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Companies that follow this approach to CRM are finding they can achieve quick, measurable profit improvement: Become more customer-centric; act today; make better use of all that data collected in your CRM databases.
Viewpoints,
Posted 10 Mar 2003
Marketing, sales, and service departments' respective goals for customer relationships are often in direct opposition to each other; EPM strategy relies upon the premise that each part of the company will deliver on, and even exceed, its performance objectives.
Viewpoints,
Posted 10 Mar 2003
Perspectives on changing how the game is played.
Viewpoints,
Posted 03 Mar 2003
Superstars adopt a selling style that takes full advantage of their greatest talents.
Viewpoints,
Posted 03 Mar 2003
Customers expect to buy a product at the touch of a button, accurately and speedily. Thus, the real-time enterprise is a way to create real value for customers.
Viewpoints,
Posted 24 Feb 2003
Making revenue enhancement a logical piece of CRM.
Viewpoints,
Posted 17 Feb 2003
Companies often offer loyalty programs that focus on hard benefits to retain customers, but hard benefits are sometimes not enough. The benefits must have a high-perceived value from the customer's perspective.
Viewpoints,
Posted 17 Feb 2003
CRM systems can, in fact, deliver a healthy ROI in a reasonable amount of time, no matter the economy.
Viewpoints,
Posted 10 Feb 2003
Demand and revenue management means more than building sales and profits.
Viewpoints,
Posted 10 Feb 2003
But before you can improve it, you must first understand the key elements that foster--or ruin--morale.
Viewpoints,
Posted 03 Feb 2003
You can't build CRM without content.
Viewpoints,
Posted 03 Feb 2003
Somebody who approaches their CRM project implementation the right way and follows best practices will always achieve greater success with whatever they end up using than a company that makes the typical mistakes and blames everyone else for their problems.
Viewpoints,
Posted 27 Jan 2003
Complex process innovation projects require a far more complex set of internal metrics that are applied and evaluated at frequent intervals to ensure that projects remain on track.
Viewpoints,
Posted 27 Jan 2003
Sales management must create an environment where top- and even average-performing salespeople exceed company goals.
Viewpoints,
Posted 13 Jan 2003
Today there is an alternative to distributing databases and applications over a network of servers and PCs: heterogeneous customer management systems in which discrete, componentized applications ride on a common, flexible architectural backbone.
Viewpoints,
Posted 13 Jan 2003
Every company can benefit from revenue management strategies.
Viewpoints,
Posted 06 Jan 2003
The most common complaint today is that management can't balance the need for fundamental change with its short-term sales goals; lack of coherence in traditional sales training is the second one.
Viewpoints,
Posted 03 Jan 2003
An overarching goal of RTE lies with the need for process automation to manage the detailed steps involved in moving transactions and business events from start to finish.
Viewpoints,
Posted 03 Jan 2003
It's simply good business sense to make your largest investment in those areas where you stand to gain your biggest return.
Viewpoints,
Posted 03 Jan 2003
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