Sales

#

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…

#

05 Jun: FICO Survey Reveals Fintech, Customer Loyalty, and Cross-Selling Surprises

FICO recently conducted an online survey of 1,012 consumers age 18 to 50-plus about their relationships with financial services organization. “When we put this survey together, we had a specific story we had hypothesized that we would be able to tell about fintech, disruption and the arrival of Silicon Valley,” said Alex Johnson, Senior Marketing Manager, FICO, in a recent American Banker webinar. But what Alex discovered is that the facts interfered with the story. The threat from non-traditional financial institutions isn’t nearly as grave as many in the financial services industry think it is. Only 2% of the survey…

#

05 May: 3 Creative Ways Business Leaders Use CRM Data to Accelerate Sales

Too often, business development professionals view CRMs as a performance-monitoring tool. They don’t realize that, when consistently updated with data from internal and external sources, CRMs can deliver precisely the information they need to win more sales and exceed their quotas. These real-world examples demonstrate how CRM data achieves this by: Optimizing Workflow Gene Marks, CPA, and columnist for publications such as Forbes and The Washington Post, says CRM data is critical to helping his team stay on top of opportunities. “We have a workflow that is automatically created when a quote is done from our CRM system, and where…

#

03 May: Experts Reveal What You Need to Know Before You Dump Your CRM

It’s challenging when you’ve invested thousands, even millions of dollars, and countless hours implementing a CRM system, but it’s not producing a return on that investment of time and money. Years later, your business development professionals aren’t embracing it like they should be. At that point, the value proposition of newer, slicker system can be very alluring. But before you succumb to the high price of temptation, you might want to clarify, beyond a shadow of a doubt, the source of your CRM problem: Is it the CRM or your relationship with it? Consider a survey we just conducted of…

#

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…

#

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…

#

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…

#

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…

#

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…

#

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,…