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Email Marketing by the Numbers: How to Use the World’s Greatest Marketing Tool to Take Any Organization to the Next Level by Ali Sales, Chris Baggott

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Peppers & Rogers Group: IDIC Methodology

This methodology consists of four steps:

1.
Identify customers individually and addressably.
2.
Differentiate customers or customer groups based on their needs and value.
3.
Interact with customers in a way that benefits them and the company, continually gathering relevant information about them.
4.
Customize the relationship over time by changing aspects of the company’s behavior toward individual customers based on understanding the customer’s needs and value.

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