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Biographical Information
Paul Greenberg
President, The 56 Group, and founding partner, BPT Partners
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Articles By Paul Greenberg
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In this exclusive excerpt from the fourth edition of the industry bible, legendary thought leader Paul Greenberg explains why the unification of sales and marketing is finally upon us.
You need more than just transaction data if you want to take action.
A new paradigm calls for a reassessment of an industry metric.
But are you prepared to let them?
Providing an experience requires a better understanding of your customers.
Social media is changing the face of CRM. Are you prepared?
It's going to take a very special kind of organization to truly make a personal connection with customers.
The word is everywhere now: social networks, social frameworks, social platforms.
CRM is changing, and you better change with it.
Posted 30 Jan 2008
It's time for marketers to understand how social networking sites cater to every generation.
Loyalty doesn't have a bidirectional requirement, but the relationship between customers and a business demands that two-way street.
Posted 19 Apr 2004
Customers are willing to stay if they can expect a significant value of some kind from the product or service they are using.
The reality is that CRM becomes valueless if it doesn't translate into some sort of tangible business value.
Customers are rarely loyal. They are willing to jump at the first perceived slight or problem, even if they have been dealing with you for years.
Channel partners are salespeople, too. It's time we recognize the relationship for what it actually is.
If you have a vested interest in having customers, then field service is not only relevant to you, but is also a crucial part in the successful CRM mechanism.
Metrics and ROI will not materialize unless CRM incorporates major cultural change as an element of success.
The facts of CRM life dictate that to succeed we must all get along.
Call it vendor selection, not package selection, please
Give CRM system users a reason to embrace the new system, or failure is guaranteed
When companies purchase an application, they're buying the vendor.
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