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CRM systems can, in fact, deliver a healthy ROI in a reasonable amount of time, no matter the economy.
Demand and revenue management means more than building sales and profits.
But before you can improve it, you must first understand the key elements that foster--or ruin--morale.
You can't build CRM without content.
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.
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.
Sales management must create an environment where top- and even average-performing salespeople exceed company goals.
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.
Every company can benefit from revenue management strategies.
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.
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.
It's simply good business sense to make your largest investment in those areas where you stand to gain your biggest return.
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.
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.
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.
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.
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.
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.
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.
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