People, Process, & Technology

I’m not sure who first coined this phrase, but you hear it a lot in the CRM world (and in lots of other technology arenas, as well). The concept, in a nutshell, is that for any technology project to be successful, you have to have the right mix of people,...

ERA Seeking Marketing Manager

One of my past clients, The Electronic Retailing Association (ERA) is currently looking to fill an open position for a Marketing Manager – Membership & Magazine. If you’re interested or know a strong candidate please apply at the ASAE Career HQ...

Using your data to increase sales

A good friend of mine, Vinay Kumar, once owned a printing company that he grew from under $200,000 in annual sales to over $5 million! I asked him how he did it, and he pointed me to this post on his blog, where he writes: Every quarter or so, we would print out a...

Have you ever actually MET your members?

I was recently reading about a speech that Emily Yellin, author of Your Call is (Not That) Important to Us, where she recounts meeting a customer service representative (CSR) who had worked as a CSR for two and a half years but had never met a customer. She was,...

Fewer Leads, Higher Sales

In a recent issue of CRM magazine, an article outlined how Beazer Homes was able to use their database (salesforce.com) to increase sales by 52 percent, even though the number of leads coming through the organization had gone down (35% fewer!). They did this by...
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