As with many things these days, words or expressions get bandied about with little regard for what they really mean. For instance, when we ask people how they define ‘Prospecting’, the overwhelming response is ‘Cold Calling’. Prospecting is far more than cold calling: it can happen anywhere with new, existing or lapsed accounts – anywhere you are trying to uncover and develop new business opportunities. And with social networks abounding, very few people ever have to make a true cold call. See what I mean?
And so we enter the confusing world of whether a company is Customer Focused or Customer Centric. What … read more by subscribing.
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