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Marketing, sales, and service departments' respective goals for customer relationships are often in direct opposition to each other; EPM strategy relies upon the premise that each part of the company will deliver on, and even exceed, its performance objectives.
Perspectives on changing how the game is played.
Superstars adopt a selling style that takes full advantage of their greatest talents.
Customers expect to buy a product at the touch of a button, accurately and speedily. Thus, the real-time enterprise is a way to create real value for customers.
Making revenue enhancement a logical piece of CRM.
Companies often offer loyalty programs that focus on hard benefits to retain customers, but hard benefits are sometimes not enough. The benefits must have a high-perceived value from the customer's perspective.
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.
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