Jody Glidden

#

21 Aug: The 3 Q’s of Data Management for Professional Services Firms

According to the International Data Corporation (IDC), worldwide revenues for big data and analytics will reach $203 billion by 2020. Of the industries that are investing in big data and analytics solutions, professional and financial services firms are making the largest investments.

The increase of spending into big data and analytics solutions shows that today’s professional services firms understand the need for quality data and the impact poor data can have on their firm. One of the most common investments professional services firms make to collect their contact data is in a customer relationship management (CRM) system.

However, simply having…

#

24 Apr: 6 Social Selling Tools to Power Up Your Sales Pipeline

In today’s digital economy, many progressive sales and marketing leaders know that social selling provides a serious advantage to those who use it. Without it, your business development team will generate fewer leads, close fewer deals, and struggle to make new contacts.

Why is that? Social media is what your clients are using for research when making purchasing decisions.

According to a study of B2B buyers by Harvard Business Review, 53% of buyers turn to social media for assessing tools and technologies and when making a final selection. If that’s not enough data, consider that B2B buyers often have already…

#

03 Apr: How Strategic Events Build Brands and Pipeline With Raunuk Wahiwala

Let’s say you have a business target that’s out of your network. How are you going to meet them? Cold calling isn’t likely to work considering the fact that only 1% of cold calls result in a client meeting. You can’t just send an email and hope it makes it past the spam filter. You don’t have any mutual connections you can leverage. So, what are you left to do?

In business, strategic events can help you open all kinds of doors that ordinarily may not be open to you.

Meet Raunuk Wahiwala, Introhive’s new business development and events consultant…

#

27 Mar: 10 CRM Best Practices for Tackling Common Adoption Obstacles

When attempting a successful CRM implementation, you might face many key challenges like data integrity, manual data entry, low user adoption, and others. Without a game plan to address these challenges with best practices, you can expect your CRM’s usefulness to dwindle.

Fortunately, there are several CRM drills and plays you can use to help your sales or business development team turn more contacts into clients. These CRM best practices are not only designed to help keep your data clean, but also boost CRM adoption within your firm so you can get the greatest ROI from your CRM investment.

As…

#

22 Mar: 5 Types of Game-Changing Professional Services Automation Software

Professional services is a $1.7 trillion dollar industry and growing — with no signs of slowing down anytime soon. In fact, the U.S. Department of Commerce has reported that the industry’s annual revenue grew 6.2% in 2016. This growth has attracted new players to enter the game and duke it out for coveted market share.

In such a large and growing market, it’s important that professional services and consulting firms have the tools they need to grow their business and rise above the competition. This is where professional services automation (PSA) software comes into play.

What Is Professional Services…

#

14 Mar: How to Form a CRM Implementation Plan That Drives Adoption

Your CRM implementation might fail. Let that sink in for a second.

It’s a scary realization after investing significant time and money into researching, selecting, and deploying a solution. Research has shown that on the high end, upwards of 70% of all CRM projects fail to meet desired expectations.

Here is a link to a handful of other CRM adoption statistics that will probably keep you up at night. If you don’t believe that stat, take a look at the graph below from a C5 Insight study.

Source: C5 Insight

So, enough talk about the daunting…

#

08 Mar: Introhive Hires David Goyette as General Counsel and Data Protection Officer

GDPR is coming and will affect many unprepared organizations in its wake. The European Union’s General Data Protection Regulation (GDPR), going into effect May 25, 2018, will require compliance from any organization established in the European Union or when doing business with EU citizens.

According to a recent Solix Technology study — conducted between October and December 2017 with IT professionals at more than 100 companies — 65% of organizations are unable to comply with GDPR or unsure whether an individual’s personal information is purged from all systems forever, and 22% are unaware they must comply with GDPR, even if…

06 Mar: Legal Technology Trends That Will Take Over 2018

To have a truly modern and innovative law firm, technology needs to have a place at the table. This is true for your law firm for both your staff and your clients as technology has started to become more client-facing. But what legal technology offers the greatest opportunity for your law firm?

In 2018, there are three legal technology trends that hold the promise of a big impact. Representing three main benefits, these legal technologies can help you improve client relationships, efficiencies, revenue, and more. These technology trends will not only impact the future of law firm marketing, but also…

#

01 Mar: What Is Sales Enablement and Why Is It Important?

Prospecting. Cold calling. Closure rates. Deal sizes. Monthly quota attainment. The list goes on.

Your sales team has a lot of things to think about before, during, and after the sales process. And with so many tactics and tools that exist out in the marketplace, the day to day whirlwind of distractions can make it hard for sales teams to effectively reach their goals.

Fortunately, sales enablement exists for that exact purpose, to help sales teams achieve their goals. But what is sales enablement and why should you care about it?

If you work in sales or manage a sales…

#

28 Feb: 7 Must-Know CRM Adoption Statistics and What They Mean for Your CRM

Choosing and adopting a CRM for your company is a lot like setting your sales team up on a blind date. Unfamiliar with the tool, your team doesn’t know what they’re in for or how it’s going to benefit them, making for an awkward first impression filled with anxiety. With all of this uncertainty, it’s no wonder that sales teams have a hard time warming up to the idea and logging in beyond the first session.

According to Merkle Group Inc., 63% of all CRM projects fail, showing that the above scenario has hindered CRM adoption at nearly two-thirds of…