Why do businesses spend a fortune enticing people to become customers, then shun those same people once they are customers? The causes -- and the cure...
View articleA small portion of your business is generating the bulk of productivity and profitability. That's the Pareto principle. Your job is to identify and le...
View articleGathering your prospects into groups still makes sense, but you may be using the wrong criteria to cluster them. Read More...
View articleWhen bringing users into an 'inner sanctum' where they'll be asked to reveal personal information, make sure they feel safe doing so. Read More...
View articleLocking yourself into price competition is a losing proposition. If you're providing value, your customers may even be willing to pay more. Read More...
View articleIf you know what RFM stands for, you're one step ahead of the game. But read on to learn how these three simple letters can help you maximize future r...
View articleArthur's found some pretty amazing parallels between analytic CRM and the world J.R.R. Tolkien created, populated by hobbits, elves, dwarves, wizards,...
View articleSealing a deal with a customer online is just as important -- if not more so -- as doing so in the real world. Read More...
View articleThe battle between advertisers and publishers over consumer data ownership has been long and bitter. Dev says there's only one possible winner, and it...
View articleThe news is mostly good, especially the part about CRM not being a complete disaster. Read More...
View articlePersonalization isn’t good enough -- you need to be personal, too. Jack explains the difference and how to combine the two without breaking your budge...
View articleAccording to a survey of CIOs, more of these executives are focusing this year on their organization's ability to execute and support CRM by taking a ...
View articleIf you know what RFM stands for, you're one step ahead of the game. But read on to learn how these three simple letters can help you maximize future r...
View articleThere's one very important thing we can learn from Lincoln -- to persevere and reach for greatness, moving beyond merely acceptable results. Read More...
View articleRecently, Arthur's been examining what DOESN'T deliver ROI in a CRM initiative. Here's the one you've been waiting for: what makes CRM pay off and how...
View articleIf your "personalization" projects didn't make the 2002 budget, that doesn't mean you can't incorporate personalization into the projects that DID mak...
View articleIf you think taking a purely scientific approach to improving your conversion rates is the answer, you're kidding yourself. Read More...
View articleSmart marketers have long since figured out which metric matters online. They measure the bottom line. Read More...
View articleIn the CRM industry, ROI is like the weather -- everyone talks about it, but no one seems able to do much about it. Read More...
View articleIf you're like most marketers, you're practically swimming in data. But learning how to act on these critical measurements is the only way to improve ...
View articleIf you know what RFM stands for, you're one step ahead of the game. But read on to learn how these three simple letters can help you maximize future r...
View articleIn the CRM industry, ROI is like the weather -- everyone talks about it, but no one seems able to do much about it. Read More...
View articleDidn't get that budget you requested? Don't despair. There are ways you can achieve your goals without spending a lot of dough. Read More...
View articleAre you a suit? A nerd? A bean counter? Or a creative? Where you fit into the picture may say a lot about how you feel about CRM. Read More...
View articleYou start a new job and, much to your horror, discover that the company doesn't analyze its Web site log files. It's time for you to change that. Read...
View articleYou may know what you mean to say when you're writing copy for your Web site, but are you expressing your vision as clearly and precisely as possible?...
View articleWhy must CEOs know their customers' needs, desires, behaviors, and habits? Wall Street's asking. Read More...
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