Final answer:
Businesses use CRM systems to streamline the customer acquisition process, identifying potential customers at different stages of readiness: MQLs (leads) and SQLs (ready for direct sales contact).
Step-by-step explanation:
The primary reason that businesses use CRM systems to help them identify MQLs and SQLs during the customer acquisition process is to streamline the process. CRM systems collect and organize customer data, allowing businesses to track leads and identify potential customers who are more likely to make a purchase (MQLs) and those who are ready for direct sales contact (SQLs).
For example, let's say a business uses a CRM system and identifies a potential customer who has shown interest in their products by visiting their website multiple times and subscribing to their newsletter. This customer would be considered an MQL, someone who has demonstrated a certain level of interest but might not be ready to purchase just yet. The CRM system can help the business nurture this lead by providing targeted communications and marketing materials to move them closer to a sale.
On the other hand, if the business identifies a potential customer who has added products to their shopping cart but hasn't completed the purchase, this customer would be considered an SQL. The CRM system can trigger a salesperson to follow up and provide personalized support to help the customer finalize their purchase.