Business Development

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19 Jul: The funnel is dead? Extend its life with clean data

They say the funnel is dead. For a long time, we’ve used the analogy of the funnel to describe the customer’s journey. The problem is: what happens after they’ve gone through it and signed the deal?

If your relationship with customers ends as soon as they’re through the funnel, you’re missing out on having any relationship at all. And that’s costing you more than you realize in lost opportunities.

Introhive’s VP of Technology and Innovation Adam Stewart was a keynote speaker at the “The Funnel is Dead” themed Modern Sales Pros Revenue Excellence Summit, where he addressed the failure of the…

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07 Jul: Positive strides ahead for accounting

A year ago as the pandemic took hold, the world was thrown into the unknown. This disruption was felt most keenly in the workplace. 

The end of the pandemic is in sight, but the effect of those workplace disruptions will continue to echo for a long time. Introhive hosted a roundtable with marketing leaders from LMBC, Plante Moran, and Kaufman Rossin to discuss how accounting firms need to navigate such a disruptive time. 

An esteemed accounting panel

Twelve months down the line, as the world begins to re-open, we were delighted to have these distinguished guests re-join us for another…

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23 Jun: The best ways to get high-quality sales referrals

Everyone wants sales referrals, but nobody wants to ask for them. After all, if you want to grow it’s all about who you know.

Introhive sponsored JB Sales’ latest webinar that broke down the best ways to get high-quality sales referrals, and some tips on breaking through the hesitancy to ask.

The first great piece of advice that came out of the webinar was all about how to get what you want: If you don’t A-S-K, you don’t G-E-T. If you don’t take a chance and ask for a referral, you’ll never know what you can receive. 

Why are referrals…

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17 May: 5 Ways to Win New Engagements

New engagements are the cornerstone of any Consulting firm.  Without them, the business wouldn’t grow or prosper. That’s why everyone is always on the lookout for ways to win new engagements.

We tend to focus on the deal itself, and often overlook how we get there in the first place. But every new Professional Services or Consulting engagement comes from somewhere, usually a certain opportunity or person. It’s important to remember that without new engagements, there are no new deals.

We have put together this list of 5 ways to win new engagements—ranked from hardest to easiest—and what each can…

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05 May: Top 6 Sales Lessons for Business Development

Introhive’s very own sales expert Ben Brammer brings you the top 6 sales lessons for Business Development.

These are the key takeaways Ben has gleaned from his time (so far) selling for Introhive, including tapping into the power of relationship intelligence to pursue warm leads, prioritizing relationship building, and the importance of sales teams having access to the same client information. 

If you’re looking for tips on how to work smarter to close more deals, look no further; Ben’s got you covered.

1. Find the warm leads first

Well aware that 84% of B2B buying processes start with…

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19 Mar: The Effectiveness of Data in Architecture

How can firms adapt to the ever changing digital landscape in the architecture industry when it comes to data?

The architecture industry isn’t alone in facing the modern challenges of data management. With technology that is developing faster than most architecture firms can keep up with—it’s time to ask for help. Without access to data, most firms would function inefficiently, or not at all, however, data needs to be managed properly, within a universal system to achieve the level of effectiveness and efficiency that will make a difference in a firm’s growth. 

In 2021 there is so much data…

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01 Mar: How to Manage Events in the Post-COVID World

In a word, March 2020 was unexpected. As a (then) Field Marketing Manager, I was accustomed to travelling two or three times every month to represent Introhive at our various trade shows and events. But suddenly, I was confined to my one-bedroom apartment, researching all-things digital marketing. 

At the same time, I felt both disheartened at the sudden lack of in-person events and emboldened to help pivot our lead generation campaigns to fully virtual. 

Everything was changing – and changing fast – in my role.. Take logistics. While I used to spend hours packing our trade show booth, printing labels…

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15 Oct: Reduce the Overwhelm with AI to Increase Productivity

For many organisations, increasing productivity is one of the main reasons why they make the leap to invest in technology. Productivity can suffer as a result of many factors in a team or individual’s day-to-day. From the never-ending to-do list to constant interruptions over the course of a workday, it’s easy to understand why teams feel overwhelmed and how productivity suffers. Just picture this:

You’re in the middle of preparing a client presentation when your phone lights up. One of your prospects just needs some clarification. You’re on a tight deadline, but this prospect is a bit high maintenance, so…

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01 Oct: Prospecting in a Digital World

Gone are the days when we could pop our heads over a cubicle and ask a colleague if they know so-and-so at XYZ Company, and don’t even think about collecting business cards at a Happy Hour event or a tradeshow! The world of business development in B2B financial services has gone digital in a big way. We all know that business flourishes when we can nurture and harvest our current relationships and when we can make new connections, but how can this be done without face-to-face interactions and easy collaboration in the office? Is it even possible to achieve this…

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30 Sep: Transform Banking with Data-Powered Insights

There are few industries where you have access to the breadth and depth of customer data as the banking industry.

However, if this data isn’t informing strategy, banks are missing out on the opportunity to deliver an exceptional customer experience. From the ‘ten thousand foot’ perspective, banks can cross-reference market data from sources such as Bloomberg against their own customer demographic information and make decisions, but what if you could get even more granular?

In today’s market, there are a number of new trends in banking and data analytics that can be merged together to bring better, more actionable insights…