CRM Cover

May 2006

Magazine Features

Pointing to Profits

It takes a special breed of thinker--quick, tenacious--to be a successful salesperson, and the job has been getting harder. As products and services become more complex, salespeople need to think faster than ever, respond more quickly, remember more details, and comply with more guidelines than ever before.

8 Email Marketing Tips

Experts provide commonsense advice about 'one of the most powerful and yet one of the most dangerous mediums of communication.'

Barriers to CRM Success

Tech obstacles to CRM success can be considerable, but others include process and people concerns--read here about two companies' experiences.

Front Office

A Singular Slip

A recent bone-chilling story involving delayed cell phone messages has convinced me to stick with reliable landlines.

Reality Check

What Does CRM Really Do to Help Salespeople?

More than 70 percent of firms show positive results from using CRM systems.

The Tipping Point

Reaching the Next Level of Performance in Marketing

Marketers should expand their focus and look for opportunities to drive incremental revenue across all stages of customers' interactions.

Pint of View

Enterprise!

Cutting costs (and throats) by skipping CRM.

Insight

Social Responsibility: Are Companies Faking It?

In the wake of the Enron scandal, the message most people got was not to get caught.

Like a Circle in a Spiral

Making your IVR system as user friendly as possible will help increase customer loyalty and keep costs down.

Centering Operations on the Customer

Priorities are changing from cost cuts to service improvements.

Market Focus: Systems Integrators: VARs Vary in Customer Care

How CRM integrators aren't practicing what they preach.

Required Reading: Love Thy Customer

The Pulse: What is your company's biggest security concern?

What Are Your Marketers Worth?

Salaries and bonuses rebound in a seller's market.

destinationCRM Dashboard

REAL ROI

A BBB Sees Bigger Business

The Houston-area BBB chose Dovarri for its cost-effective, time-sensitive implementation.

CRM Pitches a Help-Desk Tent

Blazing a better results trail for a camping company.

Crediting Speech

IBM and Call Design help St. George Bank reap the benefits of a speech-user interface.

Nextel Partners Reaches Out to Touch New Customers

Integration with PAR3 Communications lets the telecom turn off the autodialer.

Secret of My Success: Lights, Camera, Customers

TV and film lighting company Altman Lighting keys Exact Software to help produce a better customer experience.

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