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Unless you’re a nonprofit, you’re in business to make money. But, too often, CRMs are undermining that goal. While they were put into place to drive revenue, they sometimes do just the opposite by hindering productivity, performance, and even morale. Meanwhile, the opportunities they were meant to capture slip away. Don’t let this happen to you. Make sure your CRM is doing what it’s supposed to. Watch for these red flags: Your business development team views your CRM only as a performance-monitoring tool. They only log into it to enter data to please the higher-ups. They rarely use it to…
Hundreds of professionals who want to stay on top of the latest innovations to engage their customers will be descending upon Washington, D.C., to attend CRM Evolution, April 24 – 27. Among them will be Brent Leary, Partner, CRM Essentials. Brent will be leading panels and presenting throughout the conference. This includes a discussion about artificial intelligence (AI) with executives from SalesForce, SAP, Microsoft, Oracle and Lithium Technologies and a presentation on how virtual companions, like Amazon Echo, will change customer engagement forever. “Attendees will be hearing a lot about AI and deep learning and how that is taking over the heart…
In March, we surveyed law firms throughout North America to find out what separates the most successful from the rest. We compiled the most important findings in our latest ebook, Playbook: Sharpen Your Law Firm’s Competitive Edge. It provides a snapshot of the state of today’s legal marketplace and pinpoints the greatest opportunity to bridge the marketing gaps that will make way for more clients. To help you take advantage of the insight revealed in the survey, we brought together some of the nation’s leading business development experts to respond to our findings: Heidi K. Gardner, PhD Author, Distinguished Fellow…
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Today’s sales and business development teams sport some scary stats:
- 67% of sales pros don’t hit their individual quotas
- More than half of all salespeople close at less than 40%
- Only 50% of salespeople feel like they can access key players
What’s a revenue producer to do when faced with stats like these? Let’s use sales intelligence so we can laugh our way past quota (and keep laughing all the way to the bank).