Sam Gray, database manager at Thomson, says that selling data is only half the job and the hardest part is keeping your customers coming back, which is why CRM should be properly implemented.
"Just sending data is not enough," Gray said, "This should be the first stage in a CRM programme that involves follow-up calls, product training if required, dedicated customer service, and a flow of information that quotes satisfied customers and reminds them of what they could be missing out on if they are not making full use of their data.
"It is time for the data supply industry to evolve from being product suppliers to service providers."
Thomson Directories has a 500-strong sales force with 15 offices located throughout the UK.
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