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Zusammenspiel von Lead Management und CRM entlang der Customer Journey

In: Marketing und Sales Automation

Author

Listed:
  • Alexander Woelke

    (Cloudbridge Consulting GmbH)

Abstract

Zusammenfassung Einen Kunden zu gewinnen ist um ein Vielfaches aufwendiger, als ihn zu halten. Deshalb kommt dem Management der Kundenbeziehungen von der ersten Kontaktanbahnung bis hin zur Bestandskundenpflege große Bedeutung zu. Nur wenn Lead Management und Customer Relationship Management (CRM) effizient miteinander verknüpft sind, ist sichergestellt, dass die generierten Leads so qualifiziert werden, dass sie an den richtigen Übergabepunkten weiter bearbeitet werden. Im folgenden Beitrag wird gezeigt, wie die nahtlose und effiziente Übergabe und Bewertung von Leads durch die enge Zusammenarbeit der Marketing- und Vertriebsteams gewährleistet wird.

Suggested Citation

  • Alexander Woelke, 2021. "Zusammenspiel von Lead Management und CRM entlang der Customer Journey," Springer Books, in: Uwe Hannig (ed.), Marketing und Sales Automation, edition 2, chapter 15, pages 215-223, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-21688-7_15
    DOI: 10.1007/978-3-658-21688-7_15
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