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What is CRM?
CRM stands for Customer Relationship Management. It is a strategy used to learn more about customer’s needs and behaviors in order to develop stronger relationships with them. Good customer relationships are at the heart of business success.
If you live by price - you will die by price
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your price list.
Do You Put Your Customers First?
Customer centricity - being customer centric - seems to be one of the buzz words again in business circles. Being truly customer centric means looking at your business from your customers' perspective. But what does it mean & is it worth it?

How not to abandon your e-procurement initiative
MARK HENRICKS' ARTICLE "Flaw and Order" (Entrepreneur Magazine, September 2004) referenced a behavioral economics study that identified the eight hidden strategy flaws frequently championed by corporate decisionmakers. The sunk-cost effect - based on the premise of throwing good money after bad - and the herding instinct are the two that seem to relate specifically to the challenges associated with e-procurement initiatives.

Technology's Diminishing Role in an Emerging Process-Driven World (Part 1)
Organizations that already have a technology driven program in place or have just recently implemented one still surprise me with their significant interest in the dramatic changes in procurement methodologies and practices. But rather than focusing learning on new and emerging technologies, today's procurement professionals seek insights into the actual processes that drive their enterprises. The impetus behind this change is largely the result of the fallout from the consistently high level of e-procurement initiative failures. Industry studies for the period 2001-2005 indicate 75-85 percent of all programs fail to achieve the promised results.

Other centric approach Related Articles

Want to Start a Virtual World? Be Sure to Play Hockey
After the Club Penguin news today, a colleague of mine sent me the following entertaining note concerning the top five kid-centric virtual worlds (based on Hitwise data):
Market Leadership
Learn how to become an effective leader in today's competitive market. And start by learning the 4 steps to achieving a customer centric oriented culture.
Do You Put Your Customers First?
Customer centricity - being customer centric - seems to be one of the buzz words again in business circles. Being truly customer centric means looking at your business from your customers' perspective. But what does it mean & is it worth it?

Using the Right SMB Sales Approach
The sales approach to employ in the SMB accounts depends upon a number of factors, such as the culture of your organization, the offerings you sell, and what the customer needs from you in the sales process. Knowing when to use a solution sales approach versus a consultative sales approach is a dilemma that confronts many sellers and directly impacts your odds of success.

Why You Need Empathy to Be an Innovator
Over at the American Express Open Forum I posted an article called “Customer-Centric Design: Got Empathy?” by Matthew E. May (@matthewemay).

PEOPLE FOCUSED - LEADERS FINISHED FIRST
Leaders who are people- and relationship centric are far more likely to display outstanding performance.The assumption that so-called "tough" leaders with a controlling and target-driven approach do better during tough economic times is simply not true, according to new research carried out in the UK
The Myth of Transcendence and Other Evolutionary Geek-ness
Stages of Evolution. Waves of unfolding. The spiral. You are familiar with the holonic stages ::: from pre-personal to personal to trans-personal; from body/physical to mind/mental/intellectual to Spiritual; from ego-centric to ethno-centric/Nationalistic to World-centric/global. From pre-rational to rational to trans-rational. ::: From vengeance to justice to Grace. From your emotions running you to having choice around your emotional reactions to achieving a place of actual freedom; from crawling to walking to running. Stages of ever increasing inclusiveness. Stages of ever-increasing whole-ness. Levels of ever-increasing expansiveness.
The Buyer Engagement Experience
The buyer is the key to the sale. Sales reps that follow a sales process which effectively focuses on the buyer’s perspectives, needs, and situation will create an effective buyer engagement experience. Reps that can offer a customized service with a personal touch will have a significant edge over competitors that focus on a “make the sale” rep-centric approach to the sales process.
Gen Y Marketing
Generation Y also called Millennial generation includes all born between 1977 and 1998. The way of living of this generation is a bit (read: a lot) different and has began to enter the workforce. It is not only funny to know that members of this 75 million person group were raised and are being raised at the most child-centric time in our history and the impact to marketers is undeniable. :) To market your product / service to this genetation, it is vital to understand the way they live and what marketing concepts do they accept and what they consider as funny. Lets understand them better and learn ways to approach!

Make sure your law firm's website copy is reader-centric!
I’ve often said that content is king, but I’d like to add that “client-focused” content is emperor. If your site is too firm-centric, it may turn off potential clients.
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