The landscape of sales is changing, and companies have shifted to become more customer-focused. In fact, 46% of sales leaders say that deeper customer relationships are a key objective for sustaining success.
In this age of client-focused sales, CRM is critical. It enables sales teams to create deeper relationships with their potential clients and sets them up for productivity.
That's why CRM technology has enabled businesses and their sales reps to grow bigger and faster. Consider these stats:
· 52% of high-performing sales reps take full advantage of their CRM
· Their average return on a CRM is $8.71 for every dollar spent.
· 47% of CRM users in a poll stated that the technology improved their customer satisfaction significantly.
When it comes to getting ahead and expanding as a company, CRM is vital. However, there are also a lot of CRMs to choose from, and it can be a commitment to dedicate all of your information to just one. We created this handy guide to help you find the CRM that is right for you and your business.
We’ve compiled a list of all the top CRMs on the market to give you all the information that you need to know. Read on to find out who the popular CRMs are, and their pros and cons.
The behemoth of the CRM world, Salesforce is cloud-based with sales automation software.
Pros: The software offers a wide range of features and is highly customizable, depending on your business's needs. Their essential plan is an ideal way for small businesses to get an extensive amount of services on their budget. Some of their services include marketing automation, analytics apps, an impressive support team, and territory-based lead assignment and reporting.
Salesforce can offer impressive solutions for companies on a budget.
Cons: Growing businesses might outpace the CRM quickly. The Essential’s plan, which costs $25 a user per month, only goes up to 25 users. The Professional is the next step up and does cost significantly more at $75 a user per month.
Hubspot is the CRM for the small business world.
Pros: HubSpot's vast array of features to help support the full needs of a small business. They offer a free plan that is ideal for companies that have not used a CRM before and aren't sure of what they need. Their free contact management application offers functionality like smart form lead capture, chat widget, and customer support ticketing. Email tracking and deal management features can help businesses land better sales. Hubspot also has extensive integrations for any features they may not have.
In addition, Hubspot’s simplistic user interface is easy to learn and an excellent option for those who are new to CRMs.
Cons: While the free version has some functionalities, certain features are only available by purchasing a subscription to one of their paid packages. The packages start at $50 a user per month. Other CRMs offer a better price point for their starting package.
HubSpot does lack some of the reports and workflow automation that other CRMs offer, and it doesn't sync with Google or outlook. Their mobile app lacks much of the functionality of the desktop version, which can be a significant problem for sales reps out on the road.
Microsoft is great for users who don’t want to reinvent the wheel and would rather stick with what they know.
Pros: If your familiar with Microsoft Office products (who isn’t familiar with the staple of the office computer?) or Sharepoint, Dynamics provides a simple continuation. Their features are much the same, which makes it fairly intuitive for most office workers.
Dynamics is a hybrid data management system, which means that you can choose to save the information either on-premise or in the cloud. Information-sensitive businesses might prefer the option of saving their data at a secure location, making Dynamics a great choice for them.
Cons: Dynamics is at a much higher price point than most of the CRMs on our list. At $115 a user per month, you can get full access to all of the applications Microsoft provides.
However, there are a couple of ways to make it more cost-effective. For one, you can license a device as opposed to individual users, which can bring down the number of licenses you need. It is also possible to purchase individual apps instead of the package as a whole. This option might be particularly useful if you don’t plan to use all of the apps.
Dynamics is best used with other Microsoft products, so it might not fit as well if you don’t usually purchase Microsoft. Users also reported that it lacks customization in some aspects.
Zoho offers a great means for social media management.
Pros: In this day and age, many sales prospects are met, and contacts maintained through social media. Zoho allows users can incorporate social media into their client relationships. They can also publish to social media outlets and track interactions directly through Zoho without needing to switch applications.
Zoho is also one of the most reasonably priced CRMs on this list. Their packages range from free up to $20 a user per month. The standard package is $12 a user per month.
Cons: Zoho lacks the typical storage size for a CRM. With only 15GM per user, you may find that your sales team quickly uses up their allotted space. Paying for more storage then becomes necessary. In addition, Zoho also lacks project management capabilities.
The CRM that helps sales teams create effective sales pipelines.
Pros: Great for visual pipeline measurement, Pipeline allows users to manage the sales pipeline for better sales. It can generate sales reports and do sales forecasting to enable sales teams and management to plan out effective sales strategies. The features in Pipeline encourage sales reps to focus on high-priority deals first and become more productive with their time.
Pipeline also offers customer reports for leadership to see sales performances and opportunities. Their appointment tracking feature makes it easier for sales reps to plan their day and get in touch with customers. Pipeline also offers unlimited storage.
Cons: Because Pipeline specializes in pipeline management, they do skip on some of the features that other CRMs provide. For example, they lack lead assignments and scoring and lead-based routing.
A CRM on the go.
Pros: ZenDesk Sell is a great mobile app for sales reps that are often out of the office. It offers mobile calling and call recording directly through their app. It works as a part of the ZenDesk suite, which includes IT management, analytics, and help desk.
Cons: ZenDesk is for the company that is ready to commit because they do not offer free plans. They also miss certain features, such as marketing automation and productivity apps, that are found on other CRMS.
A low cost, all-in-one CRM for small businesses
Pros: Bitrix 24 excels at multi-channel communication. Video, chat, email, SMS, social, and intranet all integrate with not only the CRM, but also help desk, project management tools, website builder, and marketing automation.
Connecting with a customer is simple once all the various channels are connected. Simply click an option, add a recipient, and start a conversation. Bitrix 24 records everything in the contact’s timeline for consistent communication.
Internal communication is simple, as well. It works similar to Slack for fast and convenient conversations between team members. Management can set tasks, record and send videos, create employee polls, and generate workflows.
Cons: The software is not user-friendly, and the user interface can feel busy. Some users may find that it is difficult to navigate. It is also missing email marketing functions that other CRMs provide.
Insightly is a great CRM for project management.
Pros: Insightly offers leadership the tools they need to manage their teams effectively. It allows automation and customization options for special setup needs, repetitive tasks, and business processes, such as managing sales.
Insightly offers great security and keeps one person’s mistake from weighing down the whole team with the use of permissions. Workflow allows management to lead effectively and helps encourage collaboration between departments.
Cons: The CRM doesn’t offer as great of a visual experience as Pipeline to make projects easier to navigate. It also doesn’t provide quotes or order management without upgrading to their enterprise level.
A CRM for team management.
Pros: Nutshell is great for managing sales teams. It offers customization, automation capabilities, and reporting options. The user-friendly software allows leaders to create pipelines for a streamlined sales process that keeps deals from going stale. They even offer templates for pipelines for users that need help creating effective ones.
Cons: Nutshell is ideal for small teams, which means that growth is limited. Organizations may quickly outgrow some of their features and find that they need a new CRM. It also offers limited social media access, which is not ideal as more businesses use social media to find and contact prospects.
A customizable CRM for personalization.
Pros: The fully-featured CRM allows users to contact leads directly through their CRM. Freshsales displays the entire sales process for better insights. Users also report that they have superior customer support.
Freshsales offers a free version for an unlimited number of users. Their priced plan includes additional features, such as customer reports, and range from $12-49 a user per month.
Cons: Freshsales lacks the functionality for managing inventory or catalog-style pricing. It might not be ideal for retail or distribution who need to be connected to their inventory. Users also report that the internet connection can be slow.
Map My Customers can provide a convenient routing feature to add to many popular CRMs, including Salesforce, HubSpot, Zoho, and Microsoft Dynamics. However, we also offer a standalone CRM for those who want to harness the full benefits of Map My Customers.
Pros: The CRM feature through Map My Customers was built for sales reps out in the field and their leadership. It provides visualization of vital data for better insights, cadence management so that hot leads do not fall between the cracks, and rep accountability to make your team as efficient as possible.
In addition to our CRM features, you also get the routing features that set Map My Customers apart from the competition. Sales reps can automate route planning for faster routes and less time on the road. It enables sales reps to spend more time selling instead of driving.
Cons: Map My Customer is ideal for outside sales and sales teams that are often on the road. Inside sales may not be able to get as much use from the features our CRM offers.
Find the Right CRM for You
CRM is essential for business growth. Thankfully, there is no lack of options to choose the right one for you. No one CRM is perfect for everyone, so taking the time to understand what each one offers is critical.