Published on November 5th, 2019 | by Clara Beck


How to Utilize CRM Strategy to Generate More Leads

Every organization, whether it’s big or small, B2C or B2B, requires leads. If you have been in the business for a while, you know how difficult it is to generate highly qualified leads. Though it’s not easy, it isn’t impossible.

At present, businesses make use of two different methods to accumulate more leads, namely, online and offline modes. With the online process, companies can create highly qualified leads via email marketing, YouTube, landing pages, online advertisement, social media, blog writing, blog syndication, etc.

On the contrary, when it comes to the offline method, businesses make use of several offline techniques like tradeshows, conferences, seminars, banner advertisements, pamphlet distribution, and print-ads.

Organizations can also incorporate CRM strategy to automate the marketing process and accumulate high-quality leads. According to Thomson Data, 74% of businesses that included CRM resulted in better customer relationships.

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In this post, we’ll be talking about CRM and how you can use it to generate more leads.

1. Identify your Target Customers

The first vital step in the process of lead generation for any business is identifying where they can locate their target customer base and understanding what type of issues their company’s service and products can help in solving.

Such analysis will help you to understand and determine the types of people or organizations that are facing those similar problems. You can then utilize the CRM analytical tools to collect and accumulate accurate information about your prospect’s demographics, browsing history, online conversations, past purchases, spending behavior, average income, profession, current age, etc. and save all the data on CRM database.

Additionally, you can make use of the CRM system to evaluate what types of customers generally respond to your marketing campaigns the most. You can also take advantage of surveys, event registration, and forms to accumulate as many insights as possible on your clients and leads. All of this information obtained from various customer touchpoints can then be recorded on the CRM database.

The data recorded on the CRM system can benefit your business considerably by helping you find customers that are best suited for your company and ultimately help you decide how, where, and when to contact them.

Having such information will let you conduct sample sales campaigns and personalize your marketing strategies and discounts depending on the preferences and interests of the targeted audience.

2. Generating Leads via Social Media

There’s no better tool than social media to generate sales-ready and highly qualified leads. This includes twitter, Snapchat, Facebook, etc. It helps in connecting businesses with their targeted customer base and converts them into sales-ready leads.

A study by Thomson Data shows that the social CRM sector is set to reach $10 billion in 2019. On social platforms, one can post surveys, track social conversations, schedule activities and record the whole process in the CRM software to determine customer feedback, issues, complaints, and identify which type of contents resonates with the targeted social media audience.

This allows companies to develop content that can potentially help them in driving their brand to the right customer base. All of this information can benefit your business by segmenting prospects into different customer groups. You will be able to target potential audiences accordingly.

It’s one of the best and cost-effective solutions for organizations to accumulate more leads. According to Thomson Data, CRM improved customer retention by 26%.

Primarily, lead generation refers to the process of gathering information or intelligence on your clients. And CRM tools can help you obtain as much data as possible to devise marketing campaigns and plan effective marketing activities to drive and nurture more leads and turn them into sales opportunities.

3. Design personalized Emails

An essential step for generating sales-ready leads is through nurturing. You may have thousands of leads on your database, but if you don’t nurture those leads properly, they’ll feel neglected. As such, you might end up losing potential and valuable clients.

However, the most crucial measure involved in lead nurturing and lead generation processes is to devise and send personalized and customized emails to prospective customers individually and make sure it is delivered at the ideal time.

You can categorize your email lists depending on your targeted prospects, and even set reminders to your personalized promotional emails to make sure you respond to your customers on time.

Lead generation is of vital importance, especially for companies looking to find new leads. However, the current business environment is highly competitive, and it becomes quite challenging to drive new leads. This is why utilizing CRM software, and its technological solutions can help monitor and track various leads that are coming in from different customer touchpoints.


As you can see, CRM enables you to connect with your customers and prospects on a much personal level, predict your clients’ wishes, and amaze them by knowing exactly what they’re interested in.

Overall, CRM software not only centralizes your actions and gives you the contact database, but also makes it easier to understand your customers’ insights. This, in turn, enables you to devise highly responsive personalized messages for the targeted groups and ultimately generate more leads.

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About the Author

Clara Beck is a Business Manager with 8 years of experience at Thomson Data based out of Plano, Texas. She helps SMBs and Enterprise firms take full advantage of the latest marketing tools to scale up their business. She blogs about Small businesses, Marketing, CX, Entrepreneurship, Big Data and, other technological innovations. Connect with Clara on LinkedIn and Twitter learn how to win more leads.

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