It’s easy to keep track of where one or two leads are in your sales funnel. However, ideally, you want more than one or two leads. What if your leads reach the dozens or, better yet, the hundreds? You could create a detailed spreadsheet and update it every time you get a new lead or progress is made. But even that can be tedious.
Customer relationship management (CRM) tracking tools allow you to plug in the information you need and then easily track your leads through every step of the sales funnel. With these tools, you can know exactly what next steps to take with each lead. And there have never been better options than now in 2023. Here are some of the best CRM tracking tools to use this year:
#1 – Nutshell
Nutshell not only allows you to track your leads through every step of the sales funnel, it allows you to track them through four different ways. In board format, you can drag and drop your lead when they move to the next stage. List format sorts your leads into handy lists and is perfect for segmenting based on value or demographic. Map view gives you a visually pleasing map that depicts the whole journey, while chart view lays out the data you need in a variety of visually pleasing charts.
Nutshell can also help you to spot “hot leads,” leads that will likely be the best fit for your brand and yield the best results. If you need to focus your efforts, using the “hot leads” analytics is a great way to do so. In addition to tracking where your leads are in the sales funnel, you can also save recorded conversations and previous messages to leads in Nutshell so you know exactly where you left off.
#2 – Pipedrive
Every business is different and your sales funnel might look different than another brand’s sales funnel. For instance, a B2B brand may have a different process than a B2C process. That’s why it’s handy that Pipedrive allows you to set your own stages for the sales funnel — both the number of steps and the objectives.
However, Pipedrive doesn’t focus on the objectives and expected outcomes so much as the actions that are within your control. It offers a task list to call or email a lead, after which you can mark that you’ve done so and move onto the next step. One step at a time and you’ll see the leads start to move down your pipeline. With clear analytics and easy tracking, it’s no wonder Pipedrive is a popular CRM option.
#3 – HubSpot CRM
HubSpot updates their dashboard minute-by-minute, so you always have a fresh view of where you stand in your CRM. Keep track of appointments and cross them off when completed, or mark down if you lost an appointment. You can also track sales made and prompt yourself to follow up with the customer after a certain period of time. You’ll set your own quotas and then track their progress over the month, quarter, and so on.
One of the best things about HubSpot is the simplicity. You can keep every interaction, every attempt, and every step throughout the sales pipeline in HubSpot and view it through a neat timeline. This will save you all that time that would otherwise be spent scouring your email inbox to find just the right information. It will also save the hassle that comes with accidentally deleting those key emails.
#4 – Salesforce
Salesforce does much more than CRM tracking, although that is a part of their services. It’s a full-service software designed to streamline the CRM process for you and your entire team. It’s cloud-based, so you can access it from any device. You can find top-notch analytics and automation of those menial tasks so that you can focus on what you do best — drawing the leads through the sales funnel. Salesforce also uses AI to help marketers optimize their strategy with leads.
#5 – Freshsales
Freshsales is a CRM offshoot of the cloud software, Freshworks. If you use Freshworks for customer service, you’ll already be comfortable with Freshsales. Freshsales has a focus on nurturing valuable relationships with customers. You can create web forms, track emails, deals, and lead management. It compiles all of your data into automated reports and a customizable visual dashboard.
Like Salesforce and Nutshell, Freshsales utilizes AI to help score your leads. By scoring leads, you can dedicate more resources towards the leads that are more likely to yield results.