Management (prm)
(khetib abdelkrim)
Prospect Relationship Management (PRM) is perhaps the mostcritical, and most frequently ignored, tool in B2B management. Thelonger, more complex buying cycle means that relationships have tobe cultivated over a lengthy period of time. And that requires a minisales process at every point in the decision making process. Theseactions are often referred to as ?micro-conversions?, meaningyou have to convert your prospect at every level, and build on therelationship over a period of time. Every communication providesanother opportunity to convert your prospect to the next step. Butthe performance of each step must be measured. Here?s wherehaving your KPIs defined at the start of the campaign will help youmanage to the most important ones.auto tagging: Automatically tags the templates that need tobe tracked, enabling you to more efficiently track and analysis datafrom your Web site.trigger marketing: Trigger marketing takes micro-conversiondata, and serves up offerings by broad category analysis ofclickstream. This enables customized product offerings based onbehavior, and allows for email targeted to specific customers afterthey browse the site.
Resumos Relacionados
- Micro-conversion
- Marketing Your Website: Online Marketing Options
- Measuring Five B2b Kpis
- Measuring Five B2b Kpis
- Outsourcing
|
|
