Business

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11 Jul: Deliver 70% More Contact Data to Your CRM With Introhive’s Email Signature Scraping Technology

Sales is always looking for a way to increase leads velocity and quality. But, in order to fill your CRM and sales pipeline with quality contacts, you need complete contact information for the people you’re selling to. In some cases, the contact you are speaking with is an influencer in the buyer journey, but not the decision maker.

Other times, you are talking with one of many decision makers that make up a committee. How do you effectively go about finding all these new contacts?

One way to accomplish this is to leverage data enrichment services to help fill in…

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02 Jul: Reengineering Business Processes With Brian Hattaway of ProCore Resource Group

Customer Relationship Management (CRM) is a household name these days. According to a recent report from Gartner, CRM technology is now the largest and fastest-growing software market, with worldwide revenue reaching $39.5 billion in 2017.

Most businesses find CRM critical to its overall success, however, users of the platform struggle with adoption due to the lack of perceived value associated with CRM data entry tasks. Typically projects fail to reach desired results because the users simply don’t see why a CRM technology solution is better than Excel or Post-It Notes.

Technology is only one part of the equation, according…

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22 May: 18 CRM Experts You Need to Follow

How do you stay current on the latest trends in CRM? There is a lot of information out there that can be difficult to parse through. It’s a constantly changing and evolving industry, pushed forward by new technology.

In our minds, one of the best places to turn is the individual experts. We’ve put together a list of industry insiders that includes authors, speakers, c-suite executives, and other thought leaders, who can help keep you current on the latest trends.

Here are some of our favorite CRM experts to follow.

1. David Whiteside

With more than 30 years of experience…

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16 May: Why GDPR Is a Marketing Opportunity, Not a Burden

You’ve likely seen the flurry of emails announcing updated privacy policies from companies that have your email address with the EU General Data Protection Regulation (GDPR) going into effect. And while the fact that this is EU legislation may lead you to believe that the GDPR doesn’t apply to you, you’d be mistaken as it will affect any business that collects the data of an EU citizen. Odds are, that includes your organization. To avoid costly penalties or damage to your client relationships, your firm needs to adhere to the GDPR’s rules and guidelines surrounding client data and information.

While…

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10 May: How Relationship Intelligence Can Help Grow Revenue

Relationship intelligence is only as smart as the data behind it. As you build out your contacts, you need to ensure you are collecting the right information to give your business development teams the right data that can help them close deals.

But with only 45% of organisations using CRM to store their lead or customer data, your sales and business development teams could be missing out on valuable relationship intelligence and insights. Not having that data, or a full understanding of your current customers, means you could be losing out on opportunities with organisations you already work with, as…

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08 May: Time Is Money: The Hidden Cost of CRM Systems

A well-adopted CRM system can deliver an ROI of as much as 245 percent. So it makes sense that more than 80 percent of the United Kingdom’s top 200 law firms have invested in a CRM tool.

The goal is to help lawyers and business development teams better understand client relationships, spot opportunities, win more work, cross-sell and retain clients.

But a CRM system is only as good as the data it contains. And if your CRM adoption levels are low ROI will remain elusive. And to achieve high adoption levels, there is the often forgotten about cost of…

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03 May: Why I Fell in Love With Introhive and You Could, Too

CRM is a touchy subject at the majority of organizations. Looking back at my own work history, nearly every company I’ve worked for has faced the common CRM problems that stop adoption in its tracks. Low user adoption, bad data quality, limited actionable intelligence, and the list goes on. No matter where I’ve been, CRM was looked at as something you have to do, not something you want to do.

If only there were a better way.

Well, Introhive showed me that there is, indeed, a better way during my time as Salesforce Manager at Kaufman Rossin. It’s a big…

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01 May: 5 Top Takeaways From Ackert’s 2018 Legal Business Development Trends Study

Demand for legal services has stagnated, leaving firms struggling to earn new business and stay profitable and facing two typical options.

There’s the traditional route, increasing rates and slashing expenses Or there’s the path shown to deliver stronger growth: investing more heavily in business development strategies. 

But which business development strategy should you choose? Which generates the most revenue?

That’s what David Ackert, President of Ackert Inc., set out to discover when they surveyed more than 100 law firms of various sizes for their study, 2018 Business Development Trends Across Law Firm Demographics.

What they found was, when it…

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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…