Ever wonder why one industry firm calls a record in your database a "lead" while another calls it a "contact" and a third calls it a "prospect"? Well, it gets even more confusing as you dig in.
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The other day I re-visited an article written by Jim Obermeyer entitled The Rule of 45: Predicting Sales Results From Inquiries which confirmed and put some analytics to our long-standing belief that proper nurturing of leads will ultimately result...
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CRM is a fairly widely used acronym. Classically defined as “Customer Relationship Management”, it’s been known in the past by a whole slew of acronyms including SFA (Sales Force Automation), PRM (Prospect Relationship...
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