Our Business Development Manager, Cameron, has been in the sales trenches and knows one thing for sure – personalisation isn’t just nice to have, it’s everything.
Cameron Gibson – BD Manager
He’s watched sales teams transform their results by actually using their CRM properly (imagine that!), making every message feel like it was crafted just for that prospect. In this blog, Cameron shares his real-world approach on how the right CRM approach helps sales teams connect with leads, nurture relationships that actually go somewhere, and turn conversations into customers.
How can CRM help sales teams send more personalised messages to potential customers?
In the corporate world, we understand ‘personalisation’ isn’t just a buzzword; it’s the bedrock of modern sales. A CRM should empower a sales team to build detailed customer profiles. We’re talking more than just names and titles. We capture interaction history, purchase patterns, pain points, and most importantly, company goals and objections. This data allows sales reps to segment their audience with laser precision.
Having the ability to send a message tailored to a specific industry, addressing a unique challenge they face, or referencing a recent interaction. That level of personalisation builds rapport, shows you’re genuinely invested, and ultimately, drives conversions.
Why is email marketing important in B2B sales, and how can companies get more leads from it?
‘Email marketing is DEAD!’ These are the words of someone who has not seen the impact that email marketing can bring within any industry, DTC or B2B. Email Marketing is cost-effective, direct, and measurable. At WeDoCRM, we see email marketing as a core component of a robust lead-generation strategy. It’s about building relationships, not just blasting out generic messages and sales blurbs but giving without taking.
To get more leads, companies need to focus on delivering value. This means:
- Segmented Campaigns: Using CRM data to send highly targeted emails.
- Valuable Content: Sharing insightful articles, case studies, and industry reports.
- Automation with AI: Setting up automated email sequences to nurture leads through the sales funnel. Then, tailoring using AI with different messaging is dependent on the response.
- Personalisation: As mentioned before, tailoring messages to individual needs.
- Clear Call to Action: Guiding prospects towards the next step.
- Data Analysis: Monitoring open rates, click-through rates, and conversions to refine campaigns.
WeDoCRM has a talented team that could easily assist with managing email marketing platforms, providing the data and automation tools needed to execute effective campaigns.
Want to see how we can enhance your email marketing? Learn more here: WeDoCRM Email Campaign Management.
Since more B2B buyers prefer digital communication, how should sales teams adjust their approach?
Digital communication is no longer an option; it’s a necessity. Over almost a decade of working in a sales team, I have seen a massive shift to a multi-channel approach. Sales teams need to be proficient in using various digital tools, this can include the old-fashioned call to a WhatsApp voice note.
Ultimately, it’s about the individual prospects’ preference when it comes to communication and my rule is to ensure they know I am here to help and assist at any point in the buying journey.
B2B sales cycles are long—how can CRM help keep potential customers interested and moving forward?
Long sales cycles demand consistent engagement and nurturing. I believe this is dependent on the sector they operate in and ultimately the individual urgency of the prospect.
AI & Automation working with your CRM can make life a whole lot easier for the sales team by using the likes of Automated Workflows, Lead Scoring, Content Nurturing, Activity Tracking, Reporting and Analytics.
This allows sales teams to provide a consistent and personalised experience, keeping potential customers engaged and moving towards a successful close.
Ready to Boost Conversions?
BOOK A PERSONAL CHAT WITH CAMERON →
Discover how your sales team could be leveraging your CRM for truly personalised outreach that converts.
No sales pitch. Just honest advice from someone who’s been there.
“Cameron’s insights helped us increase our email response rates by 34% in just two months. He knows his stuff.” – Marketing Director, Tech SaaS
