Business Development

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13 Jul: Why Following Up Puts You Ahead of 75% of the Competition

We’re guessing as a business development professional, you’d like to position yourself in the elite class of your peers. Here’s one sure way to do just that – follow up on leads more than twice, and you’ll place yourself above 75% of the competition. And if you’re in the insurance and brokerage industries, you’ll launch yourself past 90% of your competitors, according to a recent report by Conversica. In fact, there are many follow-up best practices that can, and should be followed by every business development professional.

Conversica researchers visited the websites of 538 companies across nine industries, and asked…

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14 Mar: Attention Financial Institutions: Use CRM Automation Technology to Cross Sell Wisely

Cross-selling is almost a dirty word in the financial industry, thanks to the recent cross-selling controversy. Now, more than ever, banks are under intense scrutiny. However, cross selling is also the holy grail of business growth; it’s common knowledge that it’s far easier to retain and grow clients than win new ones. But proposals must be highly targeted.

CRM technology enhanced with CRM automation can help by providing rigorous client detail virtually anytime, anywhere with:

1. Data that is accurate, complete and up to the second. With CRM automation, data is automatically updated through both internal and external sources. There’s…

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17 Feb: 8 Traits of a Strong Law Firm Industry Practice Group Leader

The most efficient and effective way to become the go-to law firm for a specific industry is through industry practice groups, according to John Remsen, Jr., President and CEO of The Remsen Group. But their success, he says, depends on strong leadership.

How does he know this? Through decades of helping law firms develop and implement long-term strategic marketing and business development objectives.

“I can give you many, many examples where firms set up groups where one really thrives. They’re out doing things, there’s energy, and over time it starts to roll,” he says. “And then there’s another group. They can’t…

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13 Dec: Build Your Legal Practice with These 27 Marketing Ideas Straight from the Experts

There’s no shortage of earning potential in the legal sector. Whether you work for a massive firm or a one-person practice, your earning potential is nearly infinite, limited only by the new business you can bring in or your bandwidth to handle the work.

It doesn’t matter if you’re a lawyer, a marketer or a business development pro, if you can consistently convince people to seek legal services from you or your firm, then there’s a high-paying position waiting for you at the firm of your choosing.

Give your professional reputation and your bank account a healthy deposit this…

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05 Dec: The Big List of Business Development Resources for Law Firms

There are a range of catalysts responsible for driving two-thirds of law firms to invest more into marketing and business development. Regardless of the reason, suffice it to say that demand for BD and marketing acumen continues to rise, as do the rewards for practitioners who can produce results.

Our goal in compiling the list below is to create a convenient learning repository for any lawyer, marketer or business development professional who aims to advance their career.  With convenience in mind, let’s start with some portable lessons:

On the Go Resources

The Trusted Advisor [Audiobook]
Before persuasion can…

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19 Oct: Complex Selling Q&A: How to Handle a Stalled Sale with Tom Hopkins

Legendary sales expert Tom Hopkins has trained over five million sales pros since 1974. So we thought Tom would be the perfect person to ask about one of the most frustrating and complex selling scenarios: the stalled sale.

The stalled sale is that elephant in your pipeline. It’s there, but you don’t want to talk about it… don’t want to even think about it… You’ve seemingly checked every box that needs to be checked and you just want to change the status of your hard-fought opportunity to “closed/won” already!

The more complex the sale, the higher the stakes, the…

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18 Aug: [INFOGRAPHIC] The Headaches of CRM Data Entry

Customer Relationship Management (CRM) systems can be great tools for driving sales, providing better service for customers, and keeping everyone across an organization on the same page.  Unfortunately, to achieve the benefits that companies are looking for, CRM users are required to continuously log new records and update existing ones, can cause some serious CRM headaches for your organization.

A recent Salesforce Research report discovered that upwards of 66% of a sales persons day is spent not actively selling, but managing data entry, administrative tasks and prepping for meetings. The time spent on these tasks typically results in headaches and…

19 Jun: Introducing Introhive For Salesforce

Salesforce rocks. We run the customer facing side of our business on it and we’re not alone. There are over 100,000 other companies who are just like us: Salesforce customers. This is why we’re excited to announce today our release of Introhive for Salesforce.

Introhive for Salesforce brings our powerful relationship platform to the AppExchange. Enterprise customers can now access the valuable sales intelligence of the Introhive platform directly where they need it: Salesforce. This helps customers:

Close Deals Faster with Relationship Insights

Discover who in your organization is best connected and can introduce you to your target companies, leads…