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	<title>Customers Are Cool &#187; cool customers</title>
	<atom:link href="http://www.customersarecool.com/tag/cool-customers/feed/" rel="self" type="application/rss+xml" />
	<link>http://www.customersarecool.com</link>
	<description>Putting the customer back in focus</description>
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		<title>Challenge to say no</title>
		<link>http://www.customersarecool.com/2010/03/17/challenge-to-say-no/</link>
		<comments>http://www.customersarecool.com/2010/03/17/challenge-to-say-no/#comments</comments>
		<pubDate>Tue, 16 Mar 2010 23:08:40 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[CRM Reflections]]></category>
		<category><![CDATA[March 2010]]></category>
		<category><![CDATA[customer information]]></category>
		<category><![CDATA[attention]]></category>
		<category><![CDATA[challenge to say no]]></category>
		<category><![CDATA[challenge to say yes]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[crm]]></category>
		<category><![CDATA[customer choice]]></category>
		<category><![CDATA[customer opinion]]></category>
		<category><![CDATA[customer possibilities]]></category>
		<category><![CDATA[customer retention]]></category>
		<category><![CDATA[customer selection]]></category>
		<category><![CDATA[customer service]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[modern world]]></category>
		<category><![CDATA[mp3 player]]></category>
		<category><![CDATA[retail questions]]></category>
		<category><![CDATA[self service]]></category>
		<category><![CDATA[where's my stuff]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=185</guid>
		<description><![CDATA[Here I am at the lunch restaurant and for the first time I realise what has been bothering me when I pay. It's that question: "would you like to have a receipt?". 

Why does that question bother me? It is perfectly normal and fits in the context. My take on this is that I am one of those many consumers who in our fast moving world simply cannot take on another thing to make a decision about. That combined with the fear of losing out on something and our not being in the mood for more confrontation makes me stare at the person at the till in strange confusion.

I mumble: "errr yes... uh o no, that's OK".

So I think it through while I am having lunch, and come to the conclusion that there is more to this. We are simply overloaded with decisions to make just because we have the opportunity to say yes or no. The possibility to have or have not, the right to choose. 

Now consumers some 50 years ago had the challenge to be able to say "yes". Money and availability had to be forthcoming to say "yes" to something and make a purchase or take receipt of anything, really. In today's developed world, many of us have plenty of access to money and products or services are available in an abundance. That's the challenge. We can have it all. Cheaply. Right now. And then, when we get bored, we can replace it. Cheaper and better. 

The challenge is not to say 'yes' anymore. The challenge is to say 'no', the challenge is to be selective and focus on the important things available to us consumers. 

Many of us spend time considering these alternatives. New car, change of phone, what about that satnav? I need a new mp3 player. Where to get it? Who offers the best price? Shall I wait until I can get cheaper and better but later? We have become customers with so many choices and we are at risk of becoming bothered customers who forget to enjoy the ride.

A good friend of mine once deliberately moved country and cut all ties to start up a new life elsewhere. I, bewildered at his strength and, in my view, madness, wanted to know why he would deliberately limit his choices so rigorously. His reply was simple and very provoking especially in a world which drives to expand our possibilities and our accessibility to anything our customer hearts may desire.

"Choice is choice" he said.

Draw your own conclusions]]></description>
		<wfw:commentRss>http://www.customersarecool.com/2010/03/17/challenge-to-say-no/feed/</wfw:commentRss>
		<slash:comments>5</slash:comments>
		</item>
		<item>
		<title>Predicting the next step in Customer Management</title>
		<link>http://www.customersarecool.com/2010/02/03/predicting-the-next-step-in-customer-management/</link>
		<comments>http://www.customersarecool.com/2010/02/03/predicting-the-next-step-in-customer-management/#comments</comments>
		<pubDate>Wed, 03 Feb 2010 07:54:55 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[January 2010]]></category>
		<category><![CDATA[Social Networks and CRM]]></category>
		<category><![CDATA[customer information]]></category>
		<category><![CDATA[360 degree customer view]]></category>
		<category><![CDATA[attention]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[CRM predictions]]></category>
		<category><![CDATA[Customer personal CRM]]></category>
		<category><![CDATA[customer revolution]]></category>
		<category><![CDATA[customers are cool]]></category>
		<category><![CDATA[Customersarecool]]></category>
		<category><![CDATA[facebook customer opinion shaping]]></category>
		<category><![CDATA[gardner predictions]]></category>
		<category><![CDATA[Oracle Siebel]]></category>
		<category><![CDATA[reverse customer management]]></category>
		<category><![CDATA[self service]]></category>
		<category><![CDATA[social media]]></category>
		<category><![CDATA[social networks]]></category>
		<category><![CDATA[social platforms]]></category>
		<category><![CDATA[state of the art CRM]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=172</guid>
		<description><![CDATA[So what happens once all the companies where customers matter have implemented their state of the art CRM platforms? All interfaced, 360 degree customer view, complete control over structured, transparent customer data.... what a beautiful position to be in.

What's next? Where lies the the next challenge then? Of course, companies will still have to innovate in terms of products and remaining competitive. But the next real challenge lies in 

reverse customer management. 

It's enabling the customer to manage the relationship with its supplier. Self service is part of that - often that afterthought in projects, almost a necessary evil from a company's perspective: 'Oh yes, we have to enable the customer to do this and that himself too'...

Reverse Customer Management goes further than that. In years to come, customers will want complete control over their suppliers, preferably in one interface, in their own CRM system. Whereas companies create 'customer accounts', customers will want to create 'supplier' accounts and keep control over their supplier relations. 

The customer will manage the relationship. Combine this with Gardner's predictions about the future power of social networks in evaluating products, services, organisations and the power balance will experience a major shift from push to pull. 

We are really just at the start of the customer revolution.
]]></description>
		<wfw:commentRss>http://www.customersarecool.com/2010/02/03/predicting-the-next-step-in-customer-management/feed/</wfw:commentRss>
		<slash:comments>5</slash:comments>
		</item>
		<item>
		<title>Treat everyone as your customer for just one day</title>
		<link>http://www.customersarecool.com/2010/01/29/treat-everyone-as-your-customer-for-just-one-day/</link>
		<comments>http://www.customersarecool.com/2010/01/29/treat-everyone-as-your-customer-for-just-one-day/#comments</comments>
		<pubDate>Fri, 29 Jan 2010 17:27:30 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[January 2010]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[customers]]></category>
		<category><![CDATA[customers are cool]]></category>
		<category><![CDATA[Erik van Geest]]></category>
		<category><![CDATA[goals]]></category>
		<category><![CDATA[life]]></category>
		<category><![CDATA[Service]]></category>
		<category><![CDATA[stakeholders]]></category>
		<category><![CDATA[success]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=166</guid>
		<description><![CDATA[Just bear with me on this one. Around 10 years ago I learned about stakeholder mapping. A stakeholder map, for those of you who don't know, is a big old spider web with you in the middle and everyone who has a stake in your life mapped somewhere around you in the web. Those with a big stake are mapped close to the center, those with a smaller stake further to the outside.

Now, just see what happens if you treat all your stakeholders as if they were your customer. In a sense, if they have a stake in your life, they can influence it. In the same way that customers can influence a company they engage with. 
]]></description>
		<wfw:commentRss>http://www.customersarecool.com/2010/01/29/treat-everyone-as-your-customer-for-just-one-day/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>Not enough customer information? Time to get paranoid.</title>
		<link>http://www.customersarecool.com/2009/12/04/not-enough-information-get-paranoid/</link>
		<comments>http://www.customersarecool.com/2009/12/04/not-enough-information-get-paranoid/#comments</comments>
		<pubDate>Fri, 04 Dec 2009 19:38:38 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[CRM Reflections]]></category>
		<category><![CDATA[December 2009]]></category>
		<category><![CDATA[account information]]></category>
		<category><![CDATA[Business Processes]]></category>
		<category><![CDATA[business transparency]]></category>
		<category><![CDATA[call center]]></category>
		<category><![CDATA[call centre]]></category>
		<category><![CDATA[challenge transparency]]></category>
		<category><![CDATA[complex product structures]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[create structure and insight]]></category>
		<category><![CDATA[crm]]></category>
		<category><![CDATA[crm catch up]]></category>
		<category><![CDATA[crm land]]></category>
		<category><![CDATA[customer data]]></category>
		<category><![CDATA[customer data model]]></category>
		<category><![CDATA[customer data structure]]></category>
		<category><![CDATA[customer data transparency]]></category>
		<category><![CDATA[customer facing professional]]></category>
		<category><![CDATA[customer information]]></category>
		<category><![CDATA[customer related transparency]]></category>
		<category><![CDATA[customer relationship management]]></category>
		<category><![CDATA[customer service agent]]></category>
		<category><![CDATA[Customersarecool]]></category>
		<category><![CDATA[Erik van Geest]]></category>
		<category><![CDATA[intelligent customer conversation]]></category>
		<category><![CDATA[manageable entities]]></category>
		<category><![CDATA[Microsoft Dynamics CRM]]></category>
		<category><![CDATA[Oracle Siebel]]></category>
		<category><![CDATA[organise]]></category>
		<category><![CDATA[rapidly growing organisations]]></category>
		<category><![CDATA[SaaS]]></category>
		<category><![CDATA[sales person]]></category>
		<category><![CDATA[salesforce.com]]></category>
		<category><![CDATA[SAP CRM]]></category>
		<category><![CDATA[sufficient customer data]]></category>
		<category><![CDATA[switch on the light]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=136</guid>
		<description><![CDATA[There’s a saying that goes: ”if you’re not paranoid, you don’t have enough information”. It is derived from the premise, that even when you think you have everything under control, there is probably something you don’t know about which could and will bite you in the backside when you least expect it. Recognise this from your adventures in CRM world?

Sure you do.

Of course, if you lived by this rule, you would never be able to relax again. So you don’t live by this rule.

Ironically though, this saying represents the exact most current challenge that all of us in CRM-land are facing.

The fear of being confronted with something customer related that we don’t know about. How do you have an intelligent conversation with your customer if you don’t have the relevant information]]></description>
		<wfw:commentRss>http://www.customersarecool.com/2009/12/04/not-enough-information-get-paranoid/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Do you know who your REAL customer is?</title>
		<link>http://www.customersarecool.com/2009/11/30/do-you-know-who-your-real-customer-is/</link>
		<comments>http://www.customersarecool.com/2009/11/30/do-you-know-who-your-real-customer-is/#comments</comments>
		<pubDate>Mon, 30 Nov 2009 20:36:19 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[CRM Reflections]]></category>
		<category><![CDATA[November 2009]]></category>
		<category><![CDATA[Business Processes]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[core business processes]]></category>
		<category><![CDATA[CRM integration]]></category>
		<category><![CDATA[customer opinion]]></category>
		<category><![CDATA[decisions]]></category>
		<category><![CDATA[enhanced customer value]]></category>
		<category><![CDATA[lack of customer focus]]></category>
		<category><![CDATA[lip service to CRM]]></category>
		<category><![CDATA[Microsoft Dynamics CRM]]></category>
		<category><![CDATA[Oracle Siebel]]></category>
		<category><![CDATA[SaaS]]></category>
		<category><![CDATA[salesforce.com]]></category>
		<category><![CDATA[SAP CRM]]></category>
		<category><![CDATA[shareholder value]]></category>
		<category><![CDATA[who is your customer]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=126</guid>
		<description><![CDATA[Do you know who your customer is? In commerce today, there's a lot of lip-service to CRM, Customer Relationship Management. Millions of Euros, Dollars, Pounds and Yens are spent every year on SAP CRM, Oracle Siebel CRM, SaaS CRM, SalesForce CRM, Microsoft Dynamics CRM and a lot of other related CRM software architectures. Either the money is well spent and the projects deliver enhanced customer value or they don't, or somewhere in between.

For those that don't deliver the desired enhanced customer value - as is the case in some 50% of them in my experience - usually there is an enormous lack of customer focus.

How can that be? Lack of customer focus in a CRM project? How can we miss the 'C' in CRM that blatantly?

We do]]></description>
		<wfw:commentRss>http://www.customersarecool.com/2009/11/30/do-you-know-who-your-real-customer-is/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Still not getting the basics right.</title>
		<link>http://www.customersarecool.com/2009/11/30/still-not-getting-the-basics-right/</link>
		<comments>http://www.customersarecool.com/2009/11/30/still-not-getting-the-basics-right/#comments</comments>
		<pubDate>Sun, 29 Nov 2009 23:00:43 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[CRM Reflections]]></category>
		<category><![CDATA[Case Studies]]></category>
		<category><![CDATA[November 2009]]></category>
		<category><![CDATA[airport transport service]]></category>
		<category><![CDATA[attention]]></category>
		<category><![CDATA[b2c]]></category>
		<category><![CDATA[basic ingredients]]></category>
		<category><![CDATA[business]]></category>
		<category><![CDATA[Business Processes]]></category>
		<category><![CDATA[Commercial arrogance]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[core business processes]]></category>
		<category><![CDATA[crm]]></category>
		<category><![CDATA[crm blog]]></category>
		<category><![CDATA[customer opinion]]></category>
		<category><![CDATA[customer relationship management]]></category>
		<category><![CDATA[customer retention]]></category>
		<category><![CDATA[customer service]]></category>
		<category><![CDATA[customers are cool]]></category>
		<category><![CDATA[Customersarecool]]></category>
		<category><![CDATA[electronics]]></category>
		<category><![CDATA[Erik van Geest]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[Remedy]]></category>
		<category><![CDATA[retail]]></category>
		<category><![CDATA[SaaS]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[salesforce.com]]></category>
		<category><![CDATA[SAP]]></category>
		<category><![CDATA[Siebel]]></category>
		<category><![CDATA[struggle]]></category>
		<category><![CDATA[the next big thing]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=120</guid>
		<description><![CDATA[Yesterday I referred to not having been treated as I think a customer should. With service and respect.
And wouldn&#8217;t you believe it. This morning I stroll into a huge retail outlet specialising in elecronics to buy a camera. They have just opened, so shop attendants are still standing around doing nothing, talking, joking with each ]]></description>
		<wfw:commentRss>http://www.customersarecool.com/2009/11/30/still-not-getting-the-basics-right/feed/</wfw:commentRss>
		<slash:comments>21</slash:comments>
		</item>
		<item>
		<title>Come and go with a smile. A pre-condition.</title>
		<link>http://www.customersarecool.com/2009/11/28/come-and-go-with-a-smile-a-pre-condition/</link>
		<comments>http://www.customersarecool.com/2009/11/28/come-and-go-with-a-smile-a-pre-condition/#comments</comments>
		<pubDate>Sat, 28 Nov 2009 20:19:37 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[CRM Reflections]]></category>
		<category><![CDATA[November 2009]]></category>
		<category><![CDATA[bankruptcy]]></category>
		<category><![CDATA[basic ingredient]]></category>
		<category><![CDATA[blog about CRM]]></category>
		<category><![CDATA[business grind]]></category>
		<category><![CDATA[Business process re-engineering]]></category>
		<category><![CDATA[changing the rules of the game]]></category>
		<category><![CDATA[changing world]]></category>
		<category><![CDATA[Come and go with a smile]]></category>
		<category><![CDATA[company values]]></category>
		<category><![CDATA[competing]]></category>
		<category><![CDATA[cool]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[crm blog]]></category>
		<category><![CDATA[customer openness]]></category>
		<category><![CDATA[customer relationship management]]></category>
		<category><![CDATA[customer service]]></category>
		<category><![CDATA[customer values]]></category>
		<category><![CDATA[customers are cool]]></category>
		<category><![CDATA[Customersarecool]]></category>
		<category><![CDATA[damage control]]></category>
		<category><![CDATA[emerging economies]]></category>
		<category><![CDATA[Erik van Geest]]></category>
		<category><![CDATA[functional and technical possibilities]]></category>
		<category><![CDATA[growth potential]]></category>
		<category><![CDATA[IT architecture]]></category>
		<category><![CDATA[Microsoft Dynamics CRM]]></category>
		<category><![CDATA[minimum to good business]]></category>
		<category><![CDATA[mutual respect]]></category>
		<category><![CDATA[new economies emerging]]></category>
		<category><![CDATA[Oracle Siebel]]></category>
		<category><![CDATA[pre-condition to CRM]]></category>
		<category><![CDATA[pre-condition to success]]></category>
		<category><![CDATA[rapidly changing environment]]></category>
		<category><![CDATA[relationship building]]></category>
		<category><![CDATA[reluctant service]]></category>
		<category><![CDATA[respect]]></category>
		<category><![CDATA[SaaS]]></category>
		<category><![CDATA[Salesforce]]></category>
		<category><![CDATA[SAP CRM]]></category>
		<category><![CDATA[service related profession]]></category>
		<category><![CDATA[service with a smile]]></category>
		<category><![CDATA[shifting power and money]]></category>
		<category><![CDATA[Siebel]]></category>
		<category><![CDATA[smile]]></category>
		<category><![CDATA[struggle]]></category>
		<category><![CDATA[surviving]]></category>
		<category><![CDATA[sustainable business strategies]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=103</guid>
		<description><![CDATA[Has it happened to you too recently that you are in shop, restaurant or some other venue and you receive what I call &#8216;reluctant service&#8216;? That service received from someone whose entire being clearly communicates: &#8216;I&#8217;d rather be at home on the couch in my pyjamas than talking to you, jackass.&#8217;
Not that there is anything ]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Salesforce, Oracle Siebel, SAP CRM, Salesforce, it doesn&#8217;t matter</title>
		<link>http://www.customersarecool.com/2009/11/26/salesforce-oracle-siebel-sap-crm-salesforce-it-doesnt-matter/</link>
		<comments>http://www.customersarecool.com/2009/11/26/salesforce-oracle-siebel-sap-crm-salesforce-it-doesnt-matter/#comments</comments>
		<pubDate>Thu, 26 Nov 2009 13:18:16 +0000</pubDate>
		<dc:creator>Erik</dc:creator>
				<category><![CDATA[CRM Reflections]]></category>
		<category><![CDATA[November 2009]]></category>
		<category><![CDATA[360 degree customer information]]></category>
		<category><![CDATA[automation]]></category>
		<category><![CDATA[Avaya]]></category>
		<category><![CDATA[Avaya CTI]]></category>
		<category><![CDATA[Avaya Siebel integration]]></category>
		<category><![CDATA[business case]]></category>
		<category><![CDATA[business process]]></category>
		<category><![CDATA[configured]]></category>
		<category><![CDATA[configuring CRM]]></category>
		<category><![CDATA[consultancy firms]]></category>
		<category><![CDATA[cool customers]]></category>
		<category><![CDATA[crm architecture]]></category>
		<category><![CDATA[crm automation]]></category>
		<category><![CDATA[CRM industry best practice]]></category>
		<category><![CDATA[CRM integration]]></category>
		<category><![CDATA[CRM investment]]></category>
		<category><![CDATA[CRM missed]]></category>
		<category><![CDATA[customer self service]]></category>
		<category><![CDATA[Customersarecool]]></category>
		<category><![CDATA[dealing with your customer]]></category>
		<category><![CDATA[Delivery]]></category>
		<category><![CDATA[Erik van Geest]]></category>
		<category><![CDATA[human errors]]></category>
		<category><![CDATA[industry best practice]]></category>
		<category><![CDATA[IVR]]></category>
		<category><![CDATA[manual steps]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[Microsoft CRM]]></category>
		<category><![CDATA[Microsoft CRM Dynamics]]></category>
		<category><![CDATA[on demand]]></category>
		<category><![CDATA[on premise]]></category>
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		<category><![CDATA[Oracle]]></category>
		<category><![CDATA[Oracle Siebel]]></category>
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		<category><![CDATA[Service]]></category>
		<category><![CDATA[Shop]]></category>
		<category><![CDATA[Siebel]]></category>
		<category><![CDATA[software selection]]></category>
		<category><![CDATA[software specification]]></category>
		<category><![CDATA[ultimate frontier in CRM]]></category>
		<category><![CDATA[vanilla]]></category>
		<category><![CDATA[Web]]></category>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=86</guid>
		<description><![CDATA[Countless CRM projects have completely missed their mark, and continue to do so. 

Organisations decide it's time to see over the way they deal with their customer and jump straight into software selection. They involve consultancy firms who claim to have built an understanding of  'CRM Industry best practise', and they start configuring right away. 

No CRM software can deliver benefit to the organisation or the customer if you do not first very clearly decide what you want. 

Do you want the smooth phone/CRM integration for managing customer interactions that Avaya/Siebel Oracle can provide you? Is integration with Outlook and other Microsoft products important for you and do you want an easy setup that Microsoft CRM Dynamics can give you? Are you after quick wins with SalesForce? What is the business case for  your CRM investment? Can you afford on Premise, on Demand, customised or not? What does your  business process in Marketing, Sales, Delivery and Service look like? Where does it work well, where does it not? What will you automate and what will remain manual?

]]></description>
		<wfw:commentRss>http://www.customersarecool.com/2009/11/26/salesforce-oracle-siebel-sap-crm-salesforce-it-doesnt-matter/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<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>

		<guid isPermaLink="false">http://www.customersarecool.com/?p=72</guid>
		<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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