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	<title>Customers Are Cool &#187; business expansion</title>
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	<description>Putting the customer back in focus</description>
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		<title>Customer Retention Tension</title>
		<link>http://www.customersarecool.com/2009/11/20/customer-retention-tension/</link>
		<comments>http://www.customersarecool.com/2009/11/20/customer-retention-tension/#comments</comments>
		<pubDate>Fri, 20 Nov 2009 14:54:32 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[CRM Reflections]]></category>
		<category><![CDATA[November 2009]]></category>
		<category><![CDATA[bonuses]]></category>
		<category><![CDATA[business case]]></category>
		<category><![CDATA[business expansion]]></category>
		<category><![CDATA[business growth]]></category>
		<category><![CDATA[business process architecture]]></category>
		<category><![CDATA[commerce]]></category>
		<category><![CDATA[commercial]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[crm]]></category>
		<category><![CDATA[customer retention]]></category>
		<category><![CDATA[Customersarecool]]></category>
		<category><![CDATA[decision making]]></category>
		<category><![CDATA[drive in sales]]></category>
		<category><![CDATA[future turnover]]></category>
		<category><![CDATA[lost customers]]></category>
		<category><![CDATA[new customers]]></category>
		<category><![CDATA[new orders from existing customers]]></category>
		<category><![CDATA[profit]]></category>
		<category><![CDATA[promotions]]></category>
		<category><![CDATA[sales budget]]></category>
		<category><![CDATA[shareholder dividend]]></category>
		<category><![CDATA[shareholder payouts]]></category>
		<category><![CDATA[shareholder value]]></category>

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		<description><![CDATA[It's in our human nature to be drawn to the excitement of new things.
 
Same thing applies to commerce. New customers and new orders from existing customers are the coolest of all things commercial. They rule. 
 
Most organisations when they talk CRM have fantasies of a business process architecture with supporting software and integration built to drive in more sales from new customers. The intention to make life better for existing customers is usually there as well, but always gets less focus. 
 
It's because the business case for investing in customer rentention is a fuzzy one]]></description>
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