4 Top Benefits of Using a CRM for B2B Companies

Abby Gilmore

Writer

December 26, 2022

10 min read

Using a CRM for B2B system can bring many advantages for all types of businesses. No matter if your business is big or small, and no matter if it works with other businesses or directly with customers, CRM systems can help you grow your business and save time.

Simply put, a CRM system can help your business monitor your customers through every stage of the buying journey. But more than this, it can also help you nurture relationships after purchases. Ultimately, this kind of system collects, stores, and analyzes customer data and turns this data into actionable insights. This will allow you not only to improve communication but to also automate workflows, which will boost overall customer experience.

Differences Between B2B And B2C Businesses

B2B and B2C businesses need to be run differently. Some of these differences rely on the specifics of B2B organizations, including:

• they usually reach out to a small target audience
• they deal with fewer leads
• the sales cycles are usually much longer
• customers make buying decisions using analysis and based on reason, not based on emotions
• the buyer’s journey is more complex
• the average value of a deal is higher
• whenever you need to make a purchase, there are usually multiple decision-makers.

But how can a CRM system help your B2B company?

The truth is that it will impact multiple areas including customer service, sales, and marketing. But when you’re using a CRM system, you’ll also notice the smoothening of the workflows as well as making better-informed long-term decisions.

Although businesses that deal directly with customers can also benefit from using a CRM system, today we’re only focusing on B2B companies.

4 Top Benefits Of Using A CRM For B2B Companies

Customer Service

As we mentioned above, one of the areas of your business that will be impacted by the use of a CRM system is customer service.

The truth is that when you have all the information about who your customers are, the potential problems they’ve had in the past, and what their journey looked like, you can certainly offer better customer support.

With a CRM system like Flowlu, your employees will be on top of all customers which will enable them to provide better support tailored to the needs of a specific customer.

If you are wondering why this is important, you need to keep in mind that consumers’ expectations regarding personalized experiences have grown a lot in the last few years. Although this is important in all types of businesses, it is especially important for B2B companies. After all, they are the ones who usually work with a small number of high-value customers who are always expecting the best for their money.

It’s also worth remembering that when you offer a great customer experience, it will be more likely that you increase customer retention rates. In addition, all this data collected by your customer service reps can also be used by your sales and marketing teams. As you can see, using a CRM system, you’ll also be improving the connections and communication between different departments.

Marketing

If you decide to use a CRM system for B2B companies like Flowlu, you also see your marketing improve. With so much data available, your marketing team will be able to connect with customers and leads more efficiently.

One of the main reasons why you should consider using a CRM system is to improve your targeting. After all, you’ll be able to target not only people who may be interested in your product or have at least shown some interest in it in the past. Since you have a wide range of information about your customers from demographics to online behavior, and geolocation, among others, you” be able to come up with the perfect personalized message.

We are talking about personalized messages because your customers are always looking for the ultimate experience. And this is exactly what you can offer them when you’re using a CRM system. With a system like Flowlu, you can not only target the right people, but you can target them with the right message. After all, the message that you send to a customer who is in a stage should be different than the message that you sent to a customer who is in a different stage, or even different when you’re trying to approach leads.

Another great benefit of using a CRM system is that it will improve the communication and connection between your marketing and sales departments. After all, both departments can gather important information during their day-to-day activities and then share them.

Sales

When you’re looking to grow your B2B company, the first thing that comes to your mind is how a CRM system can help you grow sales.

Using a system like Flowlu can help you in many different ways from contact management to lead qualification, and even tracking leads’ progress.

Contact Management. This is a very important aspect of any sales process for all types of businesses. However, it is even more important in the case of B2B companies since they need to reach out to the same lead several times in different stages to close a deal. When you’re using Flowlu, you have access to your entire database organized in the way you want. You can keep records of all the calls and emails that were exchanged between your company and the customer. As you can easily understand, this will not only save you a lot of time but will also simplify the process.

Lead Qualification. Whenever you are looking to get more leads for your business, you need to find a way to prioritize them. It’s natural that while some leads may be closer to doing business with you, others need more time to be nurtured. With Flowlu, you can easily sort your leads according to your own criteria. By displaying this information in the CRM system, everyone within your company will know how to set their priorities, who and when they should contact, and even the best way to approach the lead.

Tracking Leads’ Progress. When you’re using Flowlu, you can easily monitor the progress of your lead inside the sales funnel. This will allow you to see how active the lead is as well as it will be crucial to determine the best time for a follow-up message. It’s also important to note that customer data continues to be updated throughout the post-purchase stage as well. So, when you want to attempt an up-sell or offer a contract renewal, it will be easier to recognize the best moment to do it.

Organizational Areas

One key aspect that can’t be forgotten is related to the organizational areas of your B2B company. This is something that can also be improved by using a CRM system like Flowlu since you’ll be able to automate different activities and processes.

When you’re using Flowlu, you can start by automating data capture. You can use a web form on your website for example, which will allow you not only to save time but also avoid confusion and errors.

Another aspect that can be improved when you are using a CRM system is task delegation. The main goal is to smoothen and speed up the workflows not only across the different departments but also inside a single team. Between setting up that when one task is done is automatically assigned the next one to the next employee to getting notifications about what each one should do, Flowlu can help you with all this automation.

Bottom Line

Gathering all your B2B data, storing it, and prioritizing it will make your business run smoothly. Not only in the present but also in the future considering that you’ll be able to make better long-term decisions.

Even though we only mentioned 4 benefits of using a CRM system by B2B companies, there are many more. You may also use it to change your target market, improve product planning, or even rethink your recruitment strategy.