by JAK | Dec 4, 2007 | crmthinking, general business
There was an extraordinary news item a few months ago in Sydney. An accounting firm there decided to cull some of the less profitable clients and came badly unstuck. When they sent out communications to those ‘unwanted’ clients some of their more valuable...
by JAK | Nov 7, 2007 | crmthinking, general business
Sales research is a regular part of my role in helping to develop better results for my customers and their projects. Increasingly the first contact most of us have with a new business contact is via their website and that may be all the contact we have. The question...
by JAK | Jul 24, 2007 | crmthinking, general business
The most successful businesses that I know follow a clearly structured sales methodology and a detailed plan to get there. It shouldn’t be too surprising that in order to get to a big sales goal there are a whole series of much smaller structured activities...
by JAK | Jun 21, 2007 | crmthinking
Many organisations still see CRM systems as some kind of magic bullet. Some vendors even oversell the features of their software when everyone knows that the benefits to customers, staff and owners will only come from successful business development strategies and...
by JAK | Jun 12, 2007 | crmthinking
Every so often I get calls from a supplier rep who says something like, “It says here, that I need to call you”. And then I get some kind of half hearted pitch from them. More often than not, this is a cursory process that is needed so that staff member...
by JAK | Apr 14, 2007 | big ideas, crmthinking
The key to really great CRM is in the way that businesses can leverage what is known about a customer’s needs, goals and desires; (knowledge management or KM) by translating tacit (and essentially unstructured) knowledge into customer insights. The difficulty...
