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How to Reinvent E-Commerce Personalization in 2019
March 28, 2019
You'd be hard pressed to find a tactic more capable of winning and losing customers than personalization. In the past, bad personalization has cost businesses three-quarters of a trillion dollars. In the future, smart personalization could enable businesses to boost their profits by up to 15 percent. Today, personalization is everywhere -- in B2B, B2C, e-commerce, SaaS -- the list goes on.
CDP Early Days
March 26, 2019
Here we go again, right down the hype cycle and into new product land. In the last week, two major enterprise software companies, Oracle and Salesforce, announced customer data platform products. Oracle announced its product last week in Las Vegas at its Modern Customer Experience event. This week, Salesforce announced that it is building a customer data platform.
AI-Powered Inventory Management: A Make-or-Break Tool for Retailers
March 22, 2019
Retail is facing battles on all fronts. Up against Amazon's streamlined operations on one side, and a higher demand for flawless customer service and experience on the other, it's either think or sink for many. However, AI has thrown some early adopters a lifeline. As Amazon has proven with its stranglehold on the retail industry, online shopping is unquestionably the future.
Oracle MCX
March 21, 2019
Oracle held its Modern Customer Experience conference in Las Vegas this week, and it was eye-opening. This is the fourth MCX conference and an important milestone for a company that came to the cloud later than its competition. No doubt about it, Oracle has done much in a short time to develop and deploy its customer experience vision, so it is now possible and fair to critique the company's progress.
Boosting E-Commerce Sales Through Storytelling
March 18, 2019
Storytelling is a central part of e-commerce marketing, and it's vital that brands both know their own stories and understand how to tell them. Everything from brand loyalty to purchasing decisions relies on a company having an engaging and well-told story. "Facts tell, but stories sell," remarked Samantha Reynolds, president of Echo Storytelling Agency. "We decide what to buy based on emotion."
How to Bring Relationships Back to CRM
March 16, 2019
Customer relationship management is a term you've likely heard if you have worked in the tech space. CRM software solutions have not always been as far-reaching as they are today. Over the last 40 years, CRM has evolved from a range of disparate business solutions developed for various customer needs. The earliest CRM tools were devices like Rolodexes, which you can hardly even find these days.
From Virtual to Value: Building Meaningful Experiences With Gamification
March 15, 2019
Amid shifting consumer habits and the digitization of everything, the retail landscape has undergone significant transformations over the past decade, and it continues to evolve as quickly as ever. These transformations bring about a slew of challenges and opportunities for retailers to improve the overall shopping experience. One technique for increasing engagement is gamification.
Millennial CRM
March 13, 2019
Trying to do business without also having a modern CRM system is like walking around naked. You can do it, at least for a little while, but people will begin to think you're weird -- and the trouble is, those people are all potential customers. CRM is essential today because, despite our reverence for the free market, it's really more like free markets -- plural.
Modern Selling
March 7, 2019
Looking at the current assortment of CRM functionality, including AI, machine learning, voice recognition and chatbots, you might conclude that the tools are evolving to remove salespeople and others from direct customer contact -- and you wouldn't be wrong. What's surprising to me, though, is the amount of sales angst among senior people about the division of salespeople's time.
Pitney Bowes Launches Self-Service Tool to Drive Post-Buy Revenue
March 6, 2019
Pitney Bowes has unveiled Consumer Connect, a self-service post-purchase marketing solution for retailers and brands. "Retail marketers spend a tremendous amount of time and money attracting consumers and getting them to click the buy button only to leave them in the hands of third-party shipping partners for tracking and notifications until the package is delivered," noted Pitney Bowes EVP Lila Snyder.
New AI, Mixed Reality, Customer Insight Tools Coming to Microsoft Dynamics 365
February 22, 2019
Microsoft announced a number of artificial intelligence, mixed reality and customer insights tools for Microsoft Dynamics 365 at its Microsoft Business Forward event in Paris. There is "a lot of hype around AI and MR, but these are real applications delivering value to customers today" noted Rebecca Wettemann, vice president of research at Nucleus Research.
Integrating MAP With CRM Can Fuel Your Pipeline
February 14, 2019
Sales teams are tasked with nurturing leads and driving them to a sale. In order to do this, they need to maintain a clear record of communication with each prospect. This is especially important as the customer journey requires several touchpoints. As customers get deeper into the journey, strategic face-to-face meetings must take place to generate real business outcomes.
OceanX and the E-Commerce Subscription Wave
February 8, 2019
Becoming a subscription provider used to be a big and expensive task. To get into the game, a vendor needed to build a subscription business model right next to its traditional businesses, which typically involved building an e-commerce Web store and member site, organizing an online price list and catalog, and figuring out how to handle subscription business receipts, shipping and returns.
The State of Selling
February 6, 2019
What's the state of the selling profession today? In brief, it fluctuates significantly based on economic circumstances and a company's position in a category lifecycle. At the start of a category lifecycle, when vendors really need people who can educate and explain what a disruptive innovation actually does, salespeople are in demand and life is very good indeed.
US Mobile Phones Flooded With Robocalls
January 31, 2019
Americans received 26.3 billion robocalls on their mobile phones in 2018, according to Hiya. That was 46 percent more than in 2017. Consumers received an average of 10 spam calls per month, Hiya found. The top unwanted call in the U.S. was for the Wangiri, or "one-ring" scam, which grew 250 percent year over year. Seven of the top area codes targeted by spammers were in Texas.
What's Wrong With the Social Media Model
January 31, 2019
The social media model has come under increased scrutiny following revelations of data misuse and news of executives reneging on some security commitments. People expecting to change the situation will need to address how social media works. This means changing not just the business model, which describes how a social media business makes money, but the fundamental technology model too.
Future Whisper Coaching: Will AI Do All the Whispering?
January 23, 2019
The customer experience battle is being fought in the contact center. Whether it's a service line or an inside sales call making first contact, the phone is often the medium that matters in moments of truth. When customers are talking to an inside sales rep or an agent in a support organization, the ideal interaction is often described by customers as "a conversation."
Top CRM Blogs of 2018: Countdown, Part 2
January 18, 2019
The Top 10 blogs on our top 20 list are written by people well known to CRM professionals. There's a reason for that: In order to understand and appreciate the discipline of CRM, you must be a person who values other people, and part of valuing people is being able to communicate with them. As a result, these bloggers bring a unique combination of insight and personality to their posts.
Let Your Data Do the Forecasting
January 16, 2019
Decision makers in any sales organization know that forecasting correctly is both art and science. To predict the unforeseen successfully, you must use every piece of logic and reasoning available to help you make your predictions reality. When developing a strategic forecasting approach, your business needs to take a number of items into consideration simultaneously -- and that is no easy feat.
Top CRM Blogs of 2018: Countdown, Part 1
January 10, 2019
After several years of instability on this list, 2018 saw things settle down a bit. In past years, blogs would make the list for a flurry of great posts one year, then fizzle the next. Sometimes, bloggers would change careers and their CRM content would dry up. Once in a while, a great blogger would get hired by a major vendor and see his or her output bent to fit the corporate line.
The Teetering Social Empire
January 9, 2019
Disruptive innovations are only disruptive for as long as it takes competition to develop and thus create a market. Worse, for the disruptor, the niche it created can spawn other niches. Social networking provides a vivid example. First, there were networking sites that could help you find a job or a sales lead. Then there were social sites whose purpose was simply, well, networking.
Microsoft, Kroger Ring Up Retail as a Service
January 9, 2019
Microsoft and Kroger announced a collaboration on Retail as a Service to equip stores with Kroger Technology products that run on Microsoft Azure. The technology utilizes the IoT, connectivity, the cloud, and data collection and analysis to improve both customer experiences and store bottom lines. Two stores will pilot a smart technology system connected by IoT sensors, running on Microsoft Azure.
Oracle's Customer Transition Challenge
December 19, 2018
Oracle narrowly missed its number last quarter, so it was good to see the company come roaring back -- it made a lot of money. More importantly, many analysts have conceded that Oracle has reached a point in its infrastructure deployment where it can mount a serious challenge to other providers and supply the needed cloud services for its ERP and cloud database businesses.
Wix Launches 20-Product CRM Suite for SMBs
December 13, 2018
Wix has launched Ascend, a CRM suite consisting of 20 products, including tools for site promotion, cross-channel customer interaction management, intuitive search engine optimization, content creation for social media channels, lead capture, and the ability to respond to queries automatically. Its chat-centric interface allows real-time interactions with customers.
Sales Chatbots Tell a Story
December 11, 2018
You can roughly chart a product's lifecycle based on how it is sold, and this may be having a profound effect on CRM. In general, product categories start with disruptions but commoditize over time, and because of this, the economy needs to be refreshed with new disruptions to drive it. Disruption dominates the early phases of category growth, and the best use case is not always apparent.
10 Brand and Marketing Trends to Watch in 2019
December 7, 2018
Metrics matter. In business they measure sales, they measure profits, they measure brand health. Marketers measure their reputations, their ad recall, and their shares-of-market. They measure tweets and shares and all sorts of social networking outreach. With all their measuring, marketers haven't yet located the silver bullet, but really smart marketers have caught the glint.
One-of-a-Kind CRM
December 5, 2018
The hoopla over vertical market or industry CRM might be eclipsing a similar move that does the same kind of thing but with less fanfare. In the end, we might be discussing two iterations and just a difference of degree. The proliferation of CRM development platforms by companies like Microsoft, Oracle, and especially Salesforce, is changing how we regard core functionality.
Did Marketers Underestimate Their Competition in 2018?
December 5, 2018
There's one competitor we underestimated this year. It's slowly draining the attention of every human on the planet. It plays into almost all human needs -- as they are defined by the Maslow Hierarchy. It's the rectangular status-seeking device in your hands. That's right. It's your smartphone. Maslow's needs start with the basics. Starting at the bottom of the pyramid, we all need food and water.
Transforming Customer Insights Into Actionable Intelligence
November 28, 2018
From technology innovation to the workplace, the business landscape has been evolving rapidly, and companies now are tasked with adapting to fast change in a world of digital transformation. There is one element that will remain a constant requirement for success: meeting the needs of customers and delivering a quality experience. Nurturing customer relationships is vital for a company's success.
The 4 Best Ways to Get Customers to Pay Attention
November 14, 2018
I don't have to tell you how difficult it is to find and attract customers online. With millions and millions of businesses all vying for attention, the Internet has quickly turned into a very crowded place. But, believe it or not, there's opportunity in all that clutter, and if you approach your marketing and visibility right, you can easily rise to the top.
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How important is a candidate's knowledge of technology in winning your vote?
Extremely -- technology is at the center of most of the world's big problems and solutions.
Very -- a candidate who doesn't understand technology can't relate to young people.
Somewhat -- a general understanding is sufficient.
Not very -- choosing good advisers is more important than direct knowledge.
Not at all -- technology is often a distraction from more important issues.