Business Development

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11 Feb: 5 Tips for Better Relationship Management in 2019

Which of the following is on your business development to-do list for 2019?

Close more new customers Decrease customer churn Increase referrals All of the above

If you didn’t answer D, you’re either wildly successful (in which case, congratulations!) or you’re in trouble. But regardless of your answer, the real question is: What will it take to meet your goal?

Prospecting is hard—it takes about 18 calls to connect with a buyer. And customer retention has its own challenges, as unhappy customers are more likely to simply leave you than complain.

But never fear. This list of 2019’s…

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31 Jan: Introhive Launches Middle East Expansion Strategy

Relationship intelligence leader hosts
first regional seminar in Dubai, UAE

Dubai, United Arab Emirates, January 31, 2019 — Introhive, the market leader in relationship intelligence and sales automation technology, recently launched its market expansion strategy in the Middle East during the company’s first seminar in the region.

The first of a series of seminars, the Jan. 23 event was co-hosted by PwC and the Consulate General of Canada in Dubai at the Dubai Sofitel hotel.

Introhive plans to partner with its network of expert consultants on the seminars. Each seminar will showcase customer success stories with an aim 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% more expensive to earn $1 from a new customer than from an existing customer (forEntrepreneurs) 70-95% of sales comes from upsold or cross-sold revenue (forEntrepreneurs) The probability of selling to an existing customer is 200-1,400% higher than selling to a new prospect (Groove)

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…

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10 Jan: 3 Ways Introhive Can Help You Migrate From Data.com Before It’s Retired

Data.com, Salesforce’s first complete data enrichment solution within the platform, is headed for retirement.

By now, you’ve likely heard the news. Data.com will be officially retired on July 31, 2020. According to Salesforce, the decision to end service was made based on overwhelming feedback from users who were not happy with the quality of data provided by Data.com. But what about current customers of Data.com?

Salesforce customers will still need solutions to help keep data clean, accurate, and up to date. In order to keep up with their data cleanse efforts, Data.com customers will be able to select from other…

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19 Dec: 3 Benefits of Data Enrichment That You Can’t Afford to Ignore

There’s little doubt that data is a key asset to your business. Data is the first place leaders look to when envisioning go-to market expansion, analyzing sales effectiveness, or diving deeper into client satisfaction and retention. As a result, to ensure effective plans and strategies are made, businesses go to great lengths to ensure that their data is accurate, complete, and loaded with helpful information.

However, many organizations are depend on their marketing, sales and business development teams to control the quality of data in their CRM, marketing automation, and other systems. In theory, this is a sound strategy. The…

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18 Dec: How to Change Your CRM Thinking from System to Systematic

Is your CRM generating the ROI your law firm deserves?

With 63% of law firms reporting user adoption and data quality as their top CRM challenges, odds are the answer is no. If your lawyers and business development team aren’t using the tool, quality customer data won’t get entered, creating a vicious cycle of poor adoption and data that does the opposite of drive new business.

So, how can you correct course and right the ship?

In my experience, it all comes down to your approach to CRM. Instead of thinking about your CRM as a system, you need to…

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13 Dec: Intelligence for Law Firms: Why Your Firm Needs AI, BI, CI & RI

“Work smarter not harder.” This rallying cry has become especially relevant to law firms due to flat demand for law firm services over the last seven years, which is in sharp contrast to the 4% – 6% annual growth in the legal market prior to 2008.

To thrive in a flat market, firms must do more with less. The key is intelligence. This refers to more than the great legal minds of your firm’s partners and employees. Intelligence also encompasses the firm’s data, how it’s generated, analyzed, and shared.

Read on to learn more about the four types of intelligence…

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15 Nov: Osler, Hoskin & Harcourt LLP Invests in Relationship Intelligence Automation to Deliver Superior Client Experiences

Osler, Hoskin & Harcourt LLP, a leader in Canadian business law, launched a new suite of services from Introhive, the leader in relationship intelligence and CRM automation for the legal industry.

Toronto (PRWEB) October 09, 2018 – Over a five-year partnership, Osler has worked with Introhive to develop cutting-edge solutions that would enable the firm to better meet its clients’ legal and business needs. The partnership was created to support the firm’s commitment to finding new and better ways to deliver world-class client experiences. This latest evolution in Osler’s innovation roadmap will allow the firm to gain deeper insight into…

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13 Nov: 9 Law Firm Marketing Strategies and Tactics From Leading Industry Insiders

Prior to 2008, the legal market was experiencing a 4-6% annual growth in demand. Today, the demand for legal services has stalled at 0%, according to the Thomson Reuters’ 2018 Report on the State of the Legal Market. Combine this with the fact that an HBR Consulting survey found that corporate clients have increased their internal legal spend by 4% to cut outside counsel costs, and it appears as though independent law firms are losing their share of the market.

But the good news is, with the right strategic focus and insight, your law firm can stem the tide, raise…

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16 Oct: 4 Statistics That Will Help You Shape Your Marketing Technology Budget

People are an organization’s greatest asset, but technology is the heartbeat of modern business, helping companies operate more efficiently and more productively. Leaders today know they need to invest in innovative technology to keep pace with their competition and to deliver world-class customer experiences.

There are almost too many options out there today for companies to choose from; Customer Relationship Management (CRM), Enterprise Relationship Management (ERM), Business Intelligence (BI), Configure-Price-Quote (CPQ), Document Management Solutions, and the list goes on.

But while firms want to push innovation, many have historically encountered challenges with successfully deploying new technology company-wide. Failed technology projects…