This is article #4 out of 50 in The Startup Marketing Playbook.
Imagine the CRM (Customer Relationship Management software) as the brain of your sales and marketing team. The CRM is used to track every person who interacts with in your funnel.
Every time a lead downloads an ebook or speaks with you on the phone, that action is tracked in the CRM. Each time you engage with that lead, you have a record of what you have told them so far and what you need to do to move them along in the buyer journey.
The CRM is a primary component of your organization’s sales and marketing stack (the set of tools you use), alongside your marketing automation system. For a new B2B startup just building your team and launching your first CRM, here is how to approach it: