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Customer Targeting with Sales Automation CRM: 5 Tips for Choosing the Right Customer

Customer Targeting with Sales Automation CRM: 5 Tips for Choosing the Right Customer

CRM sales automation software is essential to sales, marketing, and customer support. With the best sales automation CRM, your teams can automate data collection and analysis to provide customers with the most personalized service. Your marketing campaigns can be improved by using CRM sales automation software to gain insight into your customers and target audience.

This piece is for small business owners and marketers who want to use sales automation CRM to streamline operations, increase sales, and improve marketing through correct customer targeting.

Nonetheless, a lot of small businesses struggle to identify a precise target market, typically due to one of the following factors.

Why do Businesses Hesitate to Customer Targeting?

Situation #1: “I don’t want to limit business opportunity by only targeting a specific customer persona.”

When you attempt to market to everyone, fewer people tend to find your message compelling. But when you target your ideal client, you’ll not only draw in devoted followers but also reliable prospects who might be very close to your target client description. This saves you time from chasing unqualified leads.

Situation #2: “I don’t have the time or don’t know how to go about it.”

If you hardly find any time to invest in defining your customer persona, it is a signal you need more automation to free up your time and streamline your work process. Implementing a sales automation CRM like AIM will solve your worries. This also addresses your issue of lack of expertise. AIM lets you explore the wealth of customer data in one place and lets you prepare a crisp outline for your customer persona just with a few clicks.

When using CRM sales management software to target customers, it’s important to choose the right customers to ensure the success of your marketing campaigns.

Who is my Target Customer?

So who precisely qualifies as your ideal customer? Start by using these standards:

  • They “just get it.” There is no need to convince them that your product or service is valuable. These people frequently come looking for you or virtually had their credit card ready when they arrived.
  • it’s “simple to service” them. Compared to other customers, they require less time and effort to make them satisfied.
  • They are “more profitable.” Over the course of their relationship with the company, they make more or larger transactions. Once they’ve made a purchase from you, it’s relatively simple to advertise to them again.
  • They “bring in referrals” for you. They develop a love for your small company and end up being loyal customers who sing your small business’s praises and pass your name along to others.
  • You have “fun working” with them! Having the potential to help a lot of people is great, but when you start with the ones you enjoy the most, you and your customers can thrive.

Now, take a moment to think about which of your customers fit this list. You want more folks who are like that, right?

Customer Targeting for CRM Sales Management

Here are five tips to help you choose the right customers for your CRM efforts:

1. Segment your customer base

If you use a sales CRM for small business like AIM, use the filtering features to search for customers who:

  • Frequently and/or recently clicked the links in your emails
  • Have a pain your product is really good at solving
  • Visited your pricing page but didn’t buy

Divide your customer base into different groups based on their demographics, behaviors, and preferences. Use this information to create buyer personas that represent your target customers. This will help you identify which groups of customers are most likely to be interested in your product or service and tailor your CRM efforts accordingly.

2. Use past customer data

Analyze data from past purchases, website activity, and other interactions to identify patterns and preferences among your customers. The best sales CRM software for small business gives you all the consolidated data in one place. This data can help you target customers who are most likely to make a purchase and tailor your messaging to their interests and needs.

Monitor customer behavior with the best sales CRM software to gain insights into their needs, preferences, and map buyer’s journey. Use this information to anticipate their needs and deliver targeted messages and offers.

3. Prioritize leads

Use your CRM system to prioritize leads based on their likelihood to convert. Focus your sales efforts on the leads with the highest potential, and use targeted messaging and offers to move them through the sales funnel. Use scoring for automated sales pipeline to trigger targeted messaging and classify it as a “hot lead” and to keep track of sales activities and progress.

Calculate the sales forecast feature of AIM to determine which ones are most valuable to your business. Focus your CRM efforts on these high-value customers to retain their loyalty and encourage repeat purchases.

4. Identify pain points and customize your approach

Look for common pain points or challenges that your customers face, and use this information to create targeted messaging that addresses their needs. This will help you attract and retain customers who are looking for solutions to their problems.

Use your CRM system to track customer interactions and preferences, and tailor your sales approach accordingly. Personalized messaging and offers are more likely to resonate with customers and increase the chances of closing a sale.

5. Monitor customer engagement

Keep track of customer engagement with your marketing efforts, including email opens, click-through rates, and social media campaign response. This will help you identify which customers are most interested in your products and services, and adjust your CRM efforts for marketing automation to get the most engagement. Use this information to refine your sales strategy, adjust your messaging and offers, and improve your customer targeting.


Effective customer targeting is key to sales success, and CRM sales automation software can be an invaluable tool in achieving this. By defining your target customer, using segmentation, tracking customer behavior, customizing your approach, prioritizing leads, and leveraging data analytics you can improve your targeting efforts and increase your chances of closing deals.

As you gather more data in your sales CRM for small business, you will constantly refine your customer targeting. By following these tips, you can choose the right customers to target with your sales CRM software and increase the effectiveness of your marketing campaigns.