CRM Strategy
What is Top of Mind Awareness or TOMA? It is a lead generation and nurturing program introduced by Commence Corporation in conjunction with their Sales and Marketing CRM software that is quickly gaining traction. Here is why. CRM software is typically purchased to manage customer data, generate new business opportunities, and automate the sales process, but despite all the hype…
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For some strange reason CRM has become a term associated with technology, but CRM has very little to do with technology. CRM is a business strategy plain and simple.
Read MoreIn part one of this paper, we discussed how critically important it is to select a sales model that is appropriate for the products or services you are selling. In our case study the ‘NewCo’ company needed to transition from a high cost direct sales organization to selling via the internet and channel partners. The second and equally important strategy to…
Read More Probably the number one mistake that companies make is that they think CRM is solely about their own efficiency. That’s well intentioned, but if this is indeed the only focus of their CRM, they’ve taken their eyes off the ball. Of course, the ball is the customer. Consider the following tips to keep the focus right where it should be:…
Read More KMWorld recently published the article “CRM in the age of the customer” that discusses why a “customer-centric” strategy is imperative for your business: While companies have always, to a greater or lesser extent, called themselves “customer-centric,” this is different. It is not about customer-centric thinking or taking the attitude that the customer is always right. Instead, the new power of…
Read More Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. A sophisticated CRM system is a must, as is the discipline to use it religiously.
Read More This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Article By Dave Kahle Q. Dave, I have been a fan for a number of years, and have a number of your books. In the last couple of years, I have grown increasingly frustrated. Why won’t people respond…
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