A CRM can support business development in every industry, but it may have an even greater value for software companies. Here are the seven ways in which CRMs play a critical job in software sales:

1. Assess which marketing channels generate the best leads

Where does visibility for the marketing team stop? Do marketers know the relative value of a lead from an online form versus an agricultural show encounter? At some point, tracking the value of leads anecdotally no longer scales. A software sales CRM can help identify the most valuable marketing channels by following leads from initial contact to close of sale.

2. Find out what it takes to get to a client demo

There are many ways to get a client to try out a software product freemium models, trials, or in-person product demonstrations. The right method varies based on the software. For example, an electronic health record system might make the most sense to demonstrate in person, while a cloud-based office platform may be easier to provide as a time-limited trial.

3. Establish a structured process that leads to predictable success

A client demonstration represents one key juncture in the software sales cycle. However, there are always more interactions on either side of a software demo. A software CRM classification can help pinpoint pivotal interactions that transition top-of-funnel leads into sales-qualified prospects.

4. Make it easier to share leads within an organization

In a long sales cycle, it may be impossible to ensure a single staff member is available at a pivotal moment for a client. Months after becoming a leader, a client may call back for final proof of a product feature, or to make a last-minute addition to a big contract. Likewise, large organizations may receive initial calls at a call center, distribute folks leads to remote sales staff, then close the sales with a final call back to company headquarters.

5. Get the data to support sales and revenue estimates

The potential value a software CRM can reach beyond the immediate sales staff and managers. Over time, data in a CRM can help expect sales and revenue in upcoming quarters. That information is essential to top-level executives attempting to make smart budgeting and hiring decisions.

In short, a CRM provides business intelligence that helps software companies produce further stable returns

6. Identify the right time for an upsell

Cloud-based SaaS solutions are more flexible than their one-time-purchase counterparts. That’s because they offer the on-the-fly expansion of features and scalability as business needs vary. For many in software sales, this makes the initial sale of a point-of-entry to potentially lucrative upsells in the future.

7. Know when to check on a subscription service

In recent years, some of the world’s largest software providers have switched to subscription models, including Microsoft Office and Adobe Creative Suite. From a sales outlook, subscription models change the focus from a one-time purchase to monthly or annual retention.

The value of a CRM for software sales

Industry experts suggest that business-to-business sales look less and less like impersonal, conveyor-belt operations. A more new, nuanced approach requires deep client accepting on an individual and collective level. By employing a software CRM, businesses can increase knowledge on both fronts.