B2B KOBİ'ler için Doğru Satış ve Pazarlama Yazılımı Seçme Rehberi

Ah, in this wonderful digital world, as SMEs, we've got our place too, right? Diving into the sales and marketing software realm is kind of an adventure, especially when our budget is "tight" and our team is "small". This guide is here to navigate you through this adventure! It's designed to help you pick the tools that will serve your business now and in the future, without breaking the bank, tools that are scalable, and user-friendly.

Understanding Your Needs

First off, answer the question, "What do we want?" Whether you're looking to enhance customer relationships, automate your marketing efforts, or both, identifying your needs will be your compass in finding the right tool.

What Are We Looking For?

Sales Software

• Sales Management: For sales management, you should make sure that the tool you choose includes good visibility for each sales stage so that you can make necessary changes if things don't go as you expect. It should also give you a good understanding of how each sales rep performs. You may also need to add approvals for quotes and stages in the long run. This feature should be available. If you are capturing digital leads, make sure those can be automatically transferred to the system with detailed information. Here are some options: Pipedrive, Hubspot, Salesforce.
  

• Lead Generation: There are many different tools for searching for potential leads. Products that capture the purchasing signals of customers stand out in this field, for example, Zoom Info, Lusha, 6sense. However, these tools can be very expensive. If the lifetime value you earn from the product you sell is not high, instead of these tools, target and reach the right customers with LinkedIn Sales Navigator.

• Demand Generation: The software used in demand generation allows you to manage three main topics: HubSpot is one of the best solutions in this area.

  • Capturing the potential customer: This can be done through web forms, creating landing pages. Managing social media and search engine campaigns: Useful for collecting information from leads coming from both organic content and your advertisements.

  • Email Marketing: Allows you to follow up on customers who show interest in your emails.

  • Lead Management and Scoring Lead Nurturing Make sure in this software that the customer can be tracked end-to-end and integrated with sales systems. Some features may be extra on top of the base product. Pay attention to what the cost will be for you when you purchase those products.

• Tools for Marketing Email Marketing: Email marketing is always a risky topic. Bulk messaging usually causes more harm than good. However, it is also very important for keeping customer interest alive. Mailchimp, with its free version, templates, and easy interface, is a good alternative.

• Social Media Management: If you're not purchasing an end-to-end marketing automation system, buying a product to manage your social media can be a good idea. If it's hard to allocate time for the campaign you plan to launch across all channels during the day, manage your social media accounts easily with Buffer and Hootsuite.

• Website Content Creation and Management: One of the common mistakes software companies make is attempting to write their websites with their own frontend teams. This results in a busy developer delaying work. Coding every landing page from scratch is also an unnecessary effort. Use a tool like WordPress, Wix Blog to easily manage your content.

Creating original content is very important. Still, you can get ideas from creative artificial intelligence products like ChatGPT, making the research phase easier.

A content planning Excel spreadsheet can also be useful for you. If you want a ready-made template, contact us!

• Analysis and Reporting: Without analysis and reporting, you cannot understand where the effort and money spent are going. Definitely get a tool that measures end-to-end. You can purchase software that provides end-to-end management like HubSpot, or if you cannot allocate a budget, at least use products like Google Analytics and SEMrush that help you measure your website.

Things to Watch For

• Ease of Use: Life-saving tools are those that are easy to learn and use.

• Integration: Prefer tools that are compatible with your existing setup.

• Scalability: Choose software that can grow with your expanding business.

• Cost-Effectiveness: Find tools that meet your needs without exceeding your budget.

• Customer Support and Resources: A support team that stands by you when you face issues is invaluable.

Recommendations for Small Teams

• For CRM: Start with HubSpot CRM's free options; explore customization with Zoho CRM.

• For Marketing Automation: Enjoy the wide free tier of Mailchimp; turn to Sendinblue for affordable solutions.

Application Tips

• Start small, master a few basic features before expanding.

• Use free trials to test everything before making a financial commitment.

• Get feedback from your team, their insights are valuable.

Conclusion

Selecting the right tools leads us towards simplicity, scalability, and value. By clarifying your needs and exploring the tools we've recommended, you can lead your team to victories, even with limited resources. Thus, you can etch your names as heroes in the digital era!