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Results 21-40 of 134 for Louis Columbus.
OPINION

The Revolution Your Customers Want

If you want to see who's winning at retaining and attaining higher-than-ever customer loyalty, look no further than what is really happening inside sales reps, call center reps, their managers, and for that matter, their CEO. What is it? It's nothing on the outside -- while a new CRM system on a ho...

OPINION

Dashboard Nation

As business intelligence and analytics hit full stride this year, dashboards are becoming ubiquitous. Typically marketing, sales, operations and, increasingly, quality management departments are all creating their own. Each are populated with their own specific metrics of interest and key performanc...

EXPERT ADVICE

Is Your Order Management System a Customer Asset or Liability?

There's no other series of business processes that are going through more of a transformation today and impacting customer relationships more than order management. These series of processes have gone through multiple owners, first starting with IT who adopted them as a quick way to achieve ERP syst...

OPINION

Technology Buyers: So Many Needs, So Little Time

While much has been written on how vendors can get the most out of their analyst relations strategies -- both in blogs and in my book -- little has been written about how technology buyers can maximize their use of advisory firms. Jim Zimmerman, in his blog, Analyst Perspectives, presents this issue...

OPINION

Clearing the Air With Customer Advisory Councils

In many technology-driven companies, customer advisory councils are the weapon of choice of marketing and sales departments when the unmet customer needs get lost in new product development. Anyone who has worked in the technology industry long enough has been handed a product or application that is...

OPINION

The Only Resolution That Matters

Whenever I think of New Year's resolutions, one of Mark Twain's best quotes comes to mind: "A habit cannot be tossed out the window; it must be coaxed down the stairs a step at a time." Resolving to change is really what customer relationships and serving customers is all about. How many times has ...

OPINION

2007: The Year Customer Churn Reshapes Industries

The coming year is going to reorder entire industries due to customer churn. With this reordering will be an entirely new set of selling dynamics, as existing ones prove marginally successful into 2007. The old "bundle three" rule for higher customer retention will prove no longer as effective as i...

OPINION

2006 Prediction Scorecard From an Accidental Analyst

Like many industry analysts and alumni, I find analytical concepts sexy. Add in creating strategies for serving customers more efficiently while being profitable at it, and the conditions are perfect for the creation of an Accidental Analyst. The analytical side of CRM experienced explosive growth ...

OPINION

No Customer Left Behind

It's about that time of year when we see all the predictions and forecasts of how much online sales will increase, by product, for this holiday season. From cautiously to wildly optimistic, these forecasts are things that e-commerce managers' dreams are made of. There's something missing in this y...

EXPERT ADVICE

Fixing Business Development With CRM

It's the catch-all department in many companies where top sales funnel activities like lead and demand generation are found, or lower sales funnel strategies including pre-sales support, pricing exceptions and team selling are found. It's team selling on enterprise-class ERP applications. It's als...

OPINION

The Seven Deadly Sins of CRM

The best performing companies when it comes to customer-facing strategies actively attack the seven deadly sins of CRM with a vengeance. These observations come from their quantified success, and for certain publicly held companies, a rise in their Price/Earnings Ratio, stock price and valuation. ...

INDUSTRY ANALYSIS

CRM’s Top Ten Unmet Needs

The service revolution in CRM -- and, in fact, throughout customer-facing strategies -- is well underway in many companies. The reason the remainder of the industry doesn't see it yet is because many CRM vendors' responses to the revolution are so slow that they make lagging economic indicators loo...

ANALYSIS

Auto Manufacturers Set the Standard for Competing on Time

For many companies, there is an uncomfortable truth that even with CRM systems in place, one big gaping hole comes up again and again in customer experience: it's the nagging issue of saving customers time. Does your CRM system really respect your customer's time, rather than your sales person's tim...

It’s Time to Re-Evaluate Your CRM Vendor’s Viability

With the CRM vendor landscape going through so many changes today, it's an excellent time to check up and see what your vendor's viability is, what their future prospects look like, and especially for the best-of-breed vendors, what their exit strategy is, if they have one. I have compiled some quic...

EXPERT ADVICE

Manufacturers Learn Valuable Lessons Selling Through Channels

For many manufacturers, indirect channels provide the majority of their revenue yet carry only a small percentage of their most profitable products. Instead, indirect channel partners opt to move literally tons of low-margin items, competing in the marketplace on price and availability alone. The el...

OPINION

Managing Knowledge Globally: Lessons Learned on the Great Barrier Reef

Earlier this year I spent a couple weeks in Australia visiting subsidiaries. I was amazed to see how the seemingly smallest of processes Australian companies use to communicate internally have major implications globally. It's been tempting to create a maturity model that shows the wide gulf in or...

Where Companies Are Getting Search Engine Marketing Results

By definition Search Engine Marketing refers to both paid search and Search Engine Optimization (SEO). The former is based on a pay-per-click advertising model as companies bid on specific search terms or in the case of Google, AdWords, to get a more visible placement within search engine results. ...

EXPERT ADVICE

How Marketing Is Getting Its Groove Back

In many companies, marketing is experiencing a resurgence and new relevance, a rejuvenation if you will towards aligning closer to customers than ever before. What's most encouraging about this is the fact that strategies based on dated cause-and-effect relationships with clients are, through the u...

OPINION

Service Oriented Architectures Get Sell-Side Religion

More and more of the companies that are either piloting or actively pursuing Service-Oriented Architecture frameworks to support their business strategies are aiming to accentuate, strengthen and streamline selling and service strategies. Cutting the costs surrounding database and data warehouse con...

Does CRM Make Virtual Teams Work?

The recent run-up of gas prices has lead to many U.S. companies rethinking their stance on telecommuting, and in the more global context, the increasing acceptance of outsourcing is creating virtual teams at an unprecedented rate. Given the euphoria over Software-as-a-Service applications, the ques...

When considering an electronic vehicle for personal use, which is most important to you?
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