Jody Glidden

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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…

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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…

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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…