News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Dana Hayes Jr. / ClickZ / September 9, 2013
Experienced marketers often wonder if the convergence of direct marketing and the digital world has been fully realized. We believe this inflection point has arrived and it will drive millions of customer relationship management (CRM) investments into the digital marketplace.
In the digital marketplace the targeting offerings are uneven, but the fundamental foundations exist. The good news is today’s data science approach allows marketers to model audiences based on content, location, time of day, and device and then target on a more granular basis according to the marketer’sRead More
Jayson DeMers / Small Business Trends / August 21, 2013
Forming and maintaining relationships with customers is one of the most important aspects of any business. Without positive relationships, it’s hard to thrive in any industry and long-term success can be jeopardized. That’s why it’s so advantageous to implement a customer relationship management (CRM) system into your operations.
Let’s discuss the basics of how this technology works, the benefits of CRM and some guidelines for choosing a CRM platform.
The primary purpose of CRM software is to streamline all major areas of customer interactions. This can include managingRead More
eMarketer / August 9, 2013
Kevin Quiring, managing director of sales and customer service in North America for Accenture, works with the business management and technology firm’s clients on multiple initiatives including performance management and customer data management. Quiring spoke with eMarketer’s Lauren Fisher for the B2B Perspective series about aligning customer relationship management (CRM) tools and marketing automation platforms and the inevitable integration of the two.
eMarketer: What are some of the trends you’ve seen in business-to-business (B2B) lead management among clients?Read More
Christopher J. Bucholtz / CRM Buyer / August 2, 2013
A salesperson at a software company is going to be celebrated internally and rewarded financially for landing a new 10,000-seat customer. How much reward goes to the team that keeps five or eight or 10 similarly sized customers happy, satisfied and contributing to the bottom line for another year? Not much. They’re just doing their jobs, or so some would say.
If you want glamour, status and prestige within your company, go out and get new customers. If you want to stay in business, specialize in keeping the ones you have happy and loyal.
Customer retention isn’t flashy, and it doesn’t
Tom Rousseau / Hanley Wood / July 29, 2013
I’m proud to say we’re the first editorial-based company in the industry to offer a true demand generation process. Let me stress that word process. Our demand generation process starts with a huge commitment to technology! We have experts who understand marketing and sales automation platforms and tools. We sit down with clients and learn quickly about their customer relationship management (CRM) systems. Plus we understand cutting-edge, cloud-based nurturing and re-contact softwareproducts now being used by our clients.
Nearly anyone can offer a sales lead, a first contact withRead More