Glossary

Key terms and concepts in B2B relationship management, sales, and professional networking.

C

CRM (Customer Relationship Management)
Software for managing customer interactions, typically organized around deals and pipelines. Works well once there's commercial intent, less so for the relationships that come before it.

P

Pre-CRM
The phase before a relationship has a deal attached to it. No pipeline, no opportunity, just a connection worth keeping warm. Where most of your network actually lives.

R

Relationship Management
The practice of deliberately tracking and nurturing your professional relationships so you know who to reach out to, when, and why.