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…
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…
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”),…
Are your sales funnels delivering? Probably not, if you’re reading this. Or, at least, you sense your sales performance could be better.
It’s really all about risk management. There’s the risk of coming in below predicted target with implications for individuals and organizations. And you have the risk of business plans and cash requirement being driven off course. You might even be at risk of non-delivery if unexpected business comes in at unexpected times.
But successful funnel management goes beyond risk reporting. And it does more than improve forecasting accuracy. Optimized sales funnel management identifies potential problems in the…
“How do I engage with busy or disengaged prospects who don’t yet see why they should be talking to me?”
It’s the heartfelt cry of many involved in new business development. It’s also a real issue for those trying to re-engage with lapsed or low-contact customers.
We all know that cold calling is a pretty inefficient and ineffective numbers game. The figures are there to back up the experience: 90 percent of buyers say they don’t take calls from unknown callers. The latest figure I saw was that it takes 18 calls to get a live contact with a…
Managing third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and winning new clients.
Third-party selling can either be the way the company delivers customer intimacy or a barrier to customer intimacy.
In the past companies often took the view that provided the results were good (right volumes, right margins, right compliance) then the activity of distributors did not really matter. It was almost part of the deal: “as long as you deliver the result we will leave you alone. You get your freedom….
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…
One of Ireland’s premier law firms, McCann FitzGerald, has added Introhive’s enterprise relationship management platform to their suite of AI-driven legal technology.
“Whether we’re developing our own information systems or investing in innovative solutions like Introhive’s relationship management system, every decision we make comes back to one issue – will it help us improve our understanding of our clients and the experience they receive from our firm?” said Barry Devereux, McCann FitzGerald’s Managing Partner.
“We want to provide our clients with the best possible experience, and that requires a deep understanding, across the firm, of every touch…
Are you or your team members struggling to put together more effective pitches? Never fear. Check out this list of winning tips from the sales performance experts at SalesLevers.
1. Only present your offer after summarising the client’s total situation and their requirements—and gaining their acceptance of your summary.
2. Don’t present ideas in the offer for which the client can see no requirement.
3. Know the offer inside out. Sound and detailed product/service knowledge will give you the confidence to make a good presentation. Skimpy knowledge makes for presentations which will reflect a lack of confidence. Such presentations will…