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Sales is always looking for a way to increase leads velocity and quality. But, in order to fill your CRM and sales pipeline with quality contacts, you need complete contact information for the people you’re selling to. In some cases, the contact you are speaking with is an influencer in the buyer journey, but not the decision maker.
Other times, you are talking with one of many decision makers that make up a committee. How do you effectively go about finding all these new contacts?
One way to accomplish this is to leverage data enrichment services to help fill in…
Customer Relationship Management (CRM) is a household name these days. According to a recent report from Gartner, CRM technology is now the largest and fastest-growing software market, with worldwide revenue reaching $39.5 billion in 2017.
Most businesses find CRM critical to its overall success, however, users of the platform struggle with adoption due to the lack of perceived value associated with CRM data entry tasks. Typically projects fail to reach desired results because the users simply don’t see why a CRM technology solution is better than Excel or Post-It Notes.
Technology is only one part of the equation, according…
The three types of intellectual capital which make up the intangible value of a business are its people (human capital), everything that is left when these people go home (structural capital), and the value inherent in its relationships (relational capital).
One of the most valuable assets your law firm has are its relationships. The network of people and companies that represent your leadership team, board, clients, intermediaries, partners, suppliers, and employees constitute your relationship capital. These relationships underpin other types of capital, for example your firm’s reputation, brand, and intellectual property.
However, unlike other forms of capital (think financial…
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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).