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Recent Blog Posts

5 Helpful Ways to Get More Relationship Intelligence From Salesforce

According to CRM Magazine and Introhive partner Danny Estrada, 91% of businesses in North America with over 10 employees have a customer relationship management (CRM) system. 91% is a staggering statistic, but why do so many organizations report having trouble getting high user engagement and adoption?

Within that 91 percent of companies, it’s safe to assume that less than a third feel adequately equipped with the tools they need to actually be successful. While CRM like Salesforce has the potential to radically transform an organization’s sales culture, most managers struggle to articulate the value and downstream impact CRM can have…

9 Experts Weigh-In on How to Maximize Business Development for Professional Services Firms

There are a number of growing variables in the professional services industry today that are impacting growth strategies; increasing competition, decreasing service demand, and disruptive technology. A whopping 79% of management consulting firms say they’re struggling to attract and develop new business in today’s ever-changing landscape. And that means your business development team is in the hot seat.

As a leader in your organization, you know what needs to be done to grow revenue. But it’s how to do it and how to do it well that are hard to pin down.

You know your existing clients hold seemingly…

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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).