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A Customer Relationship Management (CRM) system and a sales platform are the tools sales teams use to increase sales efficiency. But how do you choose which one is best for you? Many different types of CRMs and sales platforms are available, each with unique features. In this article, we'll discuss the differences between CRMs and sales platforms and give you the best software with both options to save time and money within the sales department.
A Customer Relationship Management (CRM) system is a software application that stores customer data and tracks relationships with customers and prospects. This includes all customer interactions, from initial contact through purchase completion. A CRM can also analyze customer behavior to improve marketing campaigns and identify new opportunities. The main purpose of using a CRM is to help businesses better manage their customer relationships to grow their revenue. A CRM is used for existing customers so that you can follow up with their journey within your company. It's a tool to ensure you can be as personal as possible with your customers. It's not necessary to manage your sales, find out more about sales prospecting.
A sales platform is an application designed specifically for use by sales teams. It allows them to manage leads, contacts, deals, forecasts, tasks, activity tracking, reports, etc. A good sales platform will also feature integrations with other tools, such as email marketing services or social media platforms. This makes it easier for reps to stay connected with their customers no matter where they are located or what channel they're using. Additionally, some sales platforms offer analytics capabilities that help managers better understand their reps' performance to make smarter resource allocation decisions. Find out how to increase your sales with these tools.
As mentioned above, sales platforms also manage leads, contacts, and deals for you. Sales platforms usually do this better than CRMs, as their funnel is designed specifically for the sales process.
The following platforms are the best in the market to get your sales team to increase performance and manage large portfolios without losing sight of what is important. You can use the following sales platforms for internal and external sales teams. You can make different workspaces on all platforms and invite all your sales reps to manage each team individually if you need to.
Top of the list is Leadcamp, an all-in-one sales engagement platform offering a detailed view of your processes, prospects, and opportunities. You can easily prioritize your prospects using Leadcamp's unique AI Heat Score, which measures the buying intent in real-time. On top of that, it also offers data-driven email cadences that autonomously adapt the prospect's journey based on their interactions. Next to all this, automated plays and rules, content management, website tracking, team insights, and more are also part of this platform.
With Pipedrive, you can customize your sales process and create stages to support your sales team, from prospecting to a closed deal. Pipedrive adds automation to your sales process so you can automate simple tasks and email software to track and manage your outbound emails.
Outreach has been increasing its focus on AI in recent years and has developed great features in AI and forecasting to prepare for the future. It offers you the things you need to manage your whole sales process. From sequences, analytics, and A/B testing, to ensure your sales process remains on the right track.
Salesforce is considered a pure CRM and is usually used for companies with a lot of data because it can handle more complex structures than others. It has all the features for lead, opportunity, and contact management but is often expensive because installation costs are unavoidable.
HubSpot Sales Hub is a part of HubSpot CRM, offering you the features you need to cover your sales process. HubSpot also offers website tracking to follow up on your prospects and content management (in the marketing hub). The downside is that most of these features require manual work to dig into the interactions resulting in quite some busywork for sellers. You could use their manual lead scoring (point system) to get a sense of engagement.
Choosing the right CRM and/or sales platform for your team is an important decision that requires careful consideration of both short-term needs and long-term goals. Consider what specific features your team needs to maximize efficiency and effectiveness in managing customer relationships and executing successful strategies. If you are managing a sales team in your company, it's best to use a sales platform to ensure that your team has everything they need to succeed in today's competitive market. Good luck!