Business

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14 Nov: 11 Experts Share How to Master the Art of Relationship Intelligence

With 84% of buyers starting the buying process through a referral, it is more important than ever to have strong and lasting client relationships. Salespeople no longer have the first interaction with leads, prospects are instead led to firms through existing client relationships and recommendations. This makes it critical that your sales and business development teams are developing and maintaining strong relationships with their clients. So how can you help level-up your business development team’s relationship game? Relationship intelligence is the ability to organize and analyze all of your firm’s client relationships in an actionable and digestible way. It paints…

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07 Nov: The Value of Relationship Intelligence Automation With Brent Leary

In today’s marketplace, business development teams need to be on top of their relationships now more than ever. With over 84% of buyers beginning their buying process through a referral, client relationships are now the driver of new business. The pressure is on for business development and sales teams to develop and maintain strong client relationships. As relationship intelligence automation expert Brent Leary shares, this traditionally takes salespeople an enormous amount of time. So how can firms help their business development and sales teams create strong relationships without sacrificing so much valuable time? According to our trusted expert, Brent, the…

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12 Oct: Join Us at Dreamforce!

The industry’s most-talked about CRM event is right around the corner. November 6-9, Dreamforce will be dominating the scene in San Francisco. If like us you’re planning to be one of the 100,000+ in attendance, plan ahead to work out your session list and networking plan. To ease the pain of choosing from over 2,700 sessions, Salesforce Einstein is at your service. Based on historical Dreamforce data and your interests, it will recommend sessions to attend. In previous years at Dreamforce, we unveiled our newest data automation and CRM data science functionality. This year, we’ll be hosting intimate get-togethers with…

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05 Oct: 4 Ways Law Firms Can Build Up Their Business Development Practice

More and more so, business development is becoming a strategic focus as law firms look for ways to survive and thrive in an ever-changing and increasingly competitive market. Dave Kuhlman of Axiom Consulting Partners knows this well. With over 20 years of experience, Dave has worked with some of the leading professional firms in the world, improving collaboration and motivation, addressing strategic challenges and generally helping them continue to evolve competitively. We interviewed him to glean insights into practical steps law firms can take to harness business development to move their businesses forward. Embrace a Generous Mind-Set According to Dave, not…

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28 Sep: 4 Ways An Automated CRM Can Help You Become More Client Centric

Customer Relationship Management (CRM) systems are inherently designed to help businesses better manage and serve their clients. But as the go-to place for documenting your client relationships, agreements, and notes, it’s safe to say that these systems can easily become overflowing with information. And according to CSO Insights, of the top 10% of sales organizations with a core CRM, only 44% have a CRM adoption rate above 90%. Even the best sales teams aren’t taking the necessary time to enter in their customer data. So how can we fix CRMs to do what they were intended and allow our businesses…

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21 Sep: The Biggest Disruptors Are Those That Are Customer Centric

Each day in sales and marketing news, it seems like there’s a new article on technology and disruption. It’s the claim of these articles that technological innovation has disrupted yet another entrenched, dominant corporation’s majority share of the marketplace. The most common technology disruptors included in the lists are Netflix, Uber, Amazon, and others like them. But is technology really the cause for the downfall of major companies? We don’t think so. While technology is certainly a huge component, the true disruption to businesses is not investing enough time or resources in improving the customer experience. Not being customer centric…

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20 Sep: 3 Secrets to Legal Business Development with Joe Przybyla

The state of legal marketing and business development today is still evolving. Considering the fact that Chief Marketing Officers have only appeared in law firms over the past 15-20 years, it’s safe to say that marketing and business development is still relatively new to the legal world. But that doesn’t mean they can continue to ignore it. According to Joe Przybyla, Introhive’s new legal marketing expert and Regional Sales Director, it’s the greatest reason for law firms to embrace it—they are far behind the curve when it comes to attracting new business. And in a compressed marketplace where clients want…

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19 Sep: What is Relationship Intelligence Automation?

Ask any successful business professional what it takes to build a sustainable business and they will tell you the key is cultivating and developing relationships with potential and existing clients. With so much riding on the relationships between businesses and their prospects and clients, it makes perfect sense that so many organizations have adopted Customer Relationship Management (CRM) software. But CRM on its own does not fuel the interactions that take relationships to new levels and make them pay off. Why CRM Falls Short CRM works perfectly well for the task it was designed to handle: managing a company’s interactions…

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14 Sep: 5 Trends That Will Shape the Future for Business Development

Depending on the state of your business and industry, you may be looking to sustain your current growth rate or bounce back from your losses. But growing a business takes significant strategy to ensure you’re nabbing quality, lasting clients that take your business to the next level. And today’s frequently changing business landscape can upset the applecart. If you want your business to stand the test of time and sustain success, you’ll need to adopt leading industry and consumer trends. To help you form your business development strategy, let’s dive into five trends that will shape the future of business…

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07 Sep: Jaimie B. Field on Why Law Firms Should Not Fear Technology But Should Cultivate Soft Skills

If you are haunted by visions of robots powered by Artificial Intelligence (AI) taking your place in client meetings, Jaimie B. Field urges you to take a deep breath and relax. As Esquire and in her 15 years of work with law firms, Field has witnessed many changes over the years. As she reminds us, change is inevitable. (In fact, the majority of firms expect the pace of change to only quicken.) So rather than fight change, Field encourages lawyers and their firms to embrace it. Shift Your Perspective In fact, she says, “Over the course of history, each step…