Contact management (CM) vs Customer relationship management (CRM)

CM vs CRM

(From Wikipedia:)
"Contact management (CM) software has weakened since the late 1990s, when Microsoft integrated basic contact management features into its Outlook email and PIM program. For enterprise users, Microsoft also offers Business Contact Manager for Outlook. "

"Customer relationship management (CRM) is a customer-centric business strategy with the goal of maximizing profitability, revenue, and customer satisfaction. Technologies that support this business purpose include the capture, storage and analysis of customer, vendor, partner, and internal process information."

Collecting contacts to be put through the qualifying process is a numbers game and the name of the name is “CM”, not “CRM”.

So, when does a “contact” become a “client”? From the client development point of view, when a contact has been “qualified”, he or she becomes a “potential client”.

Leads are gathered and then must be sorted and qualified. It’s the answers to specific qualifying questions that transform the lead into a potential client.

The direct sales process is to collect leads, qualify, and then transform them into clients to be serviced on a long-term relationship basis.

What tools do you use to organize your contacts and clients?

John Dooley
www.jtdooley.com

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