Sales

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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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20 Dec: How “Automated” Is Your CRM? Find Out In Two Minutes [Quiz]

  Did you know that sales productivity has actually decreased in the last five years? We now have cars that avoid accidents and virtual assistants that respond to our every voice command. Yet, somehow, the majority of sellers and BD pros admit that the latest sales tools are more of an obstacle than a facilitator of sales performance. It doesn’t add up. If you’re looking for a culprit, customer relationship management (CRM) is a good place to start. Especially when you consider that the typical sales professional spends 5.5 hours per week logging data, costing companies an average of $13,200…

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13 Dec: Build Your Legal Practice with These 27 Marketing Ideas Straight from the Experts

There’s no shortage of earning potential in the legal sector. Whether you work for a massive firm or a one-person practice, your earning potential is nearly infinite, limited only by the new business you can bring in or your bandwidth to handle the work. It doesn’t matter if you’re a lawyer, a marketer or a business development pro, if you can consistently convince people to seek legal services from you or your firm, then there’s a high-paying position waiting for you at the firm of your choosing. Give your professional reputation and your bank account a healthy deposit this year…

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07 Dec: 4 Statistics that Show Why We Must Bridge the Gap between Collecting Customer Data & Actually Using It

I have a challenge for you: Ask your sales or business development professionals how many sales they’ve won because of your CRM system. Chances are, if you’re like most organizations, you’re going to hear crickets or maybe even spy the slightest eye roll. We base our hypothesis on a study by CSO Insights. They report that more organizations than ever have CRM systems. In fact, it’s almost ubiquitous considering 80% of the more than 1,000 companies they surveyed have a CRM solution. But only a third have adoption rates of at least 90%, this is almost a 10% drop over…

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07 Dec: 4 Statistics that Show Why We Must Bridge the Gap between Collecting Customer Data & Actually Using It

I have a challenge for you: Ask your sales or business development professionals how many sales they’ve won because of your CRM system. Chances are, if you’re like most organizations, you’re going to hear crickets or maybe even spy the slightest eye roll. We base our hypothesis on a study by CSO Insights. They report that more organizations than ever have CRM systems. In fact, it’s almost ubiquitous considering 80% of the more than 1,000 companies they surveyed have a CRM solution. But only a third have adoption rates of at least 90%, this is almost a 10% drop over…

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05 Dec: The Big List of Business Development Resources for Law Firms

There are a range of catalysts responsible for driving two-thirds of law firms to invest more into marketing and business development. Regardless of the reason, suffice it to say that demand for BD and marketing acumen continues to rise, as do the rewards for practitioners who can produce results. Our goal in compiling the list below is to create a convenient learning repository for any lawyer, marketer or business development professional who aims to advance their career.  With convenience in mind, let’s start with some portable lessons: On the Go Resources The Trusted Advisor [Audiobook] Before persuasion can take place,…

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23 Nov: My Answer to 5 Common CRM Automation Questions

I get to spend a good amount of one-on-one time with clients, consultants and analysts in the legal, financial and professional services industries as part of my job. I say “get to” because I truly relish it – it’s a great opportunity to learn from people who shape their respective industries. From a selfish standpoint, this facetime helps to ensure Introhive is positioned to serve the future needs of our clients. We discuss a wide variety of problems and solutions, but if there’s one recurring roadblock that prevents firms from making their “good to great” leap, it’s a lack of…

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22 Nov: Data Driven by Default [eBook]

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). Click through the SlideShare below to learn how. If clicking through slides isn’t your thing, and you’re more the scrolling type, here are a few sales…

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15 Nov: Yes, It Is Possible for Law Firms to Succeed with Cross-Selling

Most lawyers view cross-selling the same way millennials view social security. They realize it’s intended for the greater good, but the personal benefits are unclear, and they sure aren’t going to contribute more than what’s required. Let’s suppose for a second that lawyer pay was determined purely by profit sharing. Now the personal benefits of cross-selling become clearer because the data overwhelmingly supports it. Cross-selling proven to increase revenue, service efficiency and loyalty BTI Consulting Group found that the typical law firm has about 23% of the potential business it could be receiving from a top client, and that the…

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09 Nov: What Is Relationship Intelligence and How Do Companies Acquire It?

“We manage” doesn’t inspire much confidence, does it? Take the following interaction, for instance: Question: How do you attract and engage new clients while making sure your existing clients are happy? Answer: Oh, we manage. Sure, you won’t find many executives who would respond this candidly. You will, however, find plenty of companies that take the “we manage” approach with one of its most valuable assets: relationships. In her post, Customer Relationship Automation Is the New CRM, Harvard Business Review contributor Clara Shih explains the limitations of traditional CRM. “I run an enterprise technology company, and we’ve seen just how…