Business

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18 Apr: How Professional Services Firms Can Increase Their Technology ROI

A few weeks ago I had a chance to spend some time with my team in our new Chicago office. If you know Chicago, it’s a great city with great people, great food, and a strong business community.  We flew the team in so that we could put some focus on new hire onboarding, strategic planning and, of course, our clients.

At one point during the week, we spent some time whiteboarding strategy for some great new product features that we’ll be releasing in Q2 (stay tuned!), sales operations, and general sales/marketing practices.

But as we poured through ideas and…

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14 Mar: How to Form a CRM Implementation Plan That Drives Adoption

Your CRM implementation might fail. Let that sink in for a second.

It’s a scary realization after investing significant time and money into researching, selecting, and deploying a solution. Research has shown that on the high end, upwards of 70% of all CRM projects fail to meet desired expectations.

Here is a link to a handful of other CRM adoption statistics that will probably keep you up at night. If you don’t believe that stat, take a look at the graph below from a C5 Insight study.

Source: C5 Insight

So, enough talk about the daunting…

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14 Mar: How to Solve Your CRM Adoption Problems Once and for All With Data

From extra work to poor data quality, CRM adoption is something that a lot of businesses struggle with. It’s something we regularly discuss here on our blog as it’s core to what we do here at Introhive. Helping sales and business development teams across industries become more successful is our primary goal, and CRM systems are a huge part of that.

Unfortunately, if CRM adoption remains low, those teams aren’t reaping the rewards of the system. We think we have a solution for that. In fact, Microsoft Dynamics 365 recently invited two Introhive thought leaders, Adam Draper, Vice President, Sales…

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13 Mar: 3 Biggest Barriers That Impact Your CRM Success With David Whiteside

Customer relationship management (CRM) software is a necessary tool for modern selling organizations. CRM systems are widely used across organizations to support sales, marketing, business development and customer success track account and contact data. In fact, 91% of companies with over 10 employees have a CRM system. However, it has been found that 63% of all CRM adoption initiatives fail to deliver on desired outcomes. And if your team isn’t adopting the tool, success with your CRM is going to be hard to come by.

Why?

In our experience, there are unforeseen roadblocks obstructing your path to CRM success. To…

23 Feb: 9 Sales Enablement Tools You Need to Use to Fuel Business Growth

Sales teams use an average of six tools to bring in new clients and close deals. This includes your company’s CRM system, prospecting tools, email platforms, and more. Do they need to use these tools? Probably not, but it certainly makes earning new business a lot easier.

If you have any of the previously mentioned tools above, your organization already practices sales enablement — allowing salespeople to sell more effectively by providing special tools, resources, content, etc. to get the job done. Because these resources allow sales teams to sell more and do it faster, sales enablement is crucial…

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22 Feb: How Sales Technology and Data Automation Makes Meeting Preparation More Effective

With an average of 18 calls needed before connecting with a buyer, getting one foot in the door with a potential client takes a mountain of work. Once you do nail that client meeting, however, the hard work is only just beginning. After all, a client meeting doesn’t equal a sale.

Given all that’s riding on a client meeting, it’s no wonder that 72% of sales professionals spend 30 minutes or more preparing for a meeting with a new prospect, while nearly half spend at least 45 minutes. Naturally, having a sales or business development team that spends valuable time…

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01 Feb: Inside Introhive: Our Top 5 Tips for Breaking Into New Markets

According to a British Chamber of Commerce survey, 55% of businesses see a positive impact on their bottom line after 12 months of breaking into international markets. Taking your business global is a natural step for companies who desire exponential growth and new opportunities. But while 55% of companies see a positive impact, that leaves 45% who don’t.

Breaking into a new market is a tricky task that requires getting out of your comfort zone and selling to several different markets all over the world. With each market presenting its own set of unique challenges, forming an effective business development…

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25 Jan: 5 Reasons Why Your Team Never Uses Your CRM and How to Fix Them

Odds are, your firm spent significant time, energy, and capital investing your CRM solution. As a way for your sales and business development teams to become hyper aware of client accounts and manage their relationships, the CRM is necessary for growing your business. But is that CRM system giving you a return on your investment? Is your CRM’s ROI maxed out?

With only 40% of firms having an end user adoption rate over 90%, it isn’t likely that you’re getting the most out of your system. Instead, it’s a tool that is collecting dust and isn’t being used…

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24 Jan: 3 Tips for Developing Relationships at Your Professional Services Firm

Business is all about relationships — a concept that has been hammered home for decades. Rock solid client relationships lead to increased deal sizes, stronger client loyalty, and an increase in referrals, making relationship development an essential component to both sales and marketing. But not every firm makes client relationships a top priority or executes an effective strategy.

After working with finance, legal, and other professional services firms, we’ve seen firms struggle to master the art of developing client relationships. Too often we see self-promotional campaigns, generalized communications, and other campaign missteps.

To really engage with your clients and see…

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23 Jan: Under the Hood: How CRM Works and Why It’s Vital for Business Success

If you’re in the market for a Customer Relationship Management (CRM) System for your firm, a quick Google search will show you countless CRM vendors and solutions. What that Google search doesn’t do, however, is tell you why a CRM system is a requirement for your business success or how those CRM systems work to benefit your firm.

Answers to these questions are needed if you’re ever going to convince your president or CEO to invest in a CRM solution. They’re also good to have onhand when you’re trying to convince your firm’s business development and sales teams to adopt…