Business

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25 Apr: Is Your CRM System Leaking or Eating Revenue? Look for 6 Red Flags

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…

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24 Apr: Brent Leary Shares How CRM Evolution is Blazing Industry Trails

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…

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17 Apr: 3 Important Questions to Ask to Make Sure Your CRM is Earning Its Keep

In today’s competitive marketplace, having a database of customer names, contact information, and purchase history isn’t enough. Sure, you may be able to sleep easier knowing your CRM collects the information you need to support and monitor client relationships, but is this enough to ensure your CRM is earning its keep? Are you certain, beyond a shadow of a doubt, that your client-facing professionals are using your CRM to advance client relationships? Ask yourself: 1. Could there be gaps and errors in my CRM data?  That’s likely if your client-facing professionals are required to manually update the CRM with information…

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03 Apr: Introhive Establishes European Headquarters in London’s Financial District

Introhive now has an international presence with a brand new office in London’s Financial District. It is being led by Faisal Abbasi, who was most recently a sales leader for Microsoft where he helped major financial institutions use CRM to transform how they do business. It was at Microsoft where he was introduced to Introhive. “I could see within five minutes that this was going to change the way CRM operated today and what it should be doing in the future,” he recalls. “The way we position things, the way we sell things, how we come across, how we talk…

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27 Mar: 4 Introhive Benefits that Help Fenwick & West Clear Major CRM Hurdles

In the race to win more business, many law firms have embraced CRM. But for too many, the investment isn’t advancing them fast enough. Consider a study by the Legal Marketing Association and Bloomberg Law. They surveyed 172 business development and marketing professionals, and more than 100 partners. While 96% said they had or desired CRM, only 48% of marketers and 61% of business development professionals report using it. Cost, complexity, lack of effective integration and proper training were the most common reasons cited for not being able to use CRMs to their potential. Therefore, the study states that the…

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24 Mar: British Law Firm BizDev Pro Reveals the Secret to Making a CRM Drive Business

If you’re frustrated with your CRM and are certain there’s a better solution out there, you’re right and you’re wrong, says Susanne Pugsley, Founder of Pugsley Sidwell Business Development, a business development consultancy for the professional services sector. “It’s really a matter of checking to see  whether it’s a problem with the CRM, or a problem with the information that’s held within it, and the processes used to access and update that information,” she explains. “I think that there are plenty of CRMs on the market that could work perfectly well, but they’ve been populated and maintained badly.” CRM as…

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16 Mar: 4 Ways CRM Automation Technology Helps Banks Cultivate Client Loyalty

A recent retail banking industry study by Gallup shows that when banks demonstrate that they are looking out for their clientele’s financial well-being, 84% of their clients become fully engaged with them. Even better, none are actively disengaged. But here’s the rub: A mere 25% agree that their bank is looking after their financial well-being. This indicates that there is opportunity in the banking marketplace. If you prove to your clients that you sincerely care about their financial health, you’re going to nurture intense loyalty in a fickle financial marketplace. This will pay off handsomely, considering it costs as much…

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14 Mar: Attention Financial Institutions: Use CRM Automation Technology to Cross Sell Wisely

Cross-selling is almost a dirty word in the financial industry, thanks to the recent cross-selling controversy. Now, more than ever, banks are under intense scrutiny. However, cross selling is also the holy grail of business growth; it’s common knowledge that it’s far easier to retain and grow clients than win new ones. But proposals must be highly targeted. CRM technology enhanced with CRM automation can help by providing rigorous client detail virtually anytime, anywhere with: 1. Data that is accurate, complete and up to the second. With CRM automation, data is automatically updated through both internal and external sources. There’s…

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08 Mar: Three Ways CRM Automation Technology Makes Tax Season Easier on Accounting Firms

During tax season, when 80-hour weeks are the norm for too many CPAs, it’s a challenge to just complete the task at hand, no less cultivate better client relationships (beyond getting them a big refund or avoiding a huge tax bill). However, with CRM automation, you can easily build more time into your schedule and provide the proactive, attentive service that will make clients take notice. Here are just three ways this is accomplished, schedule a quick demo to find out others. 1. CRM automation improves productivity. Nothing is worse than having to slog through multiple files and databases to…

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02 Mar: How Law Firms Can Solve CRM Adoption

If you want a litmus test to see if your law firm will survive in the long term, consider how eagerly your lawyers adopt CRM. “CRM enable us to effortlessly communicate with our most important audience: clients, referral sources, prospects, and friends of the firm…this is our gold. Without these folks, we don’t have a law firm,” explains John Remsen, Jr., President and CEO of The Remsen Group. John’s knowledge is based on decades of helping law firms develop and implement long-term strategic  marketing and business development objectives. In fact, he recently discussed with us his eight strategies for building a…