| Experts Corner |  How can I better define which inbound leads are more likely to convert so I can prioritize them more effectively?
Paul McConville, Director of Consumer-Facing Services , TARGUSinfo
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| Books | Implementing CRM: From Technology to Knowledge
This book focuses on the actuality of implementing CRM. It is about the organization's ability to provide a seamless and personalized experience to each customer rather than a transactional or...
by David Finnegan, Leslie P. Willcocks
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| |  | | By Jeanette Slepian, President, BetterManagement.com | |  | | | Harrah’s Entertainment, the world’s largest gaming company, doesn’t just leverage the power of its CRM systems to understand the past. It relies on CRM to predict the outcome of future marketing campaigns.(read more) | | 27 October 2005 |
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| | | | By Dr. Jon Anton, Director of Purdue University Center for Customer-Driven Quality, BenchmarkPortal, Inc. | |  | | | In order to build a successful up-sell and/or cross-sell call center, three topics must be addressed: a) business model issues, b) training and staffing issues, and c) technology issues.(read more) | | 18 October 2005 |
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| | | | By Michael Meltzer, Managing Partner, Active Management Techniques | |  | | | The ‘Long Tail’, a phrase coined by Chris Anderson of Wired magazine, is originally a statistical expression that he saw it could be used as a means of describing the phenomena of products that are less popular than the top sellers but when combined are still able to easily outsell top sellers.(read more) | | 03 October 2005 |
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| | | | By Arthur Middleton Hughes, VP/ Solutions Architect, KnowledgeBase Marketing, Inc. | |  | | | Customer loyalty involves a situation similar to a successful marriage. Both parties are satisfied with their relations with each other. They are not worried every day that their partner will stop loving them, or run off with somebody else. They will come through misunderstandings and arguments with their relationship still intact, or even stronger. Developing a bond of loyalty between you and your customers is what database marketing is all about.(read more) | | 20 September 2005 |
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| | | | By Paul K. Ward, Consultant, pkward.com | |  | | | The biggest threat to global business is the Income Statement. Think of the top line entry: Revenue. And if you’re a company doing business globally, that means global revenue. You want it. And your markets are bursting with possibility.(read more) | | 06 September 2005 |
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