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Convert quality leads to opportunities, actively manage every step from opportunity to close, and grow your business faster than ever.
Adopting Insightly has helped us close deals faster because the entire team collaborates on providing mission-critical detail in the CRM. From my perspective as a sales leader, the support I get from the team to capture this information and close opportunities is absolutely critical to our success.
Ian Pund, Senior Vice President of Sales,
Start acting on leads and create opportunities
Create velocity through your sales process
By supporting intuitive, automated, and scalable processes, teams are empowered to close deals and deliver services faster and more efficiently.
“By leveraging Insightly, we were able to shave 50% off our timelines. Insightly allows us to seamlessly push data to each project directly, which empowers us to move onto the next step in our process instantly.”
VP Systems and Process Development
Automate repetitive, manual tasks so your team can focus on what matters most.
Preserve data integrity, capture quality data, and deliver great experiences.
Create a complete record of your offerings and make it easy to close the deal.
Create seamless post-sale transitions, ensure crisp communication, manage projects, and complete them faster.
Show customers and prospects you know them by capturing the right information about every interaction and using your data to deliver great experiences.
Our motto is this: If it’s not in the CRM, it didn’t happen. If you have an idea, explore it. Get the process on a white board and work with your Insightly team to see if it’s possible. Odds are, the answer is yes.
Vice President, COACT
Relationships are everything. Improve every connection you make and grow your business by delivering efficiently on your promises.
Every business is unique. Configure the CRM and information to match your business processes.
Make all your communication even more effective with Insightly.
Create real-time, customizable data visualizations in minutes with the data that matters most to your business.
Because operations and sales all utilize Insightly, we’re all empowered to deliver great customer experiences. Insightly delivers a great way for us in operations to understand and get ahead of what’s coming.
Operations Manager, Multifamily Utility Company
Create customizable charts and visualizations in minutes with the data that matters most.
Increase your teams’ productivity by automating and orchestrating workflow tasks, sending emails, updating records, executing custom code, firing webhooks, and much more.
Our entire team uses the Insightly platform too, so we ensure your data is as secure and safe as our own. We work with customers every day to make sure that their data security requirements are met and exceeded.
Solar company shows how Insightly helped them triple revenue without tripling the team.
Manage everything on the go with award winning mobile applications for both Android and iOS.
Take the drudgery out of data entry by uploading all contact information from any business card in just one click.
Road warriors can quickly update the other members of the delivery team on the status of their tasks, milestones, and deliverables.
Field salespeople can easily change the status and amount of an opportunity—or create a new one—right at the client’s location.
CRM stands for “Customer Relationship Management” and includes the processes used by organizations of all sizes for retaining existing customers and acquiring new ones.
When people use the term CRM, they are often speaking about a CRM system. This is a software platform that organizes a company’s relationships with customers, prospective customers, vendors and more. Learn more about CRMs in this blog post.
Any business that handles sales or marketing of products or services can benefit from using a CRM. This includes both B2B and B2C businesses. The teams most likely to use a CRM in any business are Sales, Marketing and Customer Service.
Sales – A CRM helps your sales team be well positioned to upsell and cross-sell your products and services. Sales teams can also use click-to-call functions to help save time and make it easy to keep track of all your interactions with prospects and customers so nothing falls into the cracks. They can also generate highly specific quotes as they seek new business and to run reports and invoices for existing customers.
Marketing – A CRM helps your marketing team gather valuable information from your customers, making it easier to target marketing efforts precisely and effectively. When you can aim your marketing campaigns at a specific audience, you’re far more likely to reap a good ROI, and you don’t waste the time and money that often results from an undifferentiated marketing campaign, which can end up feeling like spam.
Customer service – CRMs help support teams efficiently resolve issues, and make it easy to connect customers to the right person at all times.
Most companies wait too long to implement a CRM, often falling into chaos and making both customers and employees irritable. By the time you’ve hired employee number 10, you’re likely to need a CRM.
At this point, communication starts to get more difficult, and the lack of a CRM is probably resulting in a lot of wasted time and effort. A good test is if you feel that you’ve outgrown your spreadsheets, it’s time for a CRM.
If you aren’t able to identify where new customers have come from (and whether they’re responding to your marketing campaigns or not), it’s time for a CRM. If you don’t know what your salespeople are doing, it’s time for a CRM.
The big difference between on-premise and cloud is where the software and data are stored.
With on-premise CRM, the software is located on your company’s servers and on employee computers. The implementation process typically takes more time, more IT resources, and is more complex. However if your organization has especially strict security protocols, this can be the ideal choice. With an on-premise implementation, upgrades will take longer, and your IT team will be taxed to provide service to the CRM. You’ll typically be charged per implementation.
Cloud-based or software-as-a-service (SaaS) CRMs are operated on and store data on the vendor’s servers. The vendor is responsible for the uptime operation of the system and provides customer support. You’ll need a strong internet connection to run a cloud-based CRM, but you won’t need the expense of dedicated servers. Upgrades will occur at all times, so the platform will be constantly evolving. You’ll typically be charged by seat.
In a fast-paced digital world, businesses must rapidly adapt to maintain a competitive advantage. Sales teams are the tip of the spear for any business as they interact directly with your customers. To address this challenge, sales teams turn to automated sales systems like customer relationship management (CRM) software.
Businesses realize that many of their current sales process tasks can be done more efficiently with sales process automation. Some tasks are still done manually and on paper, which can be slow and tedious, redundant, and lead to human error. Inefficiencies at any stage of your sales process can have ripple effects on your sales team, customer service, marketing, and ultimately your customer.
From lead generation to lead management to sales tracking and forecasting, the right CRM software can provide sales automation services that eliminate unwanted inefficiencies. Having a unified single source of truth eliminates problems associated with manual paperwork, redundancy, and out-of-sync data.
A sales automation CRM focuses on optimizing the sales process, allowing your sales team to grow your revenue by adding new customers and retaining and nurturing existing customers. However, the benefits are not limited to your sales team. An all-in-one CRM solution provides a unified set of tools and services that connect your customers with all teams in the sales process, including sales, marketing, and customer service.
New leads entered into the CRM are automatically scored and tracked, ensuring your sales team has the highest quality leads to focus on and pursue.
Automation benefits to your customer service team:
Better customer communication is enabled by ensuring that any changes in customer information are automatically propagated through a unified data source to stakeholders throughout the sales process.
Access to lead, marketing, and channel activity metrics helps your marketing team target new customers and assess demand for future products.
Whether you’re a small, medium, or large business, computers have permeated the sales and marketing teams in every business. Many of these computers operate in silos, not connected to a common database. As a result, some sales and marketing data is produced, communicated, and archived on paper or stored on databases not connected.
Let’s look at the sales automation meaning. To answer the question “What is sales automation?,” you need to consider the team adjacent to sales. Since sales and marketing are closely related with many inter-dependencies, an optimum sales automation process includes marketing automation.
As with sales, marketing automation is accomplished by automating the processes that marketers and marketing teams use. Here are just a few tasks your marketing team can automate:
Much of the customer information that marketers need overlaps with sales data. It only makes sense to combine automation in sales and marketing to eliminate redundancy so that both sales and marketing teams have a single source of truth. Marketing automation tools allow marketers to personalize their campaigns based on customer information such as:
Features like sales email automation and marketing automation, driven by a single source of customer data, allow your sales and marketing teams to build stronger relationships with your customers. This gives you a snapshot of what sales automation is and why it’s valuable. By combining marketing and sales tools into one platform, you can grow your customer base, improve efficiency, and consequently grow revenue.
Now that you know what sales automation is, let’s look more closely at the benefits of sales automation.For any business, the bottom line is to maximize your growth and profits. Your sales team takes the lead in this domain, with the support of marketing and customer service.
In business, speed and efficiency are critical. Your sales CRM software should help you ramp up quickly, grow with your business, and be used effectively by your team. Characteristics that can meet these goals are:
Filling your sales funnel is the first step of your sales process. Your marketing team needs sales automation tools to generate and manage new leads. Outbound sales automation drives lead generation with more velocity, through the sales and delivery process.
As your sales funnel fills, your CRM can manage the leads, track progress, and collect valuable customer information. The better you know your customer, the better you can qualify them as they filter through the funnel, increasing your conversion rate. The benefits to your sales team are:
Automation provides visibility into detailed customer information and creates reports and charts on key performance indicators (KPI) that alert your teams to customer and website activity that triggers sales opportunities.
Let’s consider a sales automation example. Your customer is a healthcare equipment manufacturer that regularly purchases a particular widget. From the customer information data discussed previously, you know the customer’s purchase history and needs. You can send that customer information on discounts or related products that they have not yet purchased from you.
Companies that use sales automation include:
When you’re shopping for sales automation software, you need to consider your goals. Automation tools serve a variety of purposes.
Among the types of automation tools to consider are:
Lead generation tools: Marketing campaigns use multiple channels to reach new customers. Sales automation tools typically include target emails, SMS, websites, and mobile apps.
Email marketing automation tools: These tools allow you to automate the process of sending out batches of emails to prospective and existing customers. You can even build an email journey, which is a process of nurturing a customer with targeted emails that address their specified preferences.
Sales pipeline management tools: Converting new leads or existing customers in the sales funnel is the goal. Good pipeline management tools can increase your conversion rate by effectively tracking, managing, and nurturing these leads.
For fast-growing small and mid-sized companies, Insightly has the best combination of ease of use, ease of integration, scalability, and low total cost of ownership. In sales automation, Salesforce, HubSpot, and Marketo tend to focus on large enterprises and are costly, whereas Insightly serves enterprises at a much lower cost.
Some sales organizations are considering the benefits of artificial intelligence (AI) to get a competitive edge. AI sales automation is an emerging technology and is currently in use by no more than 33% of sales organizations.^1^ Improved lead prioritization and more accurate forecasting are cited as reasons for using AI.
To review, we have covered several sales automation ideas and specifically how they apply to CRM. We know that sales automation is driven by the need to grow your revenue by filling and managing your sales funnel to:
We have talked about some specific types of sales automation tools and the features hey offer.
For competitive comparison, HubSpot automation offers similar features as Insightly automation. Insightly, however, has several advantages. Among them are:
Insightly was built from the ground up as a CRM platform
These are some reasons customers have cited for choosing Insightly over HubSpot.
While time will tell which emerging technologies will prevail, we know that Insightly offers the best alternative for small to medium sized businesses.