Vox Pop Speaks Out for Direct Mail with Web

Each direct marketing campaign depends on a series of factors for its success. Careful planning is vital to ensuring that response rates are high and sales conversions numerous to effectively improve return on investment (ROI). Among such factors are the season, even the time of the week when the direct mail piece arrives, how relevant its message is felt to be by the consumer at that time and how strong the actual offering really is.

To this day, however, statistics regarding conversion to sale motivators in direct mail are still hard to source, so CDMS decided to commission a survey to find out which factors made British consumers more likely to make a purchase as a result of direct mail. The findings are extremely clear: the ability to respond to the campaign online was rated the most important factor of all, making consumers 20% more likely than average to respond and purchase. Timing of the campaign to reach the recipient when in purchase consideration mode (17% more likely) came in second with personalisation of the campaign rated as 14% more likely than average. Continue reading “Vox Pop Speaks Out for Direct Mail with Web”

Customer Retention in a Recession

Handshake Crystal BallWith a recession in full swing, cutbacks are being made. The latest Bellwether report from the IPA revealed the biggest fall in marketing budgets for nine years. However, in an economic downturn it is even more important to spend and use marketing budgets wisely. In the current climate it is easy to think the worst but marketing departments will still have money to spend.

With consumers tightening their purse strings and seeking cheaper alternatives, one of the best ways for marketers to spend their reduced budgets is on customer retention and development, i.e. focusing on the key customers – the 10% giving you 50% of your turnover. Continue reading “Customer Retention in a Recession”

CRM a Big Part of Technology in the Business World

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Software-as-a-Service Provides Affordable Solutions for Small Business

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Ensure CRM Success

By Sharla Sikes

It’s pretty tough to jump right into customer relationship management software and see immediate results, but there are things you can do to make sure you’re set up for the best possible results.

Merrell Ligons shares a few tips to get your system going in the right direction from the start. Continue reading “Ensure CRM Success”

Why CRM?

By Sharla Sikes

If you are a business owner or executive—regardless of the size of the company—customer relationship management systems are a good bet to help you maximize your sales.

CRM systems become even more valuable in today’s uncertain economy. Your customers are the reason your business exists, yet many companies forget to place the proper emphasis on building a relationship with their most valuable resource. Continue reading “Why CRM?”

26 Tips for CRM Freelancers

Having been a freelancer myself, I know how important it is to have a nice set of tools in your tool belt. CRM is a loosely used term today for what’s better known as customer relationship management. How do you explain that to friends or family though? “Yes, I work in CRM”. It’s easier and makes more sense to people when I tell them CRM is better known to the non-industry folks as software that helps keep track of my friends, business contacts, etc. It’s a software version of a Rolodex (which was before my time anyhow).

Anyhow, let’s get back on track here. I wanted to share a cool article for those who are doing general freelance work and looking for some cool online tools. It’s not necessarily for people in the CRM industry so if CRM isn’t your domain you can still benefit from this article.

Attend the CRM Excellence Conference

If you haven’t already heard, the CRM Excellence conference is coming to Virginia in July. This year CRMBlogger has partnered with ASMIweb and will be sponsoring the event so look for our logo on the event brochure cover and other placement throughout the event!

CRM Excellence 2007 is the event of the year for the CRM industry. Featuring best practices, case studies and speaking sessions from the nation’s top practitioners, you will emerge from this event with applicable tools to take back to your organization and implement immediately. Specific session topics include developing CRM measures and metrics, aligning CRM initiatives to your strategic plan, effectively harnessing and managing customer information, a special CRM vendor round table discussion and so much more. For more information or to register please call Adrian Jankowski at 858-874-6876 or visit us online at www.ASMIweb.com.

CRMBlogger readers qualify for a special 20% off tuition discount if you’re interested in attending.

20% off tuition for any CRMBlogger.com members or contacts. Please mention code B204-CRMBlog when registering to receive the discount.

CRM Excellence website

Dates: July 9-10, 2007
Location: Arlington, VA

Sales / Event Registration Contact:
Adrian Jankowski

Achieve Near-Real-Time CRM on a Shoestring Budget

My outside sales force has reported every detail of every sales call they’ve made since 2001. Before we launched the Cohon System, as each salesperson completed a sales call he jumped into his car and focused immediately on rushing to his next call. By the time he eventually documented each call, days had passed and many of the details were forgotten. Facing a mountain of long-overdue reports, he grudgingly dredged up just enough detail to complete each report and get that chore behind him.I tried making same-day call reports mandatory, but smart, creative salespeople always found smart, creative ways to push back and make enforcing that rule nearly impossible. I learned that once CRM compliance became a contest of wills, I won an occasional battle, but never won the war. Continue reading “Achieve Near-Real-Time CRM on a Shoestring Budget”

Fueling the CRM Engine

This year’s Sales Performance Optimization study by CSO Insights surveyed more than 1,000 firms worldwide to assess how they are improving the ability of their salespeople to sell. We found in the data trends from our 2007 report that usage of CRM systems continues to rise–67.3 percent of the companies surveyed have implemented a CRM system, compared to 45.1 percent back in 2001.Unfortunately, the number of companies reporting significant improvements in revenue performance as a result of CRM investments–the ultimate goal CSOs aim for these tools to deliver–is only about 1 in 5. One of the key reasons this number is so low is that too many companies have installed CRM applications and then sat back, expecting big money to simply flow from them. Continue reading “Fueling the CRM Engine”