CRM Magazine: January 2006
Magazine Features
Dangling the Carrot: Drive Your Sales Force to Profitability
Selecting and implementing the proper sales compensation tool to drive and motivate your sales force is more important than ever.
Safe Secrets
When is safe too safe? Establish reasonable guidelines and stick to them.
A New Marketing Medium
Blogging allows marketers to start conversations with prospects and customers through a powerful new avenue of communication.
Surefire Hires
Organizations jeopardize their ability to best serve customers if they don't have selection, retention, and development strategies for contact center agents. Here, industry insiders offer nine tips to help minimize risk.
 
Front Office
Calling the Cops on Telemarketers
This is an example of a simple market research campaign becoming a botched effort, resulting in a call to the police.
 
Reality Check
CRM: The Past and the Future
Born of contact management applications 25 years ago, enterprise software systems have come a long way.
 
Customer Centricity
Is Your Product Really That Great?
Loyalty programs won't work if a company's core product or service is perceived to have little or no value.
 
The Tipping Point
Put More Feet on the Street
To extract more value from existing sales machinery, B2B companies must address fundamental sales productivity inhibitors, focusing first on process, policy, and guideline improvements.
 
Pint of View
Promising That This Year Won't Be Like Last Year
Thirteen goals that businesses can actually hit.
 
Insight
Microsoft 3.0 Is a Go
The company beats the release's expected launch date with aplomb.
The Bitter Taste of Offshoring
Europe is setting an example of best outsourcing practices that American business might want to follow.
Aspect's Facelift
The new company must balance rationalizing its overlapping functionality with retaining and attracting new customers.
MarketScope: Manufacturing: CRM's Next Makeover
Analytics can reinvigorate the industry now that consumers are consuming again.
destinationCRM Dashboard
Required Reading: Why Customers Do What They Do
Today, the customer is the real decision maker.
Statistically Speaking
The Pulse: What Web support service will your organization implement in the next 12 months as part of its online self service initiative?
 
REAL ROI
BPM Speeds the Purchase Request Plow
"The customer understands we're looking for innovative ways to make processes easier...."
Signed, Sealed, Delivered
A travel-tech services broker taps digital contract management for e-signatures.
Hosting Time Is Money
Migrating to iRadeon's version of SugarCRM saves a search engine marketing company both.
Pounding the Pavement with Real-Time Communication
Field-service management and optimization lead to enhanced productivity and significant cost savings.
Opening Accounts and Relationships
A credit union uses service as a competitive advantage over price.
Secret of My Success: Hughes Network Systems
Broadband satellite network provider Hughes turns to Perseus Development to take customer satisfaction surveys to the outer limits
 
Re:Tooling
Tech Solution: Workforce Optimization Tools
Business Problem: Managers cannot staff and manage their contact centers effectively.
 

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