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Confidence might seem an ephemeral quality manageable only at the recruiting stage, but technology tools are emerging that can help a sales manager bottle competence and confidence for consumption across an entire staff.
Viewpoints,
Posted 19 May 2003
The smart marketer realizes the long-term value of establishing specific goals for any email-marketing program.
Viewpoints,
Posted 12 May 2003
Companies must define the role of the customer in their relationship, the type of customers they are seeking and the types of customer they are not seeking to form relationships with.
Viewpoints,
Posted 12 May 2003
Don't miss opportunities to use CRM to enhance the bottom line.
Viewpoints,
Posted 05 May 2003
Will growing differences between America and Europe have an impact on your reps' ability to sell?
Viewpoints,
Posted 05 May 2003
The changing face of CRM in financial institutions.
Viewpoints,
Posted 28 Apr 2003
The top-five functions to automatically build into your e-CRM strategy.
Viewpoints,
Posted 28 Apr 2003
How to create a charter for customer care.
Viewpoints,
Posted 21 Apr 2003
A cheesy look at how email marketing can increase sales.
Viewpoints,
Posted 21 Apr 2003
Relationships, even eCRM relationships, are a two-way street.
Viewpoints,
Posted 14 Apr 2003
Managers' failure to hold salespeople accountable can stall CRM efforts.
Viewpoints,
Posted 14 Apr 2003
Perspectives on changing how the ROI game is played.
Viewpoints,
Posted 07 Apr 2003
How to handle discussing touchy political topics in a business setting.
Viewpoints,
Posted 07 Apr 2003
How to remove the roadblocks to learning the true value of your customers.
Viewpoints,
Posted 14 Apr 2003
The unambiguous flow of information from customer to field service engineer and back due to the reduction in information intermediaries translates into considerable business benefits.
Viewpoints,
Posted 31 Mar 2003
CRM buyers and sellers must understand is that CRM is an evolutionary process: The speed of CRM adoption by companies is not a straight line steadily reaching toward infinity; there will be stops and starts along the way, landslides or avalanches between ice ages. The current tectonic shift has unearthed the CRM agency business model.
Viewpoints,
Posted 31 Mar 2003
The path to enterprisewide CRM should be viewed as evolution, not revolution. Answering these questions will result in gaining a better understanding of what is required to generate value from your previous investments.
Viewpoints,
Posted 24 Mar 2003
An engaged business is one that engages customers by anticipating the service they require and seamlessly delivering that service, sometimes before the customer is aware of that need.
Viewpoints,
Posted 24 Mar 2003
Work the edge--the point of interaction with stakeholders in your business that enables effective collaboration and sharing of information--to leverage existing systems and data within such emerging customer interaction touch points as Web sites, email, chat, and telephony.
Viewpoints,
Posted 17 Mar 2003
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