Every year millions of euros are spent, both centrally and as a dealer, to generate leads. Another million euros are used for CRM actions to acquire customers. But what is the generation of “lead” and the CRM? The lead generation “…a marketing action which allows to create a list of possible customers interested in products or services offered by a company.” Whereas for CRM we mean “…Customer Relationship management, which is linked to the customer loyalty concept.” From the outside it could seem that with the use of these processes, of these methodologies of company technique, there is no escape for a “hot” customer; all are acquired and then loyal. A perfectly closed market is therefore created with a solid entry barrier, which is indeed insurmountable. Despite this, in reality,… Read the rest