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  Introduction – B2B and B2C companies The objective of this document is to help you understand the difference between B2B CRM software (business-to-business customer relationship management) vs B2C CRM software (business-to-consumer customer relationship management) and to assist you to decide the right CRM for your business. However, before we get into the CRM discussion, it is important that you  understand the difference between the two terms B2B and B2C. Most companies get classified as any one of the two kinds – B2B companies or B2C companies. B2B companies Business-to-business or B2B companies sell their products or services to other organizations or companies; usually referred to as legal entities. In this case, the invoices (or bills) are raised in the name of these entities; and these entities make the payment. Often people get confused when the products or services billed to organizations are used by employees or end-users. These also come under B2B companies as the...

Sales is both art and science; possibly more of science in today’s context. And we say that because a scientific process and methodology backed with data has the potential to exponentially improve your sales efficiency. A critical part of this scientific process is lead qualification. What is Lead Qualification? Lead qualification is a process of identifying and qualifying the right prospects who are likely to buy your product or service. In order to maximize the sales team’s productivity, marketing teams are generally entrusted with the responsibility of lead generation and qualification. They follow certain lead qualification methodologies and filter the right leads before sharing them with their colleagues in the sales department. That way, your sales team members are fed in with a pipeline of qualified prospects for them to completely focus on deal conversions. This also streamlines the sales process to a great extent and the sales team starts to work on qualifying leads instead of...