CRM: The Business Philosophy
Unfortunately, the technology that supports CRM has become synonymous with CRM. So much so, that discussions of CRM often begin with the technology. That is a mistake. Any discussion of CRM must start with the business philosophy or the whole thing will fall apart.
Closed Loop Marketing
Closed Loop Marketing provides a feedback loop to help improve your strategies and engage your prospects in meaningful dialogue.
When working with my Clients I make the point that Customer Relationship Management (CRM) is an ongoing process and not a one-time project. Closed Loop Marketing (CLM) demonstrates my point.
Account Planning
A disciplined approach to Account Planning will provide you with an action plan tailored for each of your key accounts. The action plans will become the building blocks for your practice’s success.
The process of developing Account Plans delivers multiple benefits.
CRM Data Management
CRM systems provide powerful tools for marketing to your clients and prospects. However, they are heavily reliant on the quality of the underlying data. This article examines some of the issues.
Customer Lifetime Value Scoring
CRM has three primary functions with respect to Customer Relationships: Acquiring, Maintaining, and Terminating. The purpose of this article is to present a method for determining which function should be applied to which customers.
CRM Strategy
CRM has moved from being just a system and technology to being the centerpiece of Customer, and therefore Corporate, strategy. This article discusses key concepts surrounding a CRM strategy.
Customer Satisfaction
Firms that deliver services to their Clients frequently use Customer Satisfaction as a Key Performance Indicator (KPI). This article examines some of the factors that may influence this important Metric.
Sales Pipeline
A sales pipeline is a tool that, if used properly, can lead to dramatically improved sales results. This article examines some of the key concepts.
