Suspect

Rick De Vlieger
3 Jan 2014 | 1 min read

Suspect is a term used in CRM. The term is used in the sales funnel model. The term 'suspect' however has nothing to do with crime or the like. You suspect that he or she wants to become a customer of your company. However, this is no more than a vague suspicion, for example, because he is already a customer of a competitor or you as a company already have many similar customers and you, therefore, think you have a good chance of winning this company as a customer. Often there has been no contact with a suspect. If there has been contact, and the potential customer has indicated that they are interested in becoming a customer, the customer will be considered a prospect from that point on. If you are almost certain that the company will become a customer, it will be regarded as a hot prospect.

A suspect is, therefore, a term used to indicate in which phase of the sales process a potential customer is.

Article rating: 4.2 (10 reviews)
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