CRM Automation and its Best Marketing Practices to Drive Growth

CRM Automation and its Best Marketing Practices to Drive Growth

If you are running an online business, don’t be a delay to realize the power of Customer Relationship Management (CRM) Automation, because it is defined as the powerful process of automating sales and customer service functions to assist the teams stabilize and keep track of their engagement efforts with targeted and prospective customers. 

You deserve the best assistance of Hemito Digital, the top-rated Facebook Marketing Company in Kochi for the proper marketing automation best practices that help sales teams to save more time concentrate on nurturing leads, and do the fast conversion by automating tedious sales processes.

Table of Contents:

  • What is CRM Automation
  • Core Functions of CRM Automation
  • CRM Automation Tools
  • Best Practices for Sales Optimizations and Marketing
  • Different CRM Automation Software Tools
  • Benefits of CRM Automation
  • Conclusion

What is CRM Automation

Automating CRM will help sales teams to automate redundant prospecting and customer management tasks, which are otherwise a complete time-consuming thing. It involves data entry, contact updates, calendar management, communication details, and lead and opportunity updates.

Marketing automation services also help the sales team to provide functionalities that empower sales teams to have a complex conclusion by wielding advanced analytics. It is really good for a simple collaboration between sales and marketing, which is a preference for a lot of businesses. Use Facebook Ads to reach your best customers quickly while getting marketing automation best practices.

Core Functions of CRM Automation

Contact Management

The advantages of CRM automation softwares are highly offering this basic feature to assist manage contact data for prospects and customers with fields such as name, contact details, email, social profiles, company details, etc. Usually, contact management provides a clean and organized user interface that makes instant response to search queries and simple accessibility to customer data.

Lead Management

Here this tool helps salespeople to keep track of lead activities. It comprises lead identification, lead scoring, lead pipeline management, lead workflow management, and lead tracking. This function can be mentioned as one of the advantages of CRM automation and it helps salespeople to be updated with current data to confidently engage with leads and prospects in an effective manner.

Documentation Management

In marketing automation services, using this tool is an integral function. In nutshell, sales processes include a lot of documentation such as RFPs quotes, invoices, sales templates, transactional documents, and contracts. These all should be stored and readily accessible by sales and they should collect, upload, and share them easily.


CRM automation should have integration with other applications and tools such as calendars, project management tools, email systems, etc. Usually, email integration enables salespeople to keep track of conversations and segment contact lists more efficiently. Providing company-wide collaboration for sales and confirms all interaction history with a particular customer is effective under calendar integration in marketing automation best services.

Reports and Analytics

This core functionality helps to optimize sales processes and provides data-driven decision-making. CRM automation helps from sales performance analysis to sales forecasting.

CRM Automation Tools

The best advantages of CRM automation are the availability of automation tools, which are based on two traits: – Installation-type and functionality.

Tools Based on Installation:

  • On-premise CRM Automation Software

These are not connected to the internet and only accessible from within a defined network and permitted devices. It is preferred by sensitive data dealing companies and very popular in industries such as banking and finance, healthcare, local/state/national government bodies, etc. 

  • Cloud-based CRM Automation Software

These are web or cloud-based and available as SaaS applications. Highly flexible space-to-pricing options, no installation cost or maintenance fee, and the real-time access to data from any device and location make it more worth and preferred for start-ups to large organizations alike.

Initially, cloud-based CRM automation providers showed off late tightened security measures. But today these are highly secured as on-premise systems. According to the regulations and laws, data security continues to be a top priority in almost all companies and it also provides a significant competitive advantage under marketing automation best practices.

Tools Based on Functionalities

  • Operational CRM Automation Software

Provides automation features for sales and marketing functions. It is simply tracking customer activity with features like email sending, lead management, automation, lead scoring, and marketing automation.

  • Analytical CRM Automation Software

To make data-driven decisions, analytical automation platforms are utilizing as powerful engines that collect and process a high volume of data and creating detailed reports and analyses.

  • Collaborative CRM Automation Software

These are ideal for enterprises that deal with massive amounts of data analytics, forecasting, and team collaboration with the primary focus on customer experience.

Best Practices for Sales Optimizations and Marketing

Maintain Data Uniformity

It is an important practice usable in the states like allowing multiple formats for data entry and updates creates chaos in your database. Create clear and concise guidelines for data entry and data updates, in addition to the use of drop-down menus. It also comprises tracking phone calls, entering contact details, conversation logs, data updates, and appointment settings. Here, the balance of uniform standards confirms the high level of productivity of your sales teams.

Regular Data Audits

In the marketing automation best services, conducting regular data audits is the best practice to be followed while automating and maintaining CRM. By providing updating databases and dealing with outdated data, this practice helps to follow a data cleansing routine between specific time intervals ensures that data is current and up-to-date, and able to concentrate more time on selling.

Data Integration for Marketing and Sales

Enabling data integration is a more important practice for effective marketing and sales. Here from website page visits to form submissions, from content consumption to click on email newsletters, marketing data capture action, and interests of leads are first made by salespeople.

While communicating with the leads, automating the sync of marketing data with your CRM assists sales teams with contextual knowledge. It facilitates smooth sales-marketing collaboration and prioritizes the leads to contact first.

Mobile-friendly, Cloud-based CRM

Data availability around the clock is mandating. It’s very easy to make your tool accessible across multiple devices, including mobile platforms and other smart devices at any time, just to enable sales teams to their job. Your sales team can able to access the data anywhere at any time with boosting productivity and keeps data management much possible and balance downtime effectively.

CRM Automation Integration with Social Channels

Social media is powerful that has been highly usable for consumers to interact with businesses. Business owners can use it as a channel to answer customer queries, provide a response to post-purchase complaints and suggestions.

Integrating social media conversations into CRM helps salespeople to understand consumer expectations, behavior, and status. Social listening, sentiment analysis powered by AI, and deep learning are some advanced features, that empower sales teams with ever deeper insights with access to this unstructured data.

Minimize Complexity of the CRM Tool

Maintenance of adequate data hygiene with simple, but effective workflows provides both efficiency and higher adoption by users about the tool. Multiple teams are using CRM automation tools for multiple purposes and now the focus is on a single source of customer data, just to execute orchestrated companies.

Different CRM Automation Software Tools

Various CRM platforms are available in the market and each one provides its features. Hubspot CRM, Salesforce Sales Cloud, Zoho CRM, FreshSales, and Bpm’Online CRM are the top-rated cloud-based SaaS CRM automation tools in the market and these all provide the most advanced features in the SMB segment for most high-growth organizations.

Benefits of CRM Automation

Enhance Sales Productivity

Usually, data entry, data updates, call logs, sending emails and follow-ups are time-consuming activities. But CRM automation reduces the time spent by sales teams on such redundant sales. It also boosts productivity and sales teams are more able to focus on increasing qualified leads and conversions.

Drive Growth of Sales Marketing Collaboration

Having better collaboration between the sales and marketing teams is the result of proper integration of your sales and marketing automation. Lead ownerships and data updates can be resolved easily providing the automation of all the manual processes. In the absence of some members in our team, it is simple for another member to take over their leads and chances with easy access to the data.

Assistance in Decision Making with Powerful Insights 

AI-powered forecasting and detailed analytical reports are used to make CRM automation tools more intelligent. This same intelligence will help salespeople to prefer leads, opportunities, and reach a complicated conclusion with powerful insights.

Increases Customer Experiences

By CRM automation, salespeople can track every activity of leads and prospects. This comprises blog post visits, email opens and clicks, and website content interactions. Sales teams can easily communicate better with prospective customers with the simple accessibility to prospect data such as location, social engagement, and demographics


Nowadays, CRM automation is an integral part of business-boosting, even if it is not a mandatory requirement of all sales-driven organizations that want to manage prospects and customer relationships and communicate more effectively and efficiently. In the modern days, CRM is traveling towards the use of ML (Machine Learning) and AI, voice, and conversational commerce, more than that, the microservices model to deliver ever-increasing value to the organizations that focusing B2B.


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