HOW DOES THE CYCLE WORK?
Let’s look at two examples, one for a professional in the business-to-business (B2B) marketplace and one for a professional marketing business-to-consumer (B2C) services.
Suppose you are a B2B computer software consultant who typically works with large corporate clients. At a breakfast meeting of the Association of Information Systems Professionals, you met the director of information technology (IT) in a major corporation. You spoke for a few moments about his company and exchanged business cards. The director is now a contact in your marketing pipeline.
When you returned to your office, you entered his name and other information into your computerized contact management system, and set up an automatic reminder to place ...
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