6 Reasons Why SaaS Companies Should Consider Investing in CRM Software
January 20, 2023
The journey of a B2B buyer is never easy, and so is selling a SaaS business to such buyers. Even SaaS businesses have buyers who are window shoppers and prefer to look around and think twice or thrice before vending out the money from their pocket.
Today, B2B customers are apprehensive and calculative about how they spend their money.
While you might see customers showing interest in your services by visiting your website, not all of them try the free trial you offer.
This means you can’t let go of customers who take the pain of using your SaaS tool on trial.
That’s where you need a SaaS Customer Relationship Management (CRM).
Today, successful businesses are the ones that spend on a CRM to bring their marketing and sales strategies together and nurture their leads.
In this article, we discuss what SaaS CRM is, explore when you should consider getting a SaaS CRM, and list reasons for investing in this software.
What is SaaS CRM?
SaaS CRM is a service that SaaS companies use to manage their sales, customer service and call centre software operations, and marketing.
Whether you’re a large, medium, or small sized-company, or a sales consultant, you need to drive sales to keep your business running.
For this, you require a solid SaaS CRM to manage your contact, build sales pipelines, keep your team on the same page, simplify processes, get instant updates on deals, and build relationships with current customers.
Some of the best SaaS CRM for consultants help you reach many people quickly, convert them into paying customers, and ensure they stick around with your business for a long time.
Interestingly, these SaaS CRM are much more user-friendly and affordable than the typical on-premise CRM solutions, making them a preferred choice for small and medium-sized businesses and sales consultants.
When should you consider getting a SaaS CRM?
Apart from helping you cover every aspect of customer relationship management, a SaaS CRM gives you an overview of your customer’s buying behaviour. This helps you monitor performance, manage sales workflow, and generate more leads.
Implementing the SaaS CRM at the right point in your business is the key to success, as it helps you capture the right customers at the right time. But, the question troubling hundreds of consultants and marketers is when to get and implement a SaaS CRM.
If your answer to the majority of the following questions is a yes, it’s high time you search and implement a CRM tool impacting your bottom line while helping you expand your customer base.
- Is your sales cycle longer than one week?
- Does your business have more than ten unique customers?
- Are you having a separate team for marketing and sales?
- Do you have more than 30-35 leads in your sales pipeline?
- Are you searching for robust customer support for your team?
Reasons SaaS companies should consider investing in CRM software
If you’re building your SaaS business, you require some of the best SaaS tools to make a difference to your bottom line, and CRM is one such tool. Here are a few reasons you should consider investing in SaaS CRM tools:
1. Increases SEO
SEO is an important contributing factor to the success of a SaaS company. But what is SaaS SEO?
SaaS SEO is the process of increasing organic traffic by reaching top rankings in the search engine result pages for a specific keyword.
But, how do you find relevant keywords for your business, especially when the internet is overflowing with too much information?
You’ve various keyword research tools. But these research tools provide information based on the internet’s intent and not based on what your customers search for.
As CRM keeps a record of all your conversations with your customers, pay attention to the keywords customers use and create blog posts and content based on them. These conversations give you content ideas and help you fill potential content gaps.
When you fill content gaps and share information customers want, search engines will rank you higher in the SERPs.
2. Enhances lead management
CRM tools help you acquire new customers by allowing you to visualize the sales pipeline and drive more leads.
As you see your entire sales pipeline in one location, it becomes easier to identify and know where each lead is.
Using a CRM, your leads move from one stage to another, ensuring a smooth flow in your sales pipeline and ensuring customers don’t face any bottlenecks throughout the process.
In addition, as CRM provides integration with valuable tools such as email and content management, it becomes even easier to convert leads into long-term paying customers.
3. Retains your customers
Customer retention is valuable for every company looking to grow its business. According to research, CRM tools improve customer retention by 27%, and such businesses find it easier to retain customers than those without a CRM tool.
CRM is a twofold tool that works by helping you search for new leads while retaining existing customers.
CRM tools provide a seamless place for customer service representatives to manage disgruntled and dissatisfied customers on time.
4. Creates precise customer records
After successfully acquiring customers, your biggest hurdle starts! As you have important customer information, such as their likes, dislikes, purchase behavior, and purchase history, you must store it as a single cohesive unit.
As your SaaS CRM stores every single interaction, it ensures smooth and seamless communication.
This gives you access to the information you might otherwise ignore, leading to smarter business decisions.
5. Helps in automating manual tasks
Automation is critical for improving the productivity of any business, and it’s one of the biggest benefits of SaaS CRM tools.
CRM systems have tons of automated features allowing users to reduce admin-heavy tasks, such as managing the sales pipeline efficiently and manually pulling together reports.
In short, it reduces duplication and ensures complete automation of the repetitive process to save time. You can use this time to set up your workflows.
It gives you time to focus on other priorities, such as managing customer relationships, improving customer retention, and driving more sales. Interestingly, tasks you automate include setting reminders, creating tasks for employees, and scheduling calls and meetings.
6. Creates a sales pipeline
Did you know CRM tools help in closing 72% of deals?
With so much at stake, your business needs to invest in a CRM tool.
Apart from helping you keep track of the marketing metrics with custom reports, these tools predict your sales pattern and help you set realistic goals and track performance.
SaaS CRM seamlessly works as a single communication channel with your customers. You don’t have to call your prospects, check in on customer issues on social media, and send follow-up emails. While you conduct your business, CRM takes care of that.
Besides serving your customers, CRM assists in various marketing activities like remote training sessions, live demos with executives, and follow-up email campaigns.
These tools give information about previous interactions with your customer service team, how your team supported customers, and the resolution your team gave. All this information helps in a genuine discussion with customers and builds trust.
You end up delivering a seamless customer experience. As a CRM helps build your sales process, every sales representative in your team knows their role and the next step in the sales pipeline.
This helps your business grow and accelerate and allows you to make changes according to the current marketing requirement and business needs.
Build a solid and loyal customer base with a powerful CRM
Over the past few years, CRM has helped B2C companies form meaningful and long-lasting customer relationships. It’s time for B2B companies to jump on the SaaS CRM bandwagon to witness a multi-fold increase in sales conversions and customer retention.
But with a bunch of CRM software out there, choosing one that positively impacts your business is challenging. Typically, a CRM ideal for B2C companies might not satisfy the requirements of a B2B business.
That’s why you have B2B SaaS CRM tools offered by companies like HighLevel.
Choosing the right CRM is the key to success as it helps you gather valuable data on customer interactions. You can analyze and use this data to better understand your customers’ requirements.
Priya Jain has been copywriting professionally for over eight years. She has attained an engineering degree and an MBA. She teaches math, spends her time running behind her toddler, and tries new recipes when she isn’t writing. You can find her on LinkedIn.