What's so important about customer loyalty? While all customers are important, loyal customers are the lifeblood of your organization. They have a tremendous effect on sales and profits, so it is your responsibility to generate customer happiness and build retention. Read More
Hispanics online-what are they buying?
The fast-growing Hispanic population in America will continue to be a market force to be reckoned with off-line and on throughout the 21st century, so it behooves every company to know who they are, what they buy and how they behave. Read More
The Next Big Thing: CRM 3.0
Like virtually every technology category, CRM technology has developed along a predictable maturity curve. This curve is useful in matching your organization's technology risk tolerance to its potential technology purchases. Read More
Consumer purchases reveal political affiliations
Like most large companies, political organizations have reams of information about voters. They collect information like age, sex, address, education and income levels. And increasingly, they also collect lifestyle data. Read More
Use role playing to train reps
To get bigger results from your next sales training session, create a little bedlam with some role playing. Follow these steps Read More
Bring out the best in your team A fully functioning team isn't afraid to take action. Its members hold themselves personally and collectively responsible for behavior and results. They deal with conflict openly instead of shoving it under the rug. And they have enough trust in each other to focus on the job at hand. Read More
Warning: You may be your own worst enemy in sales
Here's a tough question to ask yourself: Are you answering your prospects' questions, demonstrating your value, showing the dollar benefits of your products and services, yet still walking away empty handed? Read More
Don't lose a single customer this year When the economy slows down, smart salespeople do everything they can to keep their current customers happy. Here are some tips. Read More
How to respond to criticism
When you're on the receiving end of blistering feedback, the LEAD strategy will help you move past anger or embarrassment and on to positive action. Read More
Online seniors as likely to spend as younger counterparts Seniors are hitting the Web in droves, searching for everything from health care advice to love. You may think of the Web as the exclusive domain of the young, but it's not. Read More
Advertising becomes even more personal Advertising is getting more personal than ever, with marketers sending targeted messages via the Internet, cable TV, and, soon, cell phones, to potential buyers based on demographics, previous buying history or expressed interest in a product or service. Marketers call it addressable advertising. Read More
Is that 'problem' customer worth your time? It's easy to write off a difficult customer. But that's not always the smartest move, as one rep learned. When the rep joined a new company, the rep inherited an account that no other rep wanted to handle. The account changed hands often, and with each failure, a new excuse popped up Read More
