Using technology to meet your CRM goals begins with knowing your business

By Katie Haegele

Each effort must be as targeted as possible. This means faster and more efficient prospecting and testing, Kleinfelter explains. Testing offers based on information segments, such as first-time vs. repeat buyers, will tell you much more about predictable buying behavior than a simple split test.

Finally, she says, “Follow the old 80/20 rule, and concentrate on your very best customers.”