Adam Draper, Vice President of Sales | Introhive

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14 May: How to Find an ERM Solution You Can Count On

Enterprise relationship management (ERM) platforms are changing the game for organizations of all types and sizes. Indeed, businesses around the world are realizing the value—including monetary gains—of understanding and using relationship maps and intelligence to tap into their relationship capital.

With the instant visibility today’s ERM tools provide, companies are using their broader networks to move they needle farther and faster. These tools not only help garner warm introductions, fast track sales, and identify cross-sell and upsell opportunities, they also reduce churn and improve marketing and technology adoption and ROI.

But today’s relationship intelligence industry is also in…

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26 Feb: 5 Can’t-Miss Prep Steps for Your Next Client Meeting

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 deals.

In fact, 95 percent of respondents to a Harvard Business Review survey said face-to-face meetings are essential for gaining and maintaining long-term business relationships, and 89 percent believe face-to-face meetings are critical for “sealing the deal.”

But in an era of texts and voicemail tag, it’s notoriously difficult to…

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18 Jan: How to Use CRM to Increase Upselling and Cross-Selling Opportunities

When it comes to growing revenues, the data all points toward cultivating active client relationships:

It’s 68 percent more expensive to earn $1 from a new customer than from an existing customer  Upsold of cross-sold revenue deliver 70 to 95 percent of sales You’re 200 to 1,400 percent more likely  to sell to an existing customer a new prospect

The data speaks for itself, but how can firms identify those cross-selling and upselling opportunities that should be low hanging fruit? Which clients have the greatest potential to expand their serviceable needs and how can sales and business development accelerate those…

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19 Sep: 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…

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11 Jul: Deliver 70% More Contact Data to Your CRM With Introhive’s Email Signature Scraping Technology

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…

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01 May: 5 Top Takeaways From Ackert’s 2018 Legal Business Development Trends Study

Demand for legal services has stagnated, leaving firms struggling to earn new business and stay profitable and facing two typical options.

There’s the traditional route, increasing rates and slashing expenses Or there’s the path shown to deliver stronger growth: investing more heavily in business development strategies. 

But which business development strategy should you choose? Which generates the most revenue?

That’s what David Ackert, President of Ackert Inc., set out to discover when they surveyed more than 100 law firms of various sizes for their study, 2018 Business Development Trends Across Law Firm Demographics.

What they found was, when it…

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18 Apr: How Professional Services Firms Can Increase Their Technology ROI

A few weeks ago I had a chance to spend some time with my team in our new Chicago office. If you know Chicago, it’s a great city with great people, great food, and a strong business community.  We flew the team in so that we could put some focus on new hire onboarding, strategic planning and, of course, our clients.

At one point during the week, we spent some time whiteboarding strategy for some great new product features that we’ll be releasing in Q2 (stay tuned!), sales operations, and general sales/marketing practices.

But as we poured through ideas and…

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22 Feb: How Sales Technology and Data Automation Makes Meeting Preparation More Effective

With an average of 18 calls needed before connecting with a buyer, getting one foot in the door with a potential client takes a mountain of work. Once you do nail that client meeting, however, the hard work is only just beginning. After all, a client meeting doesn’t equal a sale.

Given all that’s riding on a client meeting, it’s no wonder that 72% of sales professionals spend 30 minutes or more preparing for a meeting with a new prospect, while nearly half spend at least 45 minutes. Naturally, having a sales or business development team that spends valuable time…

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08 Dec: Why I Joined Introhive and Why You Should Too

In 2012 I was enjoying a successful stint at Salesforce.com via the acquisition of my former company, Radian6. The team, innovation, market presence and client interactions were fantastic and it was a wonderful place to not only drive success but also to learn and grow personally. I had great colleagues, a lot of good friends, and an environment that enabled me to be successful. Who could want more, right?

Well, in early 2013 I was approached by Introhive to join and head up new market growth. Introhive was a new product in a new space and I could see a…