Maximising on current client data
Let's start by summarising what we've established so far in effecting successful relationship marketing to businesses in the context of right person, right proposition, right time.
Firstly, remember there will only be a finite universe of prospects for your products and services. Therefore licensing prospects from a number of sources won't change this truth. Hence our starting point must be to successfully identify these prospects, which in business-to-business means at a company level as well as at decision maker level.
We have recognised that targeting a large corporate requires a different approach than targeting a small business no matter what you are selling and with larger purchases, more people are likely to be involved in the process of decision making.