CRM has not singled out the activities we need to stop doing.
What activities will best allocate our time with customers' potential? What segments should we focus on? What tactics should we deploy? What customers should we call? What teams should we form? What actions should we measure? What should we do?
Everyone today is overloaded. You probably attend the same meetings I do. When someone proposes a new initiative, people slump and duck. Sometimes they mutiny: "We cannot do one more thing. Not one more team. Not one more event. Not one more report. No mas."
They are not slacking off or malingering. They are not suddenly unwilling soldiers on the …
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