Think Your Customers Are Loyal? Think Again
The psychology at the heart of customer buying patterns is far more complex than previously thought. The different variations of customer loyalty must be understood if a company is to win the long-term battle for customers, increase market share and achieve high performance.
Content: Article | Authors: Paul F. Nunes, Steven S. Ramsey, Woodruff W. Driggs | Source: Outlook Journal (Accenture) | Subjects: Customer Related, Management
Timing the Handoff
Converting prospects to paying customers is more expensive-and far less effective-than it should be for many companies. Here’s a systematic way to help you improve the distribution of leads to sales reps.
Content: Article | Authors: Brian K. Crockett, Marianne Seiler, Steven S. Ramsey | Source: Outlook Journal (Accenture) | Subject: Marketing / Sales
Harmonize Customer Relationship Management with Customer, Channel and Brand Strategies
In their rush to realize the benefits of CRM initiatives, many companies have used an ad hoc, tactical approach lacking an overarching strategy. An Accenture Customer Relationship Management expert describes how a more strategic approach – integrated with the organization’s customer, channel and brand strategies – can increase the potential of CRM initiatives to boost revenues and reduce costs.
Content: Article | Author: Steven S. Ramsey | Source: Accenture | Subject: Customer Related