Merchants are struggling to figure out the most effective way of increasing their conversion rate. Bryan says the key is focusing on one particular me...
View articlePersonalization has made so much progress in the last few years, it seems that we’re nearly back to where we began. In the second of this two-part ser...
View articleUnderstanding the right and wrong reasons for making an acquisition, and knowing the best time to do so, could have saved Nortel Networks $1.9 billion...
View articleEveryone from email marketers to call center operators consider themselves to be in the CRM business these days. And when a term encompasses everythin...
View articleBecause we can collect, measure, and analyze so much data on the Web, you'd think e-tailing would be a marketer's dream. Too often, it's a nightmare. ...
View articlePersonalization has made so much progress in the last few years that it seems we’re nearly back to where we began. Read More...
View articleIn a B2B setting, as elsewhere, you persuade prospects to convert by meeting their needs at that precise moment. Read More...
View articleAnalyzing data isn't difficult. Just ask Mr. Troutman, Dev's seventh-grade gym teacher. Read More...
View articleOften scattered and rumpled, torn and discarded, customer data doesn't deserve the ill treatment it's getting at some companies. Read More...
View articleThis book alleges a growing ineffectiveness of marketing -- and a vastly different approach to finding an alternative. Read More...
View articleCreate a knowledgebase and expand it with each new question customers ask and you answer. Read More...
View articleYou want to ensure your project succeeds. Youwant it to be cost-efficient. OK, then you need a new and better management method. Read More...
View articleWhat's make or break for your CRM implementation, and what's icing on the cake? Last week, I discussed what you want. This week -- what you need. Read...
View articleBefore you can make sense of customer data, you've got to get it all in one place. Here's one suggestion for handling that challenge. Read More...
View articleAt each step of the sales process, a site loses some users. We use the leaky bucket metaphor for a site that doesn't successfully convert visitors int...
View articleWhat's make or break and what's icing on the cake? Since you can't get everything you want, learning what's critical helps you pick your battles. Read...
View articleAfter my last article, I received an email from a readersaying he couldn't care less what I thought of anything outside of marketing. This, of course,...
View articleCould there be a manual -- laying out steps one by one -- to teach marketers how to lead consumers down the path to conversion? Well, it's not so simp...
View articleMost reporting software gives users what technology can tell you rather than what you want to know. The difference is an order of magnitude. No one ha...
View articleCRM software and specialty consulting practices have announced earning downturns and layoffs as corporate clients postpone, re-scope, and cancel CRM i...
View articleIf we think of conversion as a comprehensive system that carries a visitor from start to finish, from landing to close, we can start asking questions ...
View articleBusinesses have long realized that not all customers are created equal. But thanks to digital processes technology, they are now beginning to measure,...
View articleWe partake in the nation retelling itself -- all bluster and fury on the surface, hiding quilt-layers of heroism and generosity. And, as we build our ...
View articleLet's step back and take a broader look at the nature of conversion, both as an idea that shapes the exchanges between you and your prospects and more...
View articleToo often, some so-called "CRM guru" denounces hidebound, greedy, stupid corporate executives who refuse to realign their organizations' management re...
View articleThe continuing saga of the great metrics challenge... continues. This week, one of our neighbors from the North (where they've actually adopted the me...
View articleYou and I decide to get into showbiz -- maybe movies, where the money is. We find investors, buy great real estate for the studio, buy the latest equi...
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