CRM Software and the Waterfall Marketing Methodology
John Neeson talks to Tracey Renzullo about the importance of a Customer Relations Management (CRM) system such as Salesforce.com and how organizations today are using this software as a tool to understand the appropriate timing and messaging of marketing and selling efforts to prospects. Neeson then goes on to explain the waterfall technique and how this diagnostic tool helps companies understand how they can improve the process of securing sales through a series of cascading steps.
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