HAMILTON E-NEWSLETTER
October, 2001

Market-Based Profit Improvement Can Increase Profits Without a Strategy Overhaul or Major Cost Cutting.
Thirty years of marketing and sales consulting have taught us at Hamilton that most businesses are suboptimized in the tactical areas of marketing (e.g., personal selling, pricing, new product introductions, target marketing, channels management, CRM). Market-Based Profit Improvement can help companies that unknowingly engage in activities that prevent them from capturing optimum value.

Finding the Right Size of a Sales Force Shouldn't Be a Guessing Game.
Hamilton revisits Dr. Walter Semlow's classic article on sales force sizing. It in, Semlow lays out an analytical framework for optimizing the size of the sales force to meet profit and growth goals.

The Winner in the CRM "Arms Race" Won't Be the Company with the Most Expensive System.
This article from the Knowledge@Wharton site argues that all the money currently being thrown at CRM systems will only be money well spent if the systems are used to generate strategically-sound ways of building profitable customer relationships.

CLICK ON THE HEADLINES to view the full text of Hamilton's article or the summary of the article above.

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