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From the insurance industry's perspective, the integration of different product lines into a single business unit sounds like a prime opportunity to reduce operational costs, grow revenues, and improve profitability.
Viewpoints,
Posted 10 Nov 2003
How to overcome the barriers to implementing an effective sales process.
Viewpoints,
Posted 03 Nov 2003
Organizations today are now looking for and applying approaches that help guarantee the success of their CRM initiatives. One approach that organizations are turning to for maximizing CRM performance and ROI is the balanced scorecard.
Viewpoints,
Posted 03 Nov 2003
We are still seeing plenty of program misstarts, and a number of outright failures. --Bernie Goldberg, founder of Direct Marketing Publishers
Viewpoints,
Posted 27 Oct 2003
The process of implementing a CRM program often goes wrong because of hurried projects that are implemented simply for technology sake with unrealistic project timelines and poorly documented goals.
Viewpoints,
Posted 20 Oct 2003
As a business progresses, effective and systematic sales management becomes increasingly crucial.
Viewpoints,
Posted 13 Oct 2003
Organizations seeking to provide a universal view of customer information must deploy knowledge-powered central databases that can store and automatically present all important and relevant data for a customer.
Viewpoints,
Posted 06 Oct 2003
If competencies really worked, we should see numerous examples of increased productivity and profitability as any given sales force becomes more and more competent.
Viewpoints,
Posted 06 Oct 2003
Organizations making the most of email marketing rarely, if ever, think only in terms of one email.
Viewpoints,
Posted 29 Sep 2003
Chances are good that a customer will never reach a live agent during any given transaction, so companies should be more concerned with their IVR and voice application performance.
Viewpoints,
Posted 29 Sep 2003
Deliverer service consistency and value-based service, and streamline customer service processes, among other actions.
Viewpoints,
Posted 22 Sep 2003
The best risk mitigation for a prospect is a satisfied customer.
Viewpoints,
Posted 22 Sep 2003
Small and medium-size businesses require an approach to CRM that minimizes risk and cost, and increases return on investment.
Viewpoints,
Posted 15 Sep 2003
CRM suites have broadened significantly from their roots, but companies are finding that the automation and successful execution of a company's revenue strategy clearly requires a different focus.
Viewpoints,
Posted 15 Sep 2003
There are five must-haves: functionality that provides for integration with back-office applications; advanced scheduling capabilities; spare-parts integration; connectivity for a wide range of mobile and wireless devices; a comprehensive customer data model that provides a single view of customer.
Viewpoints,
Posted 08 Sep 2003
To encourage their customers to be evangelists, companies must first build customer loyalty.
Viewpoints,
Posted 08 Sep 2003
Companies win customer share by investing in customer development and customer management strategies.
Viewpoints,
Posted 01 Sep 2003
Emerging technologies are providing a collaborative framework capable of building a virtual sales office integrating many CRM capabilities with active collaboration tools.
Viewpoints,
Posted 25 Aug 2003
If no one is willing to use it, the best system in the world is worthless. Avoiding this fate is the real key to success in implementing a CRM or PRM application.
Viewpoints,
Posted 18 Aug 2003
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