Automation

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19 Nov: Get Over the Top 3 Hurdles to Technology Buy-In

Technology adoption is a challenge for nearly every industry. Indeed, for most professional services firms, introducing new technology to your organization can be more difficult than the technical implementation itself. If you’ve ever heard the phases, “but this is how we’ve always done it” or “if it’s not broken, why fix it?” you’re not alone.

This resistance to improvement is not surprising when you realize more than half of organizations don’t have a clear digital business vision or strategy.

Even though you know strong digital strategies and robust technology adoption are some of your best chances to get ahead…

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02 Oct: CRM: How to Tackle the Biggest User Adoption Challenges

A whopping 91 percent of organizations with more than 10 employees have a tool for customer relationship management (CRM). But investment in a CRM alone doesn’t equal widespread user adoption.

In fact, only 40 percent of businesses boast a CRM adoption rate of 90 percent or more, while the majority of businesses struggle to encourage system use.

To find out why, and come with some solutions, Introhive’s Head of Technical Solutions for EMEA, Ben Roles, joined Mike Driver, an industry CRM expert and Director of LogiCRM, to discuss CRM adoption best practice.

Between them, Mike and Ben…

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17 Sep: Everything You Need to Know about Relationship Intelligence Automation

A referral is the kick start to the buying process for a staggering 84 percent of all buyers. That means client satisfaction should be a top priority if you want to grow top-line revenue. Not only do happy clients make glowing recommendations; they also stick around to add revenue year-over-year.

But do you have what it takes to keep, grow and build these lasting relationships? If you don’t have a 360-degree view of your total network (your organization, prospects, clients, etc.), the answer is likely no.

But good news: that holistic view is within reach. Say hello to your…

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10 Sep: How to Tap Your Network to Boost Sales

Read on for a quick 101 in the art and science of warm introductions.

If your cold calls get the cold shoulder, know that the odds are against you. Just 1 percent of cold calls result in a meeting. And nearly nine out of 10 high-level B2B buyers don’t even respond to them.

What buyers really want are referrals from people they know. In fact, a referral kicks off the sales process for 84 percent of B2B buyers. Why the high rate of success? Because referrals from real-life connections warm up the buyer (hence the phrase “warm introductions”),…

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06 Aug: 4 Reasons Enterprise Relationship Management is a Must-Have for Global Organizations

Whether your organization spans the globe or just hopes to someday, the top priorities of any business tend to look something like this: Grow revenue and market share, turn up the efficiency and productivity dials, and shrink risk as much as possible. 

Organizations that faithfully execute on the above goals tend to thrive. But, especially when you are global or on that trajectory, there are also growing pains to consider. The bigger your organization gets, the more disconnected your people (and tools and processes) become.

Luckily for you, you’re doing business during the digital age, when new tech, like…

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30 Jul: GDPR and Enterprise Relationship Management Demystified

In January 2019, in one of the largest privacy fines ever, the French National Data Protection Commission imposed a €50 million penalty against Google for violating the Eurpean Union’s  General Data Protection Regulation (GDPR).  

Created in response to the increasingly commonplace threat of data breaches and consumer privacy violations, regulations like GDPR are spreading around the world. As Introhive’s Data Protection Officer, I’m certified in understanding these new rules (including GDPR, Canada’s Anti-Spam Legislation and Personal Information Protection and Electronic Documents Act, and the California Consumer Protection Act). But I certainly understand why many organizations and executives are struggling…

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16 Jul: Featured Partner Interview: SalesLevers’ Richard Higham on the Future of Sales

When SalesLevers’ founders Richard Higham, Martin Allison and Alan Timothy, set out to build their U.K.-based sales performance consultancy in 2017, they came from diverse backgrounds. But they all agreed on one thing: the world of sales was changing.

“We see four drivers of sales change,” Higham said. “Today’s sales teams have to sell in what we call a ‘VUCA’ world, where volatility, complexity and ambiguity interact. They’ve got to generate growth in low-growth economies. They’ve got to deal with buyers who are changing significantly in the way that they want to do business. And finally, there’s a whole…

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09 Jul: Digital Transformation in Insurance: How to Pull Away from the Pack

Are you a leader or are you a follower? Over the past few years, insurance giants have pulled ahead in their digital transformation efforts, rolling out new features that improve the customer experience, optimize back-end efficiencies, and create a framework for ongoing innovation.

The stakes around digital transformation are high and choosing to hold may affect a company’s long-term solvency. In fact, 44 percent of insurance leaders think that, in the future, “most existing insurers will not survive, at least in their current form.”

Even if you’re lagging behind, it’s not too late for your firm to break…

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02 Jul: How To Improve Firm-Wide Collaboration Using Enterprise Relationship Management Technology

As technology’s evolution accelerates, the pace of productivity speeds up and clients’ service expectations rise accordingly.

For professional services firms, an increase in clients who require cross-practice, cross-expertise and cross-border work demands an increase in collaboration, which is often at odds with the sectors traditionally relationship-protective partners and consultants.  

However, in today’s competitive environment, improved collaboration is key to profitable growth. Heidi Gardner’s in-depth look at the state of professional services collaboration makes it clear that everyone involved in deeper collaboration benefits. Firms who collaborate more effectively gain a competitive edge, resulting in increased revenues, profitability and improved client…

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25 Jun: How to Topple Accounting’s Top 3 Barriers to CRM Success

CRM software is now the biggest software market in the world and for good reason. CRM success can pay out huge dividends.

Increased tech stack adoption, more targeted marketing, strengthened client and prospect ties, increased cross-selling and even revenue growth are all some of the potential payouts.

But, as I recently shared with Accounting Today, three common challenges stand between many firms and their CRM success stories.

Read on to find out how your firm can use new, integrative technology to overcome these barriers and reach CRM nirvana.

1. Accounting is a reactive industry

Core services lines (like…