Cultivate Sales With Customer Service: How To Sell More To Your Best Customers Posted on January 11, 2016July 22, 2022 by Jessica Lunk No matter what industry you’re in, as long as you have customers, you’re also in the service industry. And it’s been well documented that improving customer service increases sales and, ultimately, profits. A survey by American Express found that two-thirds of consumers are willing to spend more at a company they believe provides excellent customer service; three out of four said they spend more with companies where they have a history of positive customer service experiences. It’s also much easier to sell products and services to existing customers as opposed to new ones, with whom you have no track record. So take good care of your current customers and pay attention to their needs; if they like your products or services chances are they will buy others from you too. Existing customers are the most cost-efficient sales targets for a small business because they spend more and refer others. At the same time, all customers are not the same. Some add more long-term value to your business than others. If you want to sell more to existing customers it makes sense to start with your very best customers. Here’s how to identify who they are and build a solid and profitable relationship with them: Your best customers aren’t necessarily the ones who buy the most. If you rank your customers’ importance by the amount of stuff they buy, you’re leaving out some critical information—namely, how much it costs to sell to them. A customer might provide a good deal of revenue but the cost to actually make a sale (the time, the hand-holding) may exceed the value of that sale. A customer may be valuable to you because of when they buy, not how much. If your business is seasonal or cyclic and there are months–or entire quarters–that are generally slower, a customer that buys regularly during off-peak times is important, filling in your revenue gaps. Better yet, if the customer loves your business and is vocal about it–sharing that love on social media, in Yelp reviews and by referring others—that’s enormously valuable to you in terms of marketing. Be available. Once you identify your most valuable clients make sure you are available to them when they need you. As a small business, you’re in a position that larger vendors aren’t – you’re nimble and flexible enough to respond quickly. If one of your best customers needs a rush job at the last minute, for instance, you can scramble, moving people and resources around to accommodate the request without having to deal with a bureaucratic, multi-layered approval process. Understand what your customer is up against. Cultivate a strong relationship with your best customers by learning about their business—what kind of competition they face, their cost pressures, as well as their immediate and longer-term concerns. Knowing—or even better, anticipating—their needs will allow you to offer them relevant and helpful products and services. Nurture relationships. The best way to do that is with a customer relationship management system–a CRM–which lets you put all your customer data in one place—their contact information, interests, transaction and spending history, payment history, response to marketing materials and, perhaps most important, their history of communication. Looking at that data will help you tailor products and services to their needs, and to show an interest in their business and their challenges. Every contact is a chance to improve and build that relationship, which will allow you to sell more to that customer and get them to refer others to you.
6 Ways to Sharpen your CRM Data to Improve Sales and Marketing Posted on September 3, 2015June 20, 2018 by Erin Posey Using customer relationship management (CRM) software to administer and prioritize your prospect and customer base will increase your revenue. However, sales, marketing and CRM work more efficiently if the data is accurate. Inaccurate and incomplete data means that your marketing efforts are wasted because your prospects are not receiving your emails and other communications. The more fine-tuned your marketing system is, the more prospects and customers you will reach. Sharpening your CRM data will increase your ROI, revenues and profits, and it will reduce frustration and wasted time. Here are 6 ways you can sharpen your data to boost your marketing and sales efforts. 1. Verify New Data As you receive data from your various marketing channels such as your shopping cart or landing pages, the first step is verifying it. Adding new email addresses can look good on paper, but if they are inactive or misspelled, then they won’t add any revenue to your bank account. Anyone can type incorrectly or transpose numbers when entering them. Double check new data before entering it in your system. 2. Add Missing Data Not all data is available when you first get a prospect’s or lead’s contact information. If you want to plan an email campaign, you can’t send it to leads if you don’t have their email addresses. Spend time periodically to update and complete prospect information by reaching out to your leads, researching online or calling their company for missing data. It is common for attendee lists from trade shows to only have some of the contact information you need; therefore you should have a process in place to gather the rest. 3. Eliminate Duplicates Duplicate records are clogging up your system, but they may not be readily apparent. Here are some reasons that you may have duplicate records: Listings under a maiden name and married name Listings of the same person under more than one company due to a job change Listings for a full first name and a nickname Typos or misspellings in one of the listings Listings under more than one job title Changes in home or work contact information Commonly, about 10 percent of CRM data is duplicate listings. Routinely removing duplicates or merging them will help give you a more accurate database. 4. Update Your List Periodically Depending on how you communicate with your leads, you need to update your list at minimum yearly, and preferably once a quarter. About 11 percent of the population moves every year to new homes and new jobs. If you send out your marketing pieces in the mail, then you are required to update the list 95 days before mailing to qualify for Post Office discounts. 5. Add Context Adding more details to each record will improve your knowledge of your leads. While adding basic contact information is a no-brainer, you should note as much information as you can in your initial meeting, and continue to add to it as you nurture your relationship. Details such as where you met, demographics, opinions, relationships with other clients or prospects, inter-company relationships and other unique details can offer more meat for the CRM system – and the people who use it – to work with. 6. Enforce Spelling To help your CRM program sort and segregate data, you should enforce spelling for titles and other standard words. For instance, one entry may say “CEO,” while another lists the same title as “C.E.O.” By creating drop down boxes for data entry, you can enforce specific spellings of keywords for better management by the CRM. What do you think of this list? Have you experienced lost data or duplicate leads before?
Ready for the Future? You’ll Need an All In One CRM Software Posted on September 1, 2015June 20, 2018 by Jessica Lunk Wish that you could predict what the future holds for your small business? Part of preparing a business for the future is having a strategic plan. Combining this plan with customizable marketing tools will protect you and your customer base from the future unknown. Plan For Your Future Customer relationship management (CRM) software is a tool that you can use to prepare your company for the future. An all in one CRM software solution puts all the tools you need for your small business in one place to improve your ROI for prospect interactions, marketing campaigns and sales calls. The right solution should take administrative work out of your hands and automate the process, leaving the all-important direct customer interactions to you and your team. Personalize Your Marketing Consumers are savvy and are looking for a more personalized experience with the brands they do business with. So, instead of blasting your contacts with a generic email, all in one CRM software can automatically tag and send relevant content to your prospects based off their activity on your website. Nurture Long-Term Relationships When you start personalizing your marketing messages, you begin nurturing a healthy relationship with your contacts. Since most of your website visitors are not ready to buy the first time they visit your site, it is important to use email campaigns to educate them on what you do and how you can help them. That way, when they are ready to buy, your business is top of mind. Also, by effectively nurturing your customers, you can turn a one time buyer into a repeat customer. Lower Your Costs Automation lowers your costs because the CRM does the heavy lifting for you. An all in one CRM strengthens your sales and marketing process, allowing you to use your talents where they count without worrying about opportunities falling through the cracks. Track Your Metrics All-in-one CRM software can also track your prospect and customer behavior, giving you detailed insight into the people who buy from you. This insight can help you plan your sales strategy, optimize your marketing, and deliver a better customer experience. By getting to know your customers better, you can learn what they want to buy and give them exactly what they are looking for. A perfect match! So, while a CRM software, like Hatchbuck, doesn’t necessarily have any magical powers, you might feel as if you have a magic wand once you start using it for your business. Your customer interactions will become more successful, your costs will decrease and your profits will increase. If that isn’t magic, what is? Hatchbuck can put the power back in your hands, and enhance all of your customer relationships.
How to Bring Your CRM and Marketing Automation Together Posted on August 20, 2015March 27, 2020 by Jessica Lunk How well do you coordinate your company’s customer relationship management (CRM) and marketing automation? Are these two related processes managed separately, or do they work together? What are the benefits of bringing these two systems together, and why should I consider doing so? These are all questions you should ask yourself when looking for ways to improve your overall marketing and sales ROI, sales funnels, and ongoing customer relationships. And let’s be honest, as marketers, those are things you’re trying to do on the daily. Bringing your CRM and marketing automation software together results in the best partnership since peanut butter and jelly. Let’s take a deep dive into why this coordination gives you a leg up and how to go about doing so. But first, let’s address the basics. What’s the Difference Between CRM and Marketing? While CRM and marketing are related, they are not the same thing. Marketing is the process by which your company invites prospects to try your products or services and raises awareness of your brand. Marketing can be divided into two main categories: Outbound Marketing – consists of traditional commercials and advertising that broadcasts your brand message to prospects. Inbound marketing is the process of creating content to attract customers to your brand by answering their questions before they are ready to buy. Inbound Marketing – focuses on starting prospects down the sales funnel by offering free information in return for a conversion with a lead magnet. While some of the methods of reaching customers during marketing campaigns are the same ones used for CRM, the focus of marketing and CRM is different. These methods may consist of email marketing, social media marketing, content marketing, PPC ads, or broadcast ads. But what is CRM, you ask? Well, CRM is how you organize your prospects’ information so you can better manage them. Specifically, your CRM software should: Enable your company to structure and plan optimal interaction with prospects and clients. Harbor and organize information on your prospects gathered from your marketing campaigns. Manage the methods and scheduling of client interactions by way of email, social media, texting, phone calls, or meetings. Allow you to determine which clients are the highest priority and how and when to approach them. Prevent prospects from slipping through the cracks and help cement your existing relationships. Now that we’ve outlined some terms and ideas let’s discuss why it’s key for your CRM software and marketing automation software to work together. Why Coordinate CRM and Marketing Automation? While the goals for marketing and CRM are different, the relationships that begin with your marketing program continue with CRM. You can learn a lot about your prospects through their responses to marketing campaigns, which can then be applied to your CRM and help you interact with them going forward. Ultimately, marketing and CRM work in partnership to build the foundation that you need to earn a customer’s trust. Also, when you bring your CRM and marketing automation together: There is less chance you will miss a prospect. Marketing automation gathers and sorts inquiries. Rather than missing an inquiry from a prospect, they can immediately be sent a relevant reply. The reply can be much more targeted than a generic “we’ll get back with you” message. You can immediately grab their attention with your responsiveness, and it can all be done automatically. There is less chance you will lose a prospect. Without automating your CRM, there is a good chance you can lose prospects along the way. They can slip through the cracks or may not be getting an appropriate follow-up. Using marketing automation keeps you in contact with prospects until they decide they are no longer a prospect or until they become a customer. It makes you more effective. Small business entrepreneurs are required to be a jack of all trades. They are the ship’s captain, but they may have to occasionally swab the deck or grab an oar. By automating your CRM, you are able to spend more of your time doing what you like to do and the things you are probably good at. It makes your company more cost-effective. All-in-one marketing software is affordable for even the smallest of companies. These are exactly the companies that need to be efficient and effective with their resources. With affordable pricing available in packages to meet the needs of any size business, marketing automation makes the most of your financial and human resources. Automation tracks your efforts. When properly used, marketing automation tracks your marketing efforts. Of course, you will still want to do A|B testing to hone in on tactics that work best for you, but automation can give you the valuable feedback you need. Automation marketing software allows you to track your marketing and helps you make more informed decisions. It provides a strategic, simpler way to turn prospects into clients. Marketing automation uses a specific strategy to turn inquiries into prospects and prospects into customers. You can even be notified when a prospect is hot and ready to buy. It delivers a consistent and repeatable process to drive more sales month after month. It helps you make the best use of all your online marketing efforts. When you integrate your CRM with marketing automation, you combine your email contacts, website visitors, and social media efforts into one manageable system. There is no need to bounce between platforms or a variety of different software programs. It can immediately help make you more competitive with larger companies. There aren’t many things you can do that will have more impact on how you compete than automating your CRM. It reins in all segments of your prospects and provides a systematic flow of prospects and clients. Your competitors may be considering doing it. One of the best reasons to automate your CRM is that your competitors may be considering it. By automating your CRM now, you will stay ahead of the competition or at least compete more effectively against them. Smart, successful companies are always in search of better ways to do things. When it comes to CRM, automation is a better way. 7 Steps to Supercharge Your CRM with Marketing Automation Here are the steps to take that will lower overhead cost, give you better metrics to track your CRM activities, and ultimately bring your marketing automation and CRM together. 1. Learn the System. Not using all the features of your cellphone isn’t a big deal (and honestly, who does?). But not learning about and using the features of your CRM and marketing automation system can cost you money in lost prospects and customers. Take the time to learn as much about your CRM and marketing automation as possible. And steer clear of CRM and marketing automation systems that are overly complex for your business needs. 2. Enter Data Consistently. No more bad CRM data. Your platforms will function only as well as the quality of the data that you enter. Reduce human error by automating as much data entry as you can. When importing bulk data from spreadsheets, make sure data is formatted correctly and that fields are correctly matched. Use drop-down fields instead of text boxes to reduce data inconsistency. 3. Make It Part of Your Daily Routine. Once you get your customer data entered, it’s important to use this valuable tool daily. Start with simple tasks like setting automation to absorb data from your online lead forms and respond with automated messages. 4. Monitor Your System. Make sure data from forms are being properly absorbed into the system and segmented the way you want it to be. Consistently monitoring your data systems will save you from catastrophic mistakes when it comes to nurturing your leads. 5. Set Up Drip Campaigns. Drip campaigns are automated emails that help with sales efforts by trickling messages to prospects, with the goal of funneling them into becoming customers. Choose a system that comes with a wide choice of attractive and professional-looking templates to help you easily create effective drip and email campaigns. 6. Monitor Reports. Each campaign you set up with marketing automation can be monitored with easy to read reports. It is here where you can fine-tune your campaigns and conduct A/B testing to improve your results. Like human salespeople, efforts should be tracked, monitored, and improved to make the most of your assets. Using data from reports can contribute to improving CRM. 7. Commit to Your CRM. Once you begin to see results from your marketing automation, you will better understand the full value the system brings to your organization and CRM. The longer you use marketing automation to improve CRM, the better you will be at using its full range of abilities. The better you become at using marketing automation, the more valuable the tool will become. These two tools are sophisticated, and they’re even more powerful when they’re used in unison. They allow you to use the advantages of automation while personalizing your interactions with each customer. You’ll spend less time on routine tasks and systematically prioritize customer interactions resulting in a readiness to buy. You get the best of both worlds – more conversions through marketing automation and better customer relationships through CRM. This blog post has been updated on 3/27/20.
How to Make your Small Biz Look Big (Without Growing Your Footprint) Posted on April 7, 2015July 25, 2016 by Jessica Lunk You’ve worked for corporate America, and know what big business feels like. You didn’t like it. But that doesn’t mean you don’t want to grow revenue while staying true to your small business roots. While putting more boots on the ground can help your small business win more customers, hiring a bigger sales force increases payroll and requires more management on your part. Today, though, there are innovative ways your small business can live large, attracting the bigger fish with less work – and without growing your small biz footprint. Your Website If your online presence is still a static website that is more like an online brochure, it’s time to update. Building a CMS-based (content management system) website on a platform like WordPress can give you the power to update your website whenever you please. With frequent updates to your website – like a new blog post or timely homepage announcement – you’ll actually look like you’re in business. It’s reassuring to your prospects and customers knowing that there’s activity going on behind the scenes of your online calling card. Even if your business relies on highly personal relationships, you can bet that visiting your website online is one of the main steps prospects will take before they decide to do business with you. A modern, up-to-date website that clearly communicates who you are, what you do, and how you benefit your customers can make you look a lot larger – without adding a single person to your team. Social Media Social Media has been an excellent vehicle to help small businesses get their story across without making huge investments in traditional advertising like print, television and radio. But is your social media presence making you look smaller than you are, or larger than life? Keeping social media manageable and updating your small business profiles every day or two can make you look larger, while neglected profiles can sink your status. The golden rule of social media is to do a few channels very well instead of spreading yourself too thin. If most of your customers are on LinkedIn, but not active on Facebook, cut out your Facebook channel and focus your efforts on sharpening your LinkedIn presence. Do one or two social channels well to project a professional, polished image and to boost engagement with your social fans. CRM If an excel spreadsheet and business card collection are your main contact organization tools, it’s time to upgrade. A simple CRM can make your business look a lot bigger. For starters, you won’t be scrambling to find information. A small business CRM can track and organize your customer and prospects’ activity in real time. You’ll have the information you need at your fingertips to pick up hundreds of conversations right where you left off. You won’t lose your friendly small business vibe, but you will be able to handle more interactions with prospects and customers more effectively. That’s huge. When you’re driving business development and sales for your business, your time is much better spent building on relationships with customers who are ready to buy now than wasting time cold calling prospects. A small business CRM can track notes on a contact record, record email conversations, keep tabs on your contact’s interests, and let you know which prospects you should be in conversation with. A spreadsheet just can’t do that. Email Marketing As a small business owner, you’ve got your hands in sales and marketing, and your business is built on the personal relationships you’ve developed with your customers. With the right email marketing tools, you can continue to communicate in a personal, but scalable way. Instead of blasting the same message to everyone on your list, small business marketing automation tools allow you to reach many prospects and customers at a time with an individual message just for them. We like to think of it as personalized mail. Sending the right content to the right person at the right time makes them feel like you know them. It also lets you write emails that say exactly what you would say to a prospect or customer over lunch. But instead of sending hundreds of individual emails, small business marketing automation takes the administrative stuff off your plate,e giving you the freedom to get away from your machine. You don’t need lots of employees to help your business run smoothly. Invest in a few smart small business tools to build up your brand and pump up your profits.
Why You Need a Love Connection Between Email and CRM Posted on February 6, 2015June 20, 2018 by Jessica Lunk In any relationship, communication is key. The same goes for your small business tools. Getting them to “talk” can keep your business running smoothly – without the drama of systems that just can’t relate. Integrating systems is valuable. You get better, more accurate visibility into your data. You can easily share information across your company so that everyone can do their job better. And, you can automate and streamline processes so you can scale. While integrating your tools benefits your business, it’s not always easy or feasible for smaller business that don’t have a boatload of time or money to spend on integrating tools they’ve already invested in. That’s where an all-in-one CRM and email marketing system can come in handy. You get the benefits of integrated sales and marketing tools without the pitfalls of integration. Getting Sales and Marketing On the Same Page If you’re like a lot of businesses, you’ve got a CRM that houses your customer and prospect data, managed by the sales team. On the marketing side, you may have an email marketing tool. When these systems are standalone and siloed, marketing is often left blasting the same content to everyone on their email marketing list. They have no insight into: Contacts currently in the sales process Hot prospects that are ready for a bottom-of-the-funnel call to action Cold leads who are still getting to know the brand At the same time, sales has no insight into which email marketing campaigns their contacts have received or what their contacts have indicated interest in. They can’t tell who their most engaged contacts are – the ones who open every email and click every link. Instead of speaking with their most interested and engaged prospects, sales ends up taking more of a cold calling approach. An integrated CRM and email marketing tool takes these pain-points away for sales and marketing. When there’s a love connection between your CRM and email marketing system, marketing and sales can ditch the one-to-many generic email blast and cold calls. Instead, sales and marketing can build relationships with their contacts, keeping them engaged and boosting sales. Here’s how: Personalize Correspondence With integrated CRM and email marketing, you can send personalized, one-to-one emails that resonate with your audience. Contact status and unique interests are tracked on the CRM side. Then, marketing can send highly targeted and relevant communication that feel like personal, one-off emails, instead of a generic newsletter blast. Personalization can go beyond first name and company to the products and services contacts are interested in and the main problems they are trying to solve. Automate Follow-Up We all know that the key to sales is follow-up. But sticky-note reminders to follow-up with prospects aren’t always super reliable. With an integrated CRM and email marketing, sales can create tasks and run simple email campaigns to keep in touch with prospects who aren’t quite ready to buy. In addition, marketing can automate processes like sending a thank you email to prospects who download a resource or subscribe to a list. Through automated follow-up, teams can spend less time trying to manage to-dos, and more time building important relationships. Email Nurturing According to KissMetrics, 96% of prospects who visit your website for the first time aren’t ready to buy…but that doesn’t mean they won’t be in the future. With a CRM tied to email marketing, you can offer a resource to capture contact information from new prospects when they hit your site for the first time. Then, you can automatically nurture these prospects with email over time, educating them about their pain-points – and your solution. Need more incentive to create sparks between your CRM and email marketing? Check out these stats:
Put the Heart Back into Marketing, Integrate Email with CRM [Infographic] Posted on February 13, 2014June 20, 2018 by Jessica Lunk No one wants to be just another face in the crowd, they want to be known. So put the heart back into your messaging. Track your contacts’ information, preferences, and pipeline status with CRM. Then, use that data to nurture them through email marketing tactics. By marrying your CRM with email marketing, you can ditch the one-to-many blast and give your customers and prospects the warm fuzzies with one-to-one communication that they can actually relate to. In turn, they’ll show their love with higher engagement and increased sales. Stats & Sources: Email marketers estimate 30% of email revenue derives from targeting to specific segments. – DMA “National Client Email Report” (2013) 61% of US and UK internet users want marketers to demonstrate knowledge of the types of offers they like in email marketing messages. -e-Dialog “Manifesto for E-mail Marketers: Consumer Demand Relevance” (2010) Relevant emails drive 18 times more revenue than broadcast emails. – Jupiter Research Triggered messages average 152% higher click-through rates than “business as usual” marketing messages. – EmailInstitute “3 Key Trends in Email Marketing & What to Do Now” (2013) Despite relatively low volumes, trigger email campaigns accounted for 21% of email revenue. Over 75% of email revenue is now generated by alternatives to generic one-size-fits-all campaigns. – DMA “National Client Email Report” (2013) Marketers who take advantage of automation—which includes everything from cart abandonment programs to birthday emails—have seen conversion rates as high as 50%. – eMarketer “Email Marketing Benchmarks: Key Data, Trends and Metrics” (2013) Organizations that nurture their leads experience a 45% increase in lead generation ROI over those organizations that do not. -MarketingSherpa “2012 Lead Generation Benchmark Report” (2012) 50% of leads are qualified but not yet ready to buy. – Gleanster Research Nurtured leads make 47% larger purchases than non-nurtured leads. – The Annuitas Group
How to Stock Your CRM with Fresh Leads Posted on February 10, 2014October 2, 2020 by Jessica Lunk Catch and release is great for conservation, but when it comes to business, you’re playing for keeps. Don’t let great prospects slip by. Keep your small business CRM from going stale by capturing leads in person and online. 1. Convert Casual Site Visitors into Nurtured Leads If your website feels more like a static brochure than a lead generation machine, it’s time for an upgrade. Feed your CRM by placing forms throughout your site to convert the casual website visitor into a nurtured lead. Try one (or all) of these: The Contact Form If you have a web presence, chances are that you have a generic contact form. That’s a great place to start. Contact form leads are actually nice and warm. Someone has actively hunted down a way to reach out to you. They are aware of your business and your product or service offering, have done some research already, and are likely in a buying state of mind. But don’t stop here. A contact form only captures a fraction of the people who come to your site. What about those visitors who are just browsing, but aren’t ready to commit? They could be great opportunities down the road. Capture their info now so you can nurture them until they’re ready to buy. Newsletter Sign-Up Most businesses send out some form of correspondence on a weekly or monthly basis, whether in digital or physical form. So why not leverage that content to stay in touch with prospects? A newsletter sign-up form can capture leads on your site who are interested in your products and services as well as the expertise you share. To increase retention and conversion of your newsletter sign-ups, segment your leads by the type of content they’d like to receive, like: Updates on the latest deals and discounts. “Let me know when your resume-writing services go on sale.” Industry tips and tricks. “Send me the latest blog posts on sustainable urban living.” Specific product or service updates. “Share the availability of your seasonal beer.” Gated Content Use your expertise to generate helpful, informative, in-depth content. Then give it away in exchange for contact information. You’re producing content everyday, so re-package it in an enticing way: Bundle your best blog posts into an ebook or guide Share recorded webinars Create a whitepaper based on your most frequently asked questions Online Ads Whether you’re using banner or text ads, don’t simply direct visitors to your homepage. Instead, create a custom lead generation form with content optimized to convert visitors into leads. As a rule of thumb: Address how you can relieve the pain-points your customers face Outline the key benefits of your product/service Create trust through testimonials, reviews, accreditation, certification, etc. Provide a strong call-to-action that compels prospects to act now Product Information Don’t forget to ask for what you really want – a sale. Capture hot leads by making it simple to get the product or service information that opportunities need to make a buying decision, such as: Demonstration Product trial or sample Consultation session Quote Social Networks Remember that you don’t own the followers on your social media platforms. Promote your lead gen forms to your social media followers. Once they opt-in through your form, you can keep them engaged with your brand no matter what new social network craze comes next. 2. Follow Visitors Out the Door Leads aren’t just captured in the digital sphere. You’re fielding inquiries and connecting with prospects in real life everyday. Don’t let them leave without collecting their calling card. Take advantage of touchpoints at your brick and mortar location(s) to capture: Business cards Newsletter sign-ups New customer emails 3. Keep in Touch with Attendees Whether you’re sponsoring a networking session, attending a trade show, or hosting a webinar, you can leverage events to convert attendees into leads. Capture attendee information through: Registration forms (online and onsite) Giveaways and door prizes Networking exchanges Your CRM should be more than just a storage bin for customer data. Don’t let the big fish get away. Turn your website, store front, and events into consistent lead generators that keep the top of your sales pipeline stocked with fresh leads. Flickr Creative Commons Image by Agustin Rafael Reyes