Development

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

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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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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12 Jan: 5 New Year’s Resolutions to Improve Your Firm’s Business Development

Every year we have the chance to start fresh and improve our lives from the year before. It’s why you see so many health and fitness advertisements leading up to and past New Year’s Day. We create resolutions — a firm decision to do or not do something — for self-improvement.

This opportunity for self-improvement and goal setting doesn’t just apply to individuals, though. Businesses can also seize the opportunity, motivating their teams to reach higher goals than ever before. And in an area like business development, these resolutions can mean big business results.

If your business development team is…

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11 Jan: Client Retention: 7 Best Practices and Strategies That Foster Loyalty

Loyalty is one of those rare qualities that cannot be replicated. It is someone’s ability to stay faithful or committed to a person, place, or thing. In business, loyalty means having clients that will only come time and time again to your firm for help – they won’t even think of going elsewhere. You can see how loyal clients are a business asset that you should strive to create.

Knowing this, a lot of firms must be focusing on growing client retention, right? Wrong.

Only 18% of businesses focus on client retention and 44% focus on client acquisition. Unknown…

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09 Jan: Andy Dufresne’s Guide to Business Development for Accountants

It isn’t often that you can receive valuable business advice from Hollywood, let alone from an alleged murderer. But Andy Dufresne from “The Shawshank Redemption” can offer plenty of business development tips for any accountant or financial services firm.

If you aren’t familiar with the film, “The Shawshank Redemption” follows Andy Dufresne, a successful banker who is found guilty for murdering his wife and her lover, despite his insistent claims of innocence. As a result, he is sentenced to life in prison at Shawshank State Penitentiary and is forced to adapt to life behind bars.