, email, phone number and purchases along with complaints or calls for customer service.

On the flip side, marketing automation software streamlines and automates the marketing process and then provides tools to measure the success. Marketing software stores similar information such as names, address, email, phone number, etc. Marketing software lets you follow a prospect’s activities at the top of the funnel. For example, when they opened an email, visited a website, stopped by a social media site. Marketing software also lets you schedule your marketing campaigns.

The goal of marketing automation is to foster leads and prepare them for the sales team once the lead reaches the bottom of the funnel. This is where most companies begin to track the interaction with the prospect who is now a customer, using CRM software. Now when the sales team speaks with a customer they see a full picture of whom that customer is thanks to the profile that’s been built.

CRM software can become part of your marketing strategy. Most CRM packages will integrate with marketing automation software. Of course, you will need to do your homework to find the best blend for you. Newer CRM programs are also being released with a marketing component built right into them, which is the perfect scenario.

By integrating your marketing with your CRM, it provides some powerful information. Now the sales staff knows a lot about this prospect before they ever have made their purchase, which sets them up to better do their job. In addition, integration allows the tracking of the entire time in the pipeline. Depending on the product(s) being sold this can be a slow process. Knowing all of this helps to better determine the success of a particular marketing campaign and whether changes need to be made. You can also easily determine your ROI, which is important.

In today’s hi-tech world, your CRM and marketing software should be fully integrated if you want to really have a streamlined approach to sales.

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Autor: Sanjay Sauldie

Sanjay Sauldie, born in India, grew up in Germany, studied mathematics and computer science at the University of Cologne and did his Master of Sciences (M.Sc.) at the University of Salford (Manchester, UK) on digital disruption and digital transformation (2017 ) and was trained at EMERITUS (Singapore) in the MIT method of design thinking (2018). He is the director of the European Internet Marketing Institute EIMIA. He was awarded the Internet Oscar "Golden Web Award" by the international world association of webmasters in Los Angeles / USA and twice the "Innovation Award of the Initiative Mittelstand" and is one of the most sought-after European experts for digitization in companies and society. In his lectures and seminars, he ignites a firework of impulses from practice for practice. He succeeds in making the complex world of digitization understandable for everyone in simple words. Sanjay Sauldie fascinates his listeners with his visual language and encourages them to put the valuable tips into practice immediately - a real asset for any event!

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