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B2B CRM must be extended to address the needs and wants of extended selling teams, their customers, and their prospects.
Viewpoints,
Posted 01 Mar 2004
Understanding that not all your employees can be expert linguists, name-recognition technology solves the difficult task of deconstructing names to gather detailed information about a name's origins, its culture, and the meanings of terms in the names.
Viewpoints,
Posted 23 Feb 2004
There's been a sharp growth in the volume of information available to help make informed purchasing decisions--it's considerably more than anyone can possibly filter for a "correct" decision.
Viewpoints,
Posted 23 Feb 2004
It is important to recognize that a knowledge base can help achieve multiple corporate goals.
Viewpoints,
Posted 16 Feb 2004
Customer-based measurements enable business leaders to not only understand the satisfaction and loyalty levels of key customer groups, but also help build programs and initiatives that foster stronger relationships with high-value customers.
Viewpoints,
Posted 16 Feb 2004
Your salespeople can create consistent, winning proposals in minutes by using proposal automation software.
Viewpoints,
Posted 09 Feb 2004
The key to successfully integrating the enterprise with the contact center is through a two-prong approach: Establish a core customer interaction recording foundation and integrate process improvement and direct revenue-supporting activities.
Viewpoints,
Posted 09 Feb 2004
Emerging software applications like profit optimization are cracking data's code and increasing sales revenue by realizing more profit from flat sales.
Viewpoints,
Posted 02 Feb 2004
A key to analytic CRM is the ability to provide predictive analysis.
Viewpoints,
Posted 02 Feb 2004
These days the guiding principle is, let the customer choose.
Viewpoints,
Posted 26 Jan 2004
A customer P&L sheet allows companies to determine the appropriate level of service, as well as pricing, discounts, and distribution.
Viewpoints,
Posted 26 Jan 2004
A go-to-market strategy should be based on the four major steps in the buying process, and on where the company's strengths lie in fulfilling the needs at each stage.
Viewpoints,
Posted 20 Jan 2004
Far too many CRM providers fail to understand what their customers want, a very odd thing for companies selling closer customer contact.
Viewpoints,
Posted 19 Jan 2004
VoiceXML has moved from being a platform decision to a core part of a strategic direction. But that is only the right direction if you take advantage of the things that VoiceXML has to offer.
Viewpoints,
Posted 12 Jan 2004
Mining data to develop insightful and actionable results effecting the bottom line in terms of improved efficiency and increased profitability requires a mix of statistical, programming, database, and business-process skill.
Viewpoints,
Posted 12 Jan 2004
Creating solutions to critical business problems like sales opportunity management that are easier to use is critical for the tools to be accepted and for the industry to grow.
Viewpoints,
Posted 05 Jan 2004
Last year will be looked on as the year of renewal for the CRM industry; new technologies around the real-time enterprise (RTE) come into the picture in 2004.
Viewpoints,
Posted 05 Jan 2004
An organization can better target members for increased investment--or disinvestment--based on potential value, while delivering more relevant communications and offers geared to member needs.
Viewpoints,
Posted 29 Dec 2003
That's because good plans don't come from looking at the most information, but from looking at the right information.
Viewpoints,
Posted 29 Dec 2003
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