Category: CRM Benefits

CRM Benefits

10 Activities to Perform Right in Your CRM

A company may use a handful of tools and software to help manage the many aspects and sides of their business. However, when using a combination of tools that aren’t meant to be mixed together, the result may be internal misalignment, missed deal opportunities, ineffective collaboration, and a poor customer experience.

That’s where customer relationship management (CRM) software comes into play. CRMs allow customer-facing employees and teams to manage relationships and interactions with all prospects and customers with ease. CRMs are also beneficial because they streamline and automate day-to-day, time-consuming activities — in this piece, we’ll review what those activities are to give you a better understanding of the many things you can do with a CRM.

What are CRM activities?

There are a number of benefits of a CRM that prove why these CRM activities, tasks, and capabilities are so useful to businesses across every industry.

CRM Tasks

As mentioned, a CRM has the ability to help you with a wide range of activities such as contact entry, deal tracking, and ticket management. Within those activities, you can create, set, and assign tasks — tasks serve as reminders for yourself and/or a team member to complete an activity.

Tasks can also be automated depending on what the action involves — for instance, with HubSpot, you can automate a task when a deal moves from one stage to the next (e.g. set an automatic task to remind reps to follow-up with a prospect when a deal is likely to close). You can also use tasks to work through to-do lists in the order each step on the list is assigned. Once a task on the to-do list is completed, you’ll automatically be brought to the associated record of the next task at hand.

Now, let’s look at some examples of CRM activities.

Once you have a CRM, there are a number of activities that you can use the tool to complete, follow-up on, manage, organize, and keep track of.

For the sake of this blog article (and since there are dozens of CRMs on the market today) we’ll look at the activities you can accomplish with HubSpot, an all-in-one CRM for SMBs and enterprise companies that want a CRM that grows with them and eliminates friction.

1. Store and manage contact data.

Store and manage contact data with ease and interact with contacts (send emails, record phone calls, take notes, log sales activities, and schedule meetings) all from your CRM. This data is automatically logged to ensure contact records are accurate and up-to-date. This also makes it easy to apply contact data in different ways such as customer segmentation and targeting (via deals and campaigns).

2. Track deals.

A CRM makes it easy to track deals. You can also set up and customize deal pipelines and deal stages. The tool automatically tracks and saves deal data (e.g. conversations and meetings) as well as details about where your deal is in the pipeline. Create tasks within your CRM to remind yourself of specific deal deadlines — this is a good way to ensure you engage the appropriate contact when it makes sense to do so.

3. Communicate directly with prospects and customers.

There are a number of ways that members of each department can communicate directly with prospects and customers through the CRM such as email, phone, live chat, and ticket. All communication records are kept in a central location for easy access and transparency across teams (for instance, this makes marketing and sales alignment alignment simpler).

Your go-to-market teams will all have access to a shared communication inbox which empowers them to create a better customer experience. Additionally, individuals can hand off conversation or contact information to another team member with ease since interactions and records are kept in the CRM’s shared timeline, inbox, and/or contact database.

4. Manage and respond to tickets.

There’s a universal inbox within your CRM from which you’re able to connect with customers to support their needs via ticket, live chat, or email. Your team can also manage all support tickets from the CRM’s dashboard to efficiently handle any issues that arise. The CRM sends automated emails to customers who reach out for support to inform them of their ticket’s status. Then, ticket reporting offers a look at your ticket volume, type, response time, and more.

5. Use custom objects.

With custom objects, you have the control to match your CRM data to your business. Structure your data so it complements the way you use it — meaning, you can name your objects and choose their properties (plus what other objects it can be associated with) in order to fully customize your data.

Set up and use custom object-based trigger workflows to automate time-consuming tasks and target your audience where they want to be reached, when they want to be reached.

6. Automate tasks.

A CRM has the power to automate every day, time-consuming tasks across various teams. Workflows and sequences exist to make this possible.

Use workflows to set enrollment criteria in order to auto-add and update records as well as take necessary actions (that you select) to happen for your deals, contacts, tickets, and more. Use sequences to send a series of emails that are timed and highly-targeted.

A CRM can also automate other activities such as data entry, prospecting, customer support, and content management.

7. Build landing pages.

An all-in-one CRM can build landing pages that are personalized, on-brand, and beautiful — all without the help of a developer. There are built-in landing page templates that are ready for you to customize, as well as a drag-and-drop landing page builder so your landing page is ready to go in minutes. 

In addition to personalized content, you can elect to add unique CTAs and forms, as well as dynamically show content to match different stages of the buyer’s journey, contact data, source, or device. Then, optimize, test, and analyze your landing page’s performance all from your CRM.

8. Create a knowledge base.

In addition to landing pages, all-in-one CRMs help you create other content, too — for instance, a knowledge base. A knowledge base is useful because it offers access to the answers customers want and need, on their time. By building this library of self-help content, customers can get the support they require without ever speaking to one of your reps. This saves service and support teams time that they can then direct towards more complex customer issues that require their expertise.

Not only can you create, share, and update your knowledge base, but you can also report on and analyze it to understand how customers use it, which pages are needed most, and the overall impact it’s having on your audience.

9. Integrate with other tools.

A CRM can integrate with other tools so it meets every need your team has. They also help you seamlessly connect your older software with your CRM (and other new tools).

HubSpot offers access to over 500 integrations that are automatically compatible with the CRM and have the power to help you complete even the most niche activities.

10. Report on, forecast, and analyze data.

Your CRM includes in-depth, customizable, built-in reporting, reporting dashboards, and forecasting for your entire business. There are hundreds of customizable reports and dashboards — or you can create a report from scratch — that displays the metrics that matter most to your team. It also automatically updates reports to ensure all of your data is accurate. Then, you can share those reports with the appropriate individuals as needed.

For instance, CRM reports help sales leaders keep track of their team’s progress towards hitting quota as well as individual performance, sales activity, productivity. Marketing can use the reporting dashboard to watch the success of their email and social media campaigns. Meanwhile, customer service and support can use reports to view and analyze ticket data (such as tickets closed and time-to-close).

Sales teams and managers can also keep track of individual and team progress with forecasting. Forecasting groups deals into categories based on how likely they are to close (not by deal stage). This way, sales teams can adjust sales tactics and where they’re spending time based on the insight the forecasts provide.

Save Time and Increase Efficiency by Using CRM Activities

Use CRM activities to save time and boost efficiency across all of your internal teams. There are a number of activities a CRM like HubSpot can help you accomplish every day, no matter which team you’re on. As a result, you can focus on what matters most: your customers. 

CRM Benefits

15 Key Integrations Between CRM & Your Other Business…

If you are getting acquainted with your CRM software and are impressed with how it functions independently, allow us to introduce you to your new favorite feature — integrations.

While CRM software is powerful on its own, integrating your CRM with other tools across your sales stack makes your job so much easier. Ideally, your CRM should serve as the core hub to all of your sales activities, and integrations serve as the supporting cast making your central software even more powerful.

Have you ever felt frustrated working through tedious processes that require you to go back and forth between multiple systems? Now that you have implemented a CRM, are you ready to expand its functionality, and have it work directly with the other tools and systems you use?

If you answered yes to these questions, it’s time to start using CRM integration.

Your CRM is not only essential for communicating with customers, it should also create alignment and streamline communication within your company. Here are 15 key integrations to connect to your CRM and other business processes.

1. Email Integrations

As a sales rep, you spend a lot of time in your inbox. Whether you are sending cold pitches, sharing data with your internal team, or answering prospect questions, email is your go-to tool.

By integrating your Gmail or Outlook inbox and CRM you’re able to log all of your emails, access productivity tools you love including templates and sequences and see all of your CRM contact data without leaving your inbox.

2. Calendar Integrations

Stay on top of key tasks by syncing your Google or Outlook calendar with your CRM. Using two-way integration with your CRM and Google or Outlook calendar, you can instantly log a meeting in your CRM, create meeting notices, and send invites to meeting guests.

For HubSpot CRM users, you can integrate the HubSpot Meeting Scheduling App, which allows prospects to book a meeting with you based on your real-time calendar availability — eliminating back and forth coordination.

3. Connector Integrations

These integrations connect your CRM to a variety of applications to expand functionality. You can create custom integrations to facilitate specific tasks to create automated workflows. Some of our favorite connector integrations include Zapier, which automatically transfers information between your CRM and over 1,000 third-party apps, and

With, you can connect your CRM to over 100 tools to automate repetitive tasks. You can even use to sync your CRM with systems such as Quickbooks and PayPal to manage invoicing or to connect to collaborative tools such as Trello and Asana to integrate project management with your CRM.

4. Social Media Integrations

Social media is an essential sales tool for nearly every business. Integrating your company’s social media accounts with your CRM can help you gain valuable insight about your social audience — providing valuable data letting you know what content they share and engage with most.

Social media integrations also help streamline and automate posting. You can connect popular platforms including Facebook, Twitter, and LinkedIn to your CRM.

5. Prospecting Software Integrations

If you use a third-party tool to help you identify and engage with prospects, you definitely want to integrate it with your CRM to streamline communication. By integrating a prospecting system such as LinkedIn Sales Navigator with your CRM, you can engage leads with personalized outreach using features like InMail, related leads, and ice breakers within your CRM.

6. Team Communication Integrations

Using a communication tool such as Slack, you can improve team coordination and accessibility. When you integrate Slack with your CRM, you can use chat functionality within Slack directly, or within your CRM so you don’t have to go back and forth between applications.

7. Forms and Data Collection Integrations

Learn more about your leads and contacts through custom forms and surveys using tools like Survey Monkey and Typeform. Any lead data you receive through your forms can be synced with contact data in your CRM to easily reference and analyze later on when preparing for sales meetings.

8. Calling Software Integrations

Whether you regularly host conference calls with your colleagues or need to organize calls with prospects, calling integrations streamline the planning and execution of phone and video calls for sales reps. When you integrate your calling software with your CRM, your call details and contact’s information will be logged in your CRM for future reference and visibility. Some of our favorite calling software integrations include:

  • Zoom — Meeting software that easily integrates into your calendar software of choice and CRM for one-click meetings.
  • Uber Conference — System that allows you to schedule calls from directly within your CRM.
  • Aircall — Cloud-based phone system that allows sales and support teams to manage their calls and call workflows directly within their CRM.
  • CallRail — Call tracking software that automatically syncs call and text message activity with CRM.

9. Customer Success Integrations

If your customer service organization uses a customer success software tool such as Zendesk or Service Hub, integrating it with your CRM can provide useful information for future sales. With access to customer help ticket data, you can sync service activity to contact information in your CRM to stay up to date with the service needs of your prospects and customers.

10. Proposal and Document Integrations

By integrating a document and proposal software tool such as PandaDoc with your CRM, you can send proposals and contracts in one central interface. Get contracts signed and automatically synced with your contact information within your CRM. You can also pull CRM data directly into your documents.

11. Live Chat Integrations

Having a live chat integration connected to your CRM ensures prospects who engage with chat software on your website are captured as leads.

Intercom, a popular live chat tool, can capture website visitors as leads when connected to your CRM. Easily capture contact information and conversation history so you are prepared when engaging with those leads.

12. Ecommerce Integrations

For sales reps working for ecommerce companies, integrating your online shopping cart platform with your CRM is critical to understanding your customers. If your company uses a Shopify store to sell products, integrating the platform with your CRM can automatically sync products, contacts, and orders so you have access to pertinent shopper information.

If your company uses Stripe to manage online payments, integrating it with your CRM allows you automatically add new contacts who receive quotes, and makes it even easier for customers to pay invoices and purchase orders directly without back-and-forth.

13. Web Form Integrations

To save time on manual entry, the lead generation forms on your website and your CRM should be automatically synced. Integrating your CRM with web form software such as WordPress, Unbounce, or Mailchimp captures viable leads and ensures that your contact list is always up-to-date — no manual uploads required.

14. Event Integrations

If your company facilitates in-person or virtual events as part of your sales strategy, integrating your CRM with event management software is a helpful way to understand how event ticket sales and attendance impact your sales funnel.

If you use Eventbrite for live event ticketing, integrating this system with your CRM provides insightful data about which contacts are attending your events, and how you can better connect with them in the future.

For sales reps who focus on selling at virtual events such as webinars, integrating your CRM with a system such as GoToWebinar can be a time-saving activity. By connecting your webinar system with your CRM, you can easily send registration event reminders to your contact list, create targeted follow-up campaigns, and create robust funnel reports to understand your event ROI.

15. Video Integrations

If your marketing team uses video as part of their strategy, integrating a video platform such as YouTube with your CRM can provide valuable insights about your leads. Within your CRM, you will be able to access data about what videos and messages are most successful with your audience, giving you leverage as you engage with potential customers.

Integrations are powerful resources that can help you save time manually working with systems and data. With a powerful CRM at the center of your processes and integrations helping systems run smoothly, you can focus on doing what you do best — selling.

Editor’s note: This post was originally published in October 2019 and has been updated for comprehensiveness.

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