What’s the Difference Between a “Lead” and a “Prospect”?

In sales and marketing, it’s important to understand the difference between a “lead” and a “prospect”. That’s because each of us in sales and marketing has a finite amount of time and resources that we can devote to business-building, and “leads” and “prospects” have very different likelihoods of converting to new business. In classic CRM […]

What is “Relationship Marketing”?

The dictionary defines relationship marketing as “marketing activities that are aimed at developing and managing trusting and long-term relationships with larger customers”. I think that definition is fair enough, however I would like to offer this one which I believe is simpler: “Relationship marketing refers to building a business largely on the strength of personal […]