Customer Relationship Management (CRM)

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19 Jul: How Your Firm Can Clean Up Dirty Data without CRM

Customer Relationship Management software (CRM) is a standard tool in most businesses’ tech stack, but have you ever wondered if it’s possible to clean up dirty data without CRM?

Dirty data is a challenge for every business, big and small. But let’s face it, while CRM is the go-to solution for cleaning up dirty data, it isn’t for everybody. 

The good news is yes, as a matter of fact, your firm can clean up dirty data without CRM. 

CRM are not one-size-fits all

After a bit of research, many small-to-medium-sized professional services firms—legal, accounting, consulting, staffing and recruiting, and the…

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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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05 Jul: Fall in love with your CRM

I know you wanted to fall in love with your CRM, but are you on the verge of breaking up with your customer relationship management (CRM) solution for good? 

Have you been struggling to get the most out of your CRM, but all that time, effort, and money wasted trying to increase your team’s adoption and usage has you pulling out your hair? 

I feel you. But don’t dump your CRM yet, I’ve got solutions—lots of them. 

Fall in love with your CRM

I’ve got the secrets for how to make your sales professionals not only fall in love with…

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31 May: How Introhive enables revenue teams without asking for anything in return

Is there such a thing as altruism? Do people really do things for others without asking for anything in return?

Well, one of the first jobs I ever had involved delivering coupons for free groceries to hundreds of households across Atlantic Canada. The company I worked for distributed a few million dollars worth of their products to families across the country, as an act of goodwill. 

Sure, there was a good chance that people would remember this gesture and in turn buy their products when they went grocery shopping, but it was still a kind, feel-good act that the company…

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28 May: How to begin your CRM journey 

This is the third in a series of blog articles designed to help law firms make the most of Customer Relationship Management software (CRM). If you haven’t read the first two, you may want to catch up on them first: Legal firms: choosing a CRM and How to implement a CRM in small to mid-sized law firms.

How to begin your CRM journey

Your law firm is now at the stage where you’ve chosen a CRM, and you’ve designed an implementation strategy, and now you’re asking yourself how to begin your CRM journey. At this juncture, there’s a real chicken-and-the-egg scenario…

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06 May: Salesforce + Introhive: Cracking the Nut in Professional Services

Up-and coming AI-powered platform Introhive and Salesforce, the #1 CRM are making huge strides in the business services sector.  

“When two technology firms complement each other so well, it’s hard not to have a fruitful relationship,” says Priya Mokha, Senior Alliance Director for Introhive, responsible for the Salesforce relationship globally. “We’ve cracked the nut when it comes to business services, which includes the vast industry where fee earners consult a multitude of clients using specific skill sets, such as legal, accounting and consulting firms.” 

Introhive and Salesforce have been partners since 2012 and share joint clients across a variety of…

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05 May: How to implement a CRM in small to mid-sized law firms

This is the second in a series of blog articles designed to help law firms make the most of Customer Relationship Management software (CRM). If you haven’t read the first one, you may want to catch up on it first:

Legal firms: choosing a CRM

Now that you’ve chosen a CRM to support your law firm’s business development efforts, it’s time for implementation. How to implement a CRM in small to mid-sized law firms looks different for each firm as workflows, processes, team distribution, and company culture all need to be considered.

A strategic approach is the best way…

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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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30 Apr: Implementing Introhive: Blink & You’ll Miss It 

Implementing new technology can be daunting, and there is the assumption that all technology roll-outs will be costly, time-consuming, and resource heavy. Fortunately, this is not the case with implementing Introhive, because we’ve worked very hard to ensure that getting our platform up and running at your organization is quick and painless.

When it comes to implementing and onboarding of new technology, I’m always asked the following key questions:

What resources are required for a successful roll out? How long will the implementation process take?  Is training required for admins and end users? 

I’m delighted when I hear someone ask…

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19 Apr: Cracking the Myth of Long Investment Banker Hours

The jaw-droppingly long hours investment bankers work are legendary. A widely-reported recent survey of first year analysts at Goldman Sachs revealed that they work on average more than 95 hours per week, and sleep around 5 hours each night. Across the industry, average investment banker hours are between 70-85 hours per week. No matter how you slice it, that’s a lot of time to spend working.

But is it really necessary? In today’s technology-driven world, aren’t there solutions to automate a lot of the work and make a day in the life of an investment banker more balanced and less…