17 Best CRM Software of 2023 (Compared and Reviewed)

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What is CRM Software?

Customer relationship management (CRM) software is an online tool that helps organizations manage a sales pipeline from lead generation to closing sales.
CRMs help companies access, organize, and make sense of customer data to generate more sales.
CRM collects information from various channels like social media, email campaigns, live chat, phone calls, personal interaction, feedback forms, and more.
It further leverages data analytics to analyze the customer’s buying history, patterns, and needs.
The aim is to enhance the customer experience and satisfaction, turning leads into customers, then nurturing and upselling that relationship.
CRM has been around for a long time (earlier in paper form), but the benefits of customer relationship management systems became apparent after widespread digitalization.
CRM systems link various departments, including sales, marketing, HR, customer service, IT, business intelligence (BI), and finance.
Furthermore, data is readily accessible by any employee in real time, which empowers teams to make quick, data-driven decisions.
CRM solutions have connected interdepartmental teams and increased sales while removing business silos.

What Should You Look For in CRM Software?

Here are the top 10 things to look for when choosing your web-based CRM software:

1. Sales and Lead Management.

Your CRM should generate leads from inbound marketing, sales calls, email sign-ups, and more. Look for preset tasks to follow up with leads in less time.
Your CRM should nurture your leads through the entire sales pipeline, from lead to close.

2. Marketing.

Built-in marketing tools like email pipelines, databases, and social media integrations can help with marketing and sales alignment.

3. Integrations.

CRM systems integrate with other essential business software like email marketing, advertising platforms, data visualization tools, and more.

4. Analytics and Reporting.

Most CRM platforms have built-in reporting capabilities and pre-designed reports.
Check for live and dynamic reporting features.

5. Product Mobility.

Since sales teams are on the move, does the CRM offer usage across different devices?
Check if you can use the CRM on computers, mobile devices, and tablets.

6. Implementation Timeline.

The product implementation period should be relatively quick, low-cost, and error-free.
Ask your support engineer how long the timeline is and what resources are required from your team.

7. Project Management Workflows.

Task management boards and approval checklists should help your sales teams manage their tasks efficiently.

8. Security.

File storage and platform security are paramount when selecting your CRM.
Since your CRM is integrated with so much important data, ensure your platform’s security is top-notch.

9. User Experience is Key.

How easy-to-use is your CRM? Don’t forget UX, and make sure that your team is comfortable working with this tool for the long haul, as there is a short learning curve.

10. API Calls.

Your CRM should have a robust, extensible, and open architecture for custom data integrations.

Questions to Ask When Choosing CRM Software.

1. Is this built for small businesses or enterprises?

2. Does this software integrate with the tools I’m already using?

3. How many user seats are provided, and are there user minimums?

4. Would it be easy to train employees?

5. Are there set-up fees, and what is the total cost?

6. What type of security features is standard in the software?

7. Is the API accessible?

What Are the Benefits of CRM Software?

Here are some of the demonstrated benefits of using a good CRM for businesses of all sizes:

1. Improved Client Relationships and Customer Interactions.

CRM software allows you to streamline customer information and can help you generate insights, allowing you to serve your clients better.

2. You Can Cross-Sell And Up-Sell.

Armed with a knowledge base about customer choice and preferences, you can easily suggest purchasing complementary products.
On top of that, you can recommend other value-added versions of the product(s) that are pricier than the one your customer has bought.

3. Improves Collaboration.

Breaking away from silos, every organization member can access the same data in real-time, leading to enhanced collaboration between team members and the other sales and marketing teams involved.
While most people think of CRM for marketing or closing software for sales, collaborative CRM is about using customer relationship management software across various departments to improve customer relationships.

4. Enhanced Efficiency.

Since you are privy to customer preference, choice, and purchase history, the client doesn’t need to explain their requirements.
You can capitalize on your knowledge, satisfy the customer, and enhance work efficiency.

5. Save Costs In The Long Run.

Setting up CRM software can be costly, but it is a one-time cost.
On the other hand, enhanced operational efficiency and collaboration lead to increased productivity, which lowers in the long run.

6. Increases Employee Engagement.

Employees feel empowered when they can access data, resulting in employees taking more ownership of the day-to-day work.
Thus, CRM solutions naturally increase employee involvement.

How Do You Use CRM Software?

It is easy to start using CRM software, especially when you think about the benefits associated with it.
For best results, you need to use it across all levels of your organization.
Here are some steps on how to use a CRM:

1. Add Sales Representatives.

Before adding anyone else, ensure you get your salespeople on board since they’re most vital for your CRM tool.
Your sales team will ultimately rake in the revenue, and CRM is crucial to get more sales for the business. You also need to ensure they find it easy to use.

2. Segment Your Audience.

Every business is different, and there are different ways a company can segment its sales funnel.
The most commonly used method is dividing your potential customers into stages like ‘lead,’ ‘opportunity,’ and ‘customer,’ representing them from a company standpoint.

3. Import Your Contact List.

While many small businesses use different CRM systems for various uses, using a single one is a good practice.
However, whether or not you’re using a single CRM, you’ve got to import your data, like the contact list, past deals, and other customer information.
Almost all of the CRM systems tools allow CSV file uploads.

4. Third-Party Integrations.

The whole point of a CRM is to focus on the customer details and data through as many channels as possible.
Therefore, you need CRM software that provides abundant third-party integrations.
Some essential integrations you should look at are Amazon, Alibaba, Facebook, Twitter, and Instagram, among others.

5. Create a Dashboard.

CRM systems can simplify things for you by creating a dashboard.
A dashboard lets you take control of everything you need to do by displaying it on the screen.
It’s a visual, central control panel where you can access all your business functions and control anything you want at any time.
Here’s an infographic that depicts what a typical CRM systems dashboard looks like:
You can see and monitor project updates, task completions, statistics, visualizations, charts, and much more.

6. Create Reports.

The sales team is where your marketing efforts hit real-world sales.
That’s why you should provide them with as much information as possible, which will ease their job of selling the right value to the right customers.
It’s a good practice to create reports at regular intervals, like weekly, quarterly, or monthly, and send them to the sales reps.
These reports help the sales reps to:
• Evaluate their performance
• Evaluate the performance of the team
• Keep track of the targets they have achieved and the goals they’re yet to achieve
• Keep track of the comparative performance between colleagues (for bonus and incentive considerations)

The sales reps can then modify their performance accordingly.

Top Ways A CRM Improves Customer Relationships

Here are some of the ways a good CRM (Customer Relationship Management) platform can help improve customer relationships:
• Automated responses: A CRM system automates most of the customer service process, saving you time and energy to focus on more critical tasks. This automation includes responding quickly to customer inquiries with automated messages tailored to their needs.
• Data integration: With a CRM, your team can access all customer data in one place and easily segment customers into different groups based on information such as purchase history or current location.
• Improved communication: A CRM system streamlines team communication so everyone is always on the same page.
• Lead generation: A CRM can help identify potential leads by analyzing customer data and monitoring their activities for real-time insights into their needs and behavior.
• Enhanced analytics: With a CRM system, you can collect and analyze real-time customer data to better understand their buying habits and preferences.
These are just a few ways a good CRM platform can help improve customer relationships and drive growth for your business.

Best Practices for Managing Data in a CRM System

The best practices for managing data in CRM systems have been well-established and refined over time.
One of the critical factors to successful data management in CRMs is proper organization.
Data should be organized into logical groupings, such as customers, contacts, products, orders, etc., so it is easy to find and access when needed.
This will also make it easier to determine where changes need to be made or which areas may require additional attention and resources.
In addition to organization, regular data maintenance should be done regularly to ensure accuracy and reliability.
This includes verifying contact information or updating customer accounts with new purchases or activity history.
It also pays to consistently audit the system for any potential issues or discrepancies that may need attention.
Doing this regularly can help prevent errors that could cost both time and money trying to fix them down the road.
Data integrity is another critical factor in proper CRM data management.
For proper data entry and accurate information stored within the system, specific processes need to be followed.
For example, inputting customer details into a CRM must follow strict guidelines set forth by the company’s internal policies to be accurate and complete upon submission.
Ensuring all fields are updated accurately at each step along the way is essential for accurate reporting later down the line.
It also helps track individual customer interactions throughout their journey with your business.
Security should also be considered when managing data within a CRM system, especially if that system stores sensitive personal information such as payment methods or addresses.
Establishing appropriate user permissions levels can help protect your company’s assets from unauthorized access while allowing those who need access to get the job done correctly without compromising.
Encrypting sensitive fields can also provide added security without sacrificing the usability or functionality of the system itself.

Finally, training staff on the proper use of the CRM is essential for ensuring everyone knows how best to use and manage data within it, so nothing gets lost or overlooked through human error alone.

CRM Software FAQ

What is the easiest CRM?

There are plenty of options if you’re looking for a simple and easy-to-use CRM. The free version of HubSpot that syncs with your Gmail account is straightforward to set up and use. NetHunt, another Gmail-based CRM, can be installed with just a few clicks. Finally, Nimble CRM is known as a user-friendly CRM and is quick and easy to set up.

Is CRM difficult to learn?

Implementing and using a CRM is not as difficult as one would think. All CRMs have helpful onboarding support and technicians to get your system up and running and synced with your tech stack.
If you’re looking for a highly-customizable solution, Microsoft Dynamics, Oracle, SAP, and Salesforce all provide excellent implementation support.
Does Google have a CRM?
Google does not have its own CRM. However, there are a lot of CRM systems that integrate with Gmail.
For example, Zoho, Agile CRM, Streak, HubSpot, Freshworks CRM, and Salesforce Essentials all easily integrate with your Gmail account.

Is HubSpot CRM free?

According to HubSpot, they will keep their basic CRM free forever and will always have a free plan. Their free CRM tools include contact management, tasks and activities, contact website activity, company insights, prospects, ticketing, and more.

What is the best sales CRM software?

The best sales CRM software should have tools built for sales teams, including sales pipelines, customer and lead information, automatic follow-ups, cross-sells, upsells, and more. Here are my top picks:
1. HubSpot
2. Zoho
3. Freshsales
4. Salesforce
5. Nimble
6. Pipedrive
7. NetHunt CRM
8. Nutshell CRM

Executive Summary.

There are a lot of CRM tools on the market, and all of them have unique features and benefits.
Overall, I recommend you get started with Pipedrive or Freshworks CRM for your customer relationship management CRM software, as they are the best options.
However, you know your business better than anyone, and it’s for you to decide what it needs.
Look at the value you’re getting at a definite price point and the outcome you’re looking at.
Look at cloud vs. on-premise deployment, features and functionality, third-party integrations, ease of use, pricing plans, and more. Study all the facets before choosing the perfect CRM software for your business.

Which CRM software are you planning to use for your business?

Let me know in the comments below.
Further Reading on AdamEnfroy.com: Check out my other reviews of the marketing automation platforms and project management software to use this year.
And if you’re an enterprise business, read my reviews of the best ERP software or the best ecommerce platforms to run your online business.
Finally, check out this ERP vs. CRM comparison guide that covers the similarities and differences between these two primary enterprise tools.

Disclosure: I may receive affiliate compensation for some of the links below at no cost to you if you decide to purchase a paid plan. You can read our affiliate disclosure in our privacy policy. This site is not intending to provide financial advice. This is for entertainment only.