Jody Glidden

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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…

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08 Feb: Solving 3 Common CRM Problems with CloudKettle’s Jon McGinley

According to Capterra, 65% of businesses adopt a CRM system within their first five years. But just because most businesses have one, doesn’t mean they use it. In fact, 22% of salespeople don’t know what a CRM is and 40% still use spreadsheets and other informal methods to record client data.

Considering that CRMs have been found by Salesforce to boost productivity, improve sales forecasting accuracy, and grow sales, it’s a shame that it isn’t more widely used across businesses. So, with all of those benefits, why aren’t more salespeople regular users of CRM systems?

As an expert in…

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01 Feb: Inside Introhive: Our Top 5 Tips for Breaking Into New Markets

According to a British Chamber of Commerce survey, 55% of businesses see a positive impact on their bottom line after 12 months of breaking into international markets. Taking your business global is a natural step for companies who desire exponential growth and new opportunities. But while 55% of companies see a positive impact, that leaves 45% who don’t.

Breaking into new markets is a tricky task that requires getting out of your comfort zone and selling to several different markets all over the world. With each market presenting its own set of unique challenges, forming an effective business development strategy…

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30 Jan: Client Relationship Advice You Can’t Ignore From Business Development Professional Alan Mercer

Few people know the exact challenges that business development professionals face on a day-to-day basis. Luckily for us, Introhive’s new Account Director, Alan Mercer, is one of those unique individuals.

Having spent the last decade in the legal sector as a legal marketing and business development professional, Alan has devised and implemented a range of successful new business and client development initiatives. He’s faced and solved many of the common challenges around growing a profitable client base by understanding, strengthening, and leveraging existing relationships.

With all of this experience under his belt, it goes without saying that Alan has unique…

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25 Jan: 5 Reasons Why Your Team Never Uses Your CRM and How to Fix Them

Odds are, your firm spent significant time, energy, and capital investing your CRM solution. As a way for your sales and business development teams to become hyper aware of client accounts and manage their relationships, the CRM is necessary for growing your business. But is that CRM system giving you a return on your investment? Is your CRM’s ROI maxed out?

With only 40% of firms having an end user adoption rate over 90%, it isn’t likely that you’re getting the most out of your system. Instead, it’s a tool that is collecting dust and isn’t being used…

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24 Jan: 3 Tips for Developing Relationships at Your Professional Services Firm

Business is all about relationships — a concept that has been hammered home for decades. Rock solid client relationships lead to increased deal sizes, stronger client loyalty, and an increase in referrals, making relationship development an essential component to both sales and marketing. But not every firm makes client relationships a top priority or executes an effective strategy.

After working with finance, legal, and other professional services firms, we’ve seen firms struggle to master the art of developing client relationships. Too often we see self-promotional campaigns, generalized communications, and other campaign missteps.

To really engage with your clients and see…

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23 Jan: Under the Hood: How CRM Works and Why It’s Vital for Business Success

If you’re in the market for a Customer Relationship Management (CRM) System for your firm, a quick Google search will show you countless CRM vendors and solutions. What that Google search doesn’t do, however, is tell you why a CRM system is a requirement for your business success or how those CRM systems work to benefit your firm.

Answers to these questions are needed if you’re ever going to convince your president or CEO to invest in a CRM solution. They’re also good to have onhand when you’re trying to convince your firm’s business development and sales teams to adopt…

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18 Jan: 8 Legal Marketing and Business Development Events You Can’t Miss in 2018

Looking at the year ahead, your schedule might already be filling up with business trips, board meetings, and other business functions you can’t afford to miss. But as a legal marketing professional, lawyer, or partner, there are other events you’ll want to pencil in if you want to grow your law firm.

A perfect place for earning new business, finding new partners, strengthening industry relations, building up your firm’s profile, or learning new industry best practices, 2018’s legal marketing events and conferences promise to be a great opportunity for your firm.

To help you get the most out of the…

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16 Jan: Experts Weigh-In on How Lawyers Can Master the Art of Social Selling

Lawyers aren’t the most social bunch. At least, that’s what we’re meant to believe. In the legal industry, there tends to be a belief that attorneys are shy and introverted individuals. And while there’s nothing wrong with being introverted or anti-social, today’s hyper-connected world almost requires them to be vocal over digital channels to grow their law firms.

But is there any truth to this myth? And, if so, how can lawyers conquer today’s interaction-driven marketplace?

We recently spoke with social selling and legal experts Alexander Low and Joshua Lenon to find those answers. Through their combined background in…

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12 Jan: 5 New Year’s Resolutions to Improve Your Firm’s Business Development

Every year we have the chance to start fresh and improve our lives from the year before. It’s why you see so many health and fitness advertisements leading up to and past New Year’s Day. We create resolutions — a firm decision to do or not do something — for self-improvement.

This opportunity for self-improvement and goal setting doesn’t just apply to individuals, though. Businesses can also seize the opportunity, motivating their teams to reach higher goals than ever before. And in an area like business development, these resolutions can mean big business results.

If your business development team is…