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The 2019 SMPS Southeastern Regional Conference, held March 18-20, drew sellers, strategists, and managers from across the architecture, engineering and construction (AEC) industry. Together, they covered topics from volunteering and training to using creativity to engage an audience and solve common business problems.
If you missed it, don’t worry. We’ve got you covered. Check out our infographic to get a quick download of the key themes, top tweets and trends, and read on for the insights we gathered on marketing trends set to shake up the AEC landscape this year and beyond.
1. Emotions make marketing stronger
If you’re looking to increase your law firm’s revenue in 2019, specialization is the name of the game.
While the overall legal services market has remained relatively flat since 2010—with a modest 1.3 percent uptick in 2018 following decreases in both 2016 and 2017—there are some trending areas where experts anticipate growth.
Read on to find out which trends are best suited to help you reel in new business and boost revenue this year, and beyond.
1. Outside counsel spend at all-time high
Following a steady increase in demand for the last few years, the outside legal counsel market reached…
The Four Elements of Business Development: Get Them All
Is your legal firm struggling to grow? As I talked about in my last post, in the face of flat-lining legal services demand, a strong business development strategy is more important than ever if you want to expand.
In that post, we ran through the four revenue-generating elements of business development: customer retention, cross-selling, upselling and prospecting. And I shared how enterprise relationship management platforms, like Introhive, makes it easier for firms (like Fenwick & West LLP) to include all four in their daily processes.
Now, let’s see if you know…
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CRM Adoption Problem.
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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).