eBooks

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11 Sep: 9 Experts Weigh-In on How to Maximize Business Development for Professional Services Firms

There are a number of growing variables in the professional services industry today that are impacting growth strategies; increasing competition, decreasing service demand, and disruptive technology. A whopping 79% of management consulting firms say they’re struggling to attract and develop new business in today’s ever-changing landscape. And that means your business development team is in the hot seat.

As a leader in your organization, you know what needs to be done to grow revenue. But it’s how to do it and how to do it well that are hard to pin down.

You know your existing clients hold seemingly…

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14 Nov: 11 Experts Share How to Master the Art of Relationship Intelligence

With 84% of buyers starting the buying process through a referral, it is more important than ever to have strong and lasting client relationships. Salespeople no longer have the first interaction with leads, prospects are instead led to firms through existing client relationships and recommendations. This makes it critical that your sales and business development teams are developing and maintaining strong relationships with their clients.

So how can you help level-up your business development team’s relationship game?

Relationship intelligence is the ability to organize and analyze all of your firm’s client relationships in an actionable and digestible way. It paints…

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27 Jun: Try This Before You Abandon Your Customer Relationship Management System for Another

For many organizations, Customer Relationship Management (CRM) is akin to the heartbeat of the business. It’s where essential information about new and potential customers lives. In essence, it’s a repository of all the details about your most important business relationships. It helps your sales and business development (BD) professionals connect the dots between companies, contacts, and opportunities, and manage relationships and interactions with current and prospective customers. Moreover, it helps them keep track of and harness this complex web of information for the good of the business.

Unfortunately, we hear far too many stories of firms frustrated by lack of…

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03 May: Experts Reveal What You Need to Know Before You Dump Your CRM

It’s challenging when you’ve invested thousands, even millions of dollars, and countless hours implementing a CRM system, but it’s not producing a return on that investment of time and money. Years later, your business development professionals aren’t embracing it like they should be.

At that point, the value proposition of newer, slicker system can be very alluring. But before you succumb to the high price of temptation, you might want to clarify, beyond a shadow of a doubt, the source of your CRM problem: Is it the CRM or your relationship with it?

Consider a survey we just conducted of…

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19 Apr: 9 Experts Reveal Secrets to Win More Clients in Today’s Legal Marketplace

In March, we surveyed law firms throughout North America to find out what separates the most successful from the rest. We compiled the most important findings in our latest ebook, Playbook: Sharpen Your Law Firm’s Competitive Edge. It provides a snapshot of the state of today’s legal marketplace and pinpoints the greatest opportunity to bridge legal marketing gaps that will make way for more clients.

To help you take advantage of the insight revealed in the survey, we brought together some of the nation’s leading business development experts to respond to our findings:

Heidi K. Gardner, PhD Author, Distinguished…

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22 Nov: Data Driven by Default [eBook]

Today’s sales and business development teams sport some scary stats:

67% of sales pros don’t hit their individual quotas More than half of all salespeople close at less than 40% Only 50% of salespeople feel like they can access key players

What’s a revenue producer to do when faced with stats like these?

Let’s use sales intelligence so we can laugh our way past quota (and keep laughing all the way to the bank). Click through the SlideShare below to learn how.

If clicking through slides isn’t your thing, and you’re more the scrolling type, here are a…