A CRM integrated with other tools brings enormous benefits to companies. The processes become more fluid and puts the technology within the company completely. However, you need to be right in choosing the system so that it integrates with the platforms you actually use.
Within this reality, technology is obviously indispensable for those companies that want to sell more, better and reduce operating costs.
That is, having a lower CAC (Customer Acquisition Costs) and a reduced sales cycle.
Companies that achieve this, in addition to having already undergone the so-called “digital transformation” in their processes, have something else in common.
A CRM integrated with other important tools that act in the prospecting, relationship, qualification, sale and retention of leads and customers.
Today’s article expands its horizons to the possibilities that companies have with a CRM integrated with other platforms.
Let’s check it out?
What does it mean to have an integrated CRM?
An integrated CRM is a sales system that, natively, connects with other tools and allows the exchange of information between them.
Natively as they integrate the API and do not need a third tool (which would cost more) to complete the mission.
This is an important point, by the way: your CRM needs to have the API open.
This will allow it to integrate with any other platform that also has this feature, excluding the need for third parties.
So, when you have two integrated systems, you can pass any type of information one to one in an agile way.
This, of course, increases the productivity and assertiveness of any process you have in your company.
It’s productive because it’s agile: no one needs to copy and paste information from tool A to tool B.
And it is assertive because, in the middle, no data is lost.
You see, imagine if you had to copy the data for each lead generated on your marketing automation platform to your CRM.
In addition to taking a long time, the company would be susceptible to human error.
A letter out of place, a missing number and, well … an opportunity that was missed.
The benefits of an integrated CRM
A good CRM is not limited to integrating only with a specific website or type of platform.
The company that provides this service needs to think about the whole, it needs to have a strategic planning in fact.
It is essential that she understands business, your business. Only then will she know what tools you use to understand which integrations make sense to customers.
An integrated and complete CRM allows companies to:
- Integrate with your website forms;
- Receive leads from Facebook campaigns;
- Receive leads from chat services and WhatsApp;
- Capture leads on LinkedIn;
- Import database via spreadsheets;
- Integrate with inbound tools;
- Buy leads from approved partners;
- Receive leads via API from other systems
If you want to know more about integrating with CRM CWT, click here.
5 examples of what you can do with a CRM integrated with other tools
When you have a CRM integrated with other tools, basically any step in your process can be optimized.
The speed and assertiveness you put into each action determines not only the amount of opportunities you can handle, but the quality of your work.
That means: by eliminating bureaucratic and time-consuming tasks such as copying and pasting information, you have more time and energy to be didactic and consultative with your client.
Which, we know, is essential to gain his trust and keep him going on his buying journey.
For you to better understand what a CRM integrated with other tools provides, we have separated 5 examples of what is possible to do.
1 – Turn doubt into opportunity
A doubt is an opportunity. The difference is whether you will prepare yourself and see it as one.
With a CRM integrated into your website, however, any questions, suggestions, requests for information … all of this will be a sales opportunity.
Here, two elements are important.
- What you already know, the integration between website and CRM.
- Automatic actions that your sales software has.
It works as follows. As soon as a visitor fills out the form asking for the price of their subscription plans on your website, two things automatically happen.
- The registration of this lead enters your customer portfolio;
- An opportunity, with all the data filled in, is opened in the funnel you defined.
You see, all of this needs to be previously configured by you for it to happen this way, automatic and agile.
So, if prices are requested, you can configure so that the contact falls in the first stage of your pre-sale funnel.
There, the SDR will contact you, learn more about the needs that the potential customer has.
If he says he is interested, you take him to the next steps.
Easy, right? Look how much agility you have gained from these simple actions.
The lead will never cool that way. As long as, of course, you call him at the right time. But it’s up to you!
2 – Speed up contact with your leads
Not only with websites integrated with your CRM, you can speed up contact and customer service in your company.
Marketing automation platforms, chatbots, online chats and WhatsApp can and should also be connected to your sales software.
So, let’s follow the same logic to exemplify here.
Let’s say you produced a rich material plus funnel depth. That is, more specific content, detailed about your solution.
And you understand that if someone downloads it, it is because they are interested in, at the very least, better understanding the solution you sell.
So, let’s trigger your CRM’s automatic actions with the marketing platform.
As soon as the lead completes the registration, the same action mentioned above happens.
- Registration in your customer base;
- Open opportunity with data filled in the specified funnel.
What if you are qualifying leads with your chatbot? The logic is the same.
But we can go further. Automatically schedule the triggering of an email after your conversation via chatbot (for that, of course, you need to have requested this data from the lead).
In this message configured in a template within your integrated CRM, invite the prospect to a demo schedule.
You will only need to trigger a trigger on your chatbot platform to determine when that contact will be sent to your CRM and the actions mentioned above will be initiated.
3 – Improve sales pitch
Sales pitch is a living organism. It will never be 100% ready, not least because the needs and focus of customers change.
So one thing is for sure: you need to constantly improve it. It is essential to have an efficient sales training but, above all, have inputs to work with.
A CRM integrated with webphone provides this information for you.
We can continue with the example above – even for you to see that everything is connected and correlated.
The opportunity generated by the automatic action triggered after the conversion of a rich material appeared, say, in the pre-sales funnel.
The SDR made a qualifying call. The webphone is integrated and you dial from within the opportunity.
Once closed, it is recorded and the professional assigns an evaluation to the call: relevant or not relevant.
Now multiply those leads within the sales routine. We will certainly have several. But what about their quality?
How was the conversion rate after that contact? Low? Well, then it’s time to listen to the recordings. Where are you failing?
What mental triggers could you have used? What questions did you ask or did you not ask?
Write it all down and create a standard sales script to follow (don’t blindly, of course, adapt to the customer’s needs).
But it is important to have this guide to know the qualification prerequisites. Something that only happens if you have a CRM integrated with your approved telephony provider.
And, well, think that this is for pre-sales, sales, customer success, support … basically any area that manages the relationship with the customer via CRM.
4 – Generate leads on social networks
Understanding how to prospect on LinkedIn and apply Social Selling techniques is an important competitive advantage, especially in B2B sales.
And when you have an integrated CRM, this is a task that you can handle in an easier way.
CWT has a extension for Google Chrome which allows you to capture leads on the social network and launch them directly in CRM.
With the extension added, it will be available in each profile of potential customers.
Take the initial approach and, if the lead shows interest, use the CWT extension.
Here is a step by step how you can do this.
Or you can simply activate cold calling 2.0 or cold mail strategies. If so, already capture those leads, register them and put them in your pipeline.
From then on, you already know what to do, don’t you?
Use the other integrations that your CRM has and, along with the automatic actions, relate, qualify, sell and retain inside the tool.
Oh, don’t forget also that you have a CRM integrated with the Facebook Leads Ads platform.
The results of your sponsored campaigns, that is, your leads, go directly into your sales software.
5 – Sold? Notify your ERP
Last but not least (quite the contrary) is the integration of CRM with your ERP.
So, let’s follow the examples above. You qualified, did the sales demonstration and now sent the business proposal to your customer.
He took advantage that his CRM has a native electronic signature and is waiting for the customer’s “yes”.
As soon as he presses “accept”, you can trigger some triggers.
- Send it to the payments funnel or contracts;
- As soon as it actually pays, you send the information to your ERP to manage it there too.
Easy, right? Here is a tutorial on how to integrate with one of our partners.
CWT is an integrated CRM with which platforms?
As you saw, a good CRM system should cover the entire life cycle of the customer, from beginning to end.
He must be the centralizer of everything. That is why it is so important that you have a CRM integrated with other platforms.
CWT has integrations with several tools. We highlight the main ones for you:
- Forms on your Site;
- RD Station;
- Create opportunities directly through LinkedIn;
- Chat Tawk.to (on the website);
- Chat Tawk.to (in proposals);
- Exact Spotter (Exact Sales);
- Web site;
- Google Calendar;
- Google Forms;
- Office 365;
- Super logic;
- Facebook Ads;
Among others. Always check this link to see the updated integrations of CWT.
So, how can we help you?
If you want to know more about how a CRM integrated with your tools works or were unsure about the article, talk to a consultant whenever you need to.
Enjoy and read two articles that will help you qualify your processes and delivery.
The first talks about the importance of process automation in sales: what is it and how to do it?
The second covers strategies, tips and practices to qualify all stages of the funnel in your company.
A hug from CWT, your CRM. #RunCWT