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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
Web self-service can reduce operating costs while providing more timely and accurate information to users. But these self-service portals must not be treated as a standalone solution. Unless connected to broader business processes and practices, little may be achieved.
Viewpoints,
Posted 30 Dec 2002
You've seen numbers about your customers' purchasing habits, their zip codes, their income and some other demographic characteristics. But location affects customer behavior as much, if not more than demographic characteristics. So to fully understand your customers you must understand where they live and what their location means.
Viewpoints,
Posted 23 Dec 2002
To be competitive today, consumer packaged goods (CPG) manufacturers must come to grips with the profound changes that have occurred in the marketplace.
Now, new technologies and greater access to consumer data are opening up exciting possibilities for CPG companies to connect with their consumers in ways that had not been possible before. Through the effective application of interactive database marketing technologies and programs, CPG marketers can regain their influence with consumers and engage directly with users and potential buyers of their brands.
Viewpoints,
Posted 23 Dec 2002
An online marketer's dream is for every interaction with a customer or prospect to be a positive and profitable experience that can be tracked, reported on, and analyzed through sophisticated electronic-CRM (e-CRM) technology. Here's how to develop a strategy to realize that dream.
Viewpoints,
Posted 16 Dec 2002
It's time to move pricing out of the back office and into the front office, which is becoming easier to achieve as customer relationship management (CRM) application vendors add more sophisticated pricing functionality to their product suites.
Viewpoints,
Posted 16 Dec 2002
Loyalty marketing can be a crucial first step to help you pry the dreams from customers skittish about privacy, wise to targeted offers, and numb to discounts. Integrated tightly with your overall CRM strategy, a loyalty-marketing component can become a powerful engine for your CRM machine.
Viewpoints,
Posted 09 Dec 2002
Reward or recognize? In the past these two types of incentives have been seen as competing against one another particularly during the implementation or refinement of customer loyalty programs. However, companies are now looking at combining the two.
Viewpoints,
Posted 02 Dec 2002
Business-to-business (B2B) exchanges or marketplaces provide dramatic opportunities to automate collaborative business processes with customers and suppliers, generate internal efficiencies, and reach new markets at minimal cost. Here's how to take advantage of the opportunities and avoid the pitfalls of B2B exchanges.
Viewpoints,
Posted 02 Dec 2002
Want to improve your sales organization fast? Consider ripping up your annual performance appraisal system. Hold work planning and review sessions with their employees rather than annual performance reviews.
Viewpoints,
Posted 02 Dec 2002
Microsoft Business Solutions is releasing its own CRM product.
Viewpoints,
Posted 02 Dec 2002
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