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Currently viewing the category: "CRM Strategy"

You Can’t Create a Great Experience Without First Relating to Your Customers

On October 4, 2011 By Graham Hill

Original post: 2/23/2006

Look up the MSN Encarta Dictionary for the verb “experience” and you will find the following definition:

Have personal knowledge of something: to be exposed to, involved in, or affected by something Feel something: to feel a particular sensation or emotion

Although you may not realize it, the definition’s focus on personal [...]

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How Do You Find Profitable Customers? Get To Know Your Own

On October 4, 2011 By Graham Hill

Original post: 7/21/2005

It’s late on Friday evening and you’re driving down the freeway on the way home. You’re hosting dinner for one of your marketing agency’s most importance clients: the CMO of Simplify, one of the new “no-frills” mobile Telcos, which has been growing like crazy since it was launched two years ago. During [...]

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Making CRM Pay: A Customer Value Management Perspective

On October 4, 2011 By Graham Hill

Originally posted: 10/3/2003

Why is it so difficult to make CRM pay? While analysts regularly point out that 70 percent or more CRM projects destroy shareholder value, it’s not like we don’t know what drives success in CRM. Recent studies, like the CRMGuru Blueprint for CRM Success, have clearly identified the success factors. But putting recommendations [...]

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Why CRM Fails–And How To Fix It

On September 4, 2011 By Mike Boysen

I had the good fortune to read a great article on MITSloan Management Review this summer called Why CRM Fails – and How to Fix It.  It’ll be an eye-opener, and maybe a threat, for those of you who are caught up in the day to day business of selling CRM software. The reason [...]

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CRM Disruption You Can Count On

On August 12, 2011 By Mike Boysen

How much of your CRM application are you actually hiring? Yes, I understand you are paying for all of it. The question is whether you are leveraging all of it? CRM is not the same for each type of business, or even for different businesses of the same type. They each have different roles to [...]

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Unmet Needs, Networks, Signals, Reputation….#CRM

On April 21, 2011 By Mike Boysen

I was reading a great post by my friend, and colleague, Brian Vellmure this morning (Network, Signals Reputation and Delight) and felt like adding to the discussion.  Initially, I began to write a comment, but once it turned into a blog I reconsidered and posted it here.

Building a network and reputation is [...]

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The Best CRM Article Ever Written

On February 4, 2011 By Mike Boysen

When the issue of value comes up in the CRM world, I find myself thinking back to the old Wendy’s commercial where the little old lady opened her burger from a competitor and asked "Where’s the Beef?" As I’ve thought through this question over my years in this business I’ve come to a conclusion that [...]

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“The” CRM And “The” Mentality Behind It

On November 1, 2010 By Mike Boysen

Don’t ask me why, but nearly every day I feel the need to re-emphasize CRM strategy over CRM Software. It’s the same sick feeling I get when I hear people talking about Social CRM. I get fairly frustrated at the little things, like…

Calling CRM “the CRM” or “my CRM” or “our CRM” [...]
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The Multimedia Social Thread or The Social Media Multithread

On July 28, 2010 By Mike Boysen

[widget id="ad_unit-4"]ad_unit-4[/widget]Today, conversations, or threads, can take place over time and through a number of traditional channels. For example, you’re on the golf course with a client and he asks you to send him some more information on the topic you just mentioned. So, first you call him and leave a voice mail with the [...]

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When Complicated Is Easier Than Simple

On June 25, 2010 By Mike Boysen

[widget id="ad_unit-3"]ad_unit-3[/widget]Have you ever wondered why your [business process->business process mapping] never gets fixed? Ok, that’s assuming you know that it’s broken. However, most people realize, from time to time, that the environment they operate in could be better. So why did we always put off making the changes we really need to make? Can [...]

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