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Tuesday, November 10, 2009


   OUR TAKE -  Where's Your Customer Experience?

 
 
Recent Editions of CRMAdvocate


11.09.09    Turned On and Tuned In
11.05.09    Turned On or Turned Off?
11.04.09    The Biggest Hurdle
11.03.09    Difficult Question, Difficult Answer
11.02.09    Revisit Your Roots
10.30.09    Making a Stand for the Customer Experience

 

 
Lasting Impressions:
Of all the preposterous assumptions of humanity over humanity, nothing exceeds most of the criticisms made on the habits of the poor by the well-housed, well-warmed, and well-fed. - Herman Melville
When I wrote about Making a Stand for the Customer Experience, I made two assumptions about the concept of a "customer experience." First, I assumed everyone has the same definition of the customer experience. And second, I assumed customer experience should be the primary focus.
 
It has become obvious from the many responses that each organization may have a different idea about what constitutes the customer experience. Fair enough. Actually, let me go further to say that each organization should have a company specific idea about what constitutes the customer experience. And even further, let me suggest the company specific idea should not be a secret among the rank and file.
 
So, here is my question of the day to you. Is there a place on the corporate intranet, a plaque on the wall, a well-worn presentation foil, a statement in the annual report, or some other source that uniformly describes your organization's customer experience? If not, why?
 
That's my take. Do you agree? What's your take?
 
Gary Lemke, Publisher

 
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As of 4:00 p.m. on 11/9/09

 

 

 
  NEW IN CRM

 
Article:    Qualifying Outbound Leads: Four Questions Your Agents Should Use
Outbound business-to-business contact center sales can be challenging at best, especially during tough economic times. One of the keys to success is rigorously qualifying prospects before you move them through the sales process. Too often, though, agents fall into the trap of trying to "sell" from the moment they get a prospect on the phone. They are wasting time and resources, though, unless the prospective client is ready, willing and able to make a decision. Here are four critical questions your agents should ask early in a call to qualify prospects and close more new business.
(Contact Professional )
 
News:    IBM Selects Unica to Optimize Web Marketing
IBM has selected NetInsight OnDemand, Unica's solution for website marketing, which it is deploying alongside Unica's enterprise marketing suite. IBM hopes to better evaluate and act on online behavior and customer data, creating more powerful and relevant marketing programs, ultimately increasing qualified lead volume and conversion rates. Unica NetInsight delivers self-service capabilities built on an open data model that allow IBM's marketers to perform evaluation of website visitor behavior. NetInsight's role-based flexibility enables IBM's business users to streamline exploratory ad-hoc assessments and custom reporting without burdening IT.
(Unica )
 

 
Article:    Who Do You Trust About Trust?
With consumers getting better at blocking out blatant ads—despite having to do so across a rapidly expanding number of channels—marketers are struggling to connect with audiences. Companies desperate to adapt to a constantly changing marketplace are relying on industry research when devising their next strategy. Fortunately, there’s a lot of research out there. Unfortunately, there’s a lot of conflicting information contained therein. Global public-relations firm Edelman may have one of the oldest standards. In January, the firm released its 10th annual Edelman Trust Barometer (ETB), in which consumer trust in businesses had reached record lows.
(DestinationCRM )
 
Article:    Going, Going, Gone! e-commerce Erases More Than Paper Money
Imagine a meeting of Major League Baseball team owners as they collaborate to improve their financial results. You're in the room. A scrawl of operating statistics covers several flip charts. Alternatives ranging from increasing ticket prices to cutting fan perks are discussed. But at the end of the 10-hour meeting, one option prevails: beginning next season, the pitcher’s mound in every stadium will be moved a modest six inches closer to home plate. Great excitement follows.
(CustomerThink )
 
News:    LoopFuse Now Available on the Salesforce.com AppExchange
LoopFuse announced the availability of LoopFuse OneView on the salesforce.com AppExchange. LoopFuse’s automated lead intelligence enables salesforce.com customers to score, route, assign and nurture a company’s pipeline to accelerate their progress through the sales funnel. By focusing on the highly qualified prospects in the pipeline, LoopFuse OneView and Salesforce CRM combined can help companies improve sales ratios and increase revenue.
(LoopFuse )
 
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