A client of mine was telling me about a problem they have with fraudulent credit card charges, which require a bit of work on the behalf of accounting staff to fix. As we discussed the issue, it dawned on me to ask “How often does this happen?” The response: “Once every couple of months.” The …
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, processes, and technology. For example, …
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 at http://asi.careerhq.org/jobs#/detail/3644459.
I’ve posted a new article on my website. Over the past several years I’ve conducted a non-scientific survey of association executives, asking them simply what was top of mind with management of their database. For a change of pace, I’ve asked the AMS vendors to respond to a set of three questions about how their …
New Article Posted – What AMS Vendors Think – 2010 Read More »
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 “year-end” …
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, naturally, appalled by this, and suggested …
There is an old aphorism in sales that objections are a sign of interest. In other words, whether a sales prospect is agreeing with you or disagreeing with you, that’s okay, because it means they’re engaged. The worst type of behavior is indifference. And so it is with data management. Users that are requesting new …
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 systematizing how they managed sales leads, and by focusing on …
A colleague of mine asked me, at what point do you say: “Our database is good enough? We don’t need to keep upgrading?” I think that’s a fair question. And I think the answer lies in whether or not you’re achieving success with your current system. Fact is, I’m a big geek. I love technology …
Avectra is one of the major players in the AMS market, and a company with which I’ve been associated for over a decade (even prior to their creation as Avectra). NFI Studios is a web-development firm that, among other things, has a product called MemberFuse, which is a white label social networking platform. Avectra announced …