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CRM's New Frontier: Revitalizing Sales, Service, and Marketing
(6/15/2001) CRM Project Volume 2
By John G. Freeland, Accenture
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How can you attract new customers (and retain the old ones) if you don’t rise above the message clutter? How can you build profitable and long-lasting consumer relationships if you don’t provide memorable and differentiated customer experiences at every interaction point? How can you capture, remember, and – most importantly – act upon multiple interactions if your sales, service, and marketing functions aren’t working in tandem? The answer is simple: You can’t.


By the time customers walk into your business - or log-on to your website or call your sales center - most already know what they want and how much they''re willing to pay. With easy access to mountains of information, today''s customers do their homework, and they now have the upper hand in most purchase transactions.


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