Despite the crucial role Customer Relationship Management (CRM) systems play in enabling informed decision making and the costs associated with their implementation, many organizations regularly encounter CRM challenges around adoption, data quality, and establishing a unified view of client data. The result is that organizations often see as much as...
You’ve heard about relationship mapping, and you’ve been told you need it, but so far nobody’s ever really explained that well what it is. Until now. Look no further for a crash course on relationship mapping covering the most important things you need to know: What is relationship mapping? Why...
Leveraging Advanced CRM Solutions to For Legal Firm Growth Today’s legal marketing is marked by intensified competition, heightened client expectations, and a surge in advanced technologies like AI and data analytics. These factors drive a client-centric approach, distinguishing high-growth firms that prioritize client engagement from no-growth firms that focus inwardly....
Never has it been harder—nor more important—to choose the right CRM for AEC firms. The architecture, engineering, and construction (AEC) sector is still struggling to re-establish some form of equilibrium following the seismic changes that have swept across the industry over the past 18 months. The pandemic caused this sector...
I’m willing to bet that “how to accelerate sales” is a very popular Google search for B2B business development sales professionals. At an average conversion time of 84 days, their sales cycles are notoriously long and complex. And that’s when leads close with a sale, which is only 13 percent...
CRM data migration, moving your information from one system to another, seems simple on the surface. It’s just a technical exercise of mapping and moving data from old fields to new fields, right? Not quite. In order for a new customer relationship management (CRM) to provide long-term business value, your...
Read on for a quick 101 in the art and science of warm introductions. If your cold calls get the cold shoulder, know that the odds are against you. Just 1 percent of cold calls result in a meeting. And nearly nine out of 10 high-level B2B buyers don’t even...
1. Who do you want to do business with? When it comes to zeroing in on your target customers, your management, sales and marketing teams need to be highly prescriptive in defining who you plan to sell to. For example, your ideal target customer may be the director of operations...
Along with many other aspects of our lives, the internet revolutionized the business meeting. With tools like Skype, GoToMeeting, Zoom and even FaceTime, we can connect with clients in an instant, from anywhere. But nearly everyone agrees that there’s nothing quite like a face-to-face meeting to build relationships and close...
US & Canada: (866) 824-5452