Marketing

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23 Mar: Jeff Antaya: Lessons in Leadership

Leadership has taken on a whole new meaning in the new age of Covid-19, with organizations seeking to find solutions that will not only help them weather the storm but remain competitive once the dust has settled.

The last 12 months have seen an acceleration in firms’ digital roadmaps, with new remote working environments bringing technology to the forefront. However, even before the new world, there was a growing need for digitalization. The focus has been shifting heavily to automation, having the potential to revolutionize the professional services industry. For leadership teams, the opportunities are endless! Technology can…

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02 Feb: The Top Five AI Companies to Watch in 2021

 

Why Artificial Intelligence?

Artificial intelligence (AI) has been a buzzword in the tech world and beyond for the last few years, now with various mainstream applications in everyday life. But do you know what it can do for your company, team and workflows? We’re here to break it down for you.

Artificial Intelligence is defined as “the capability of a machine to imitate intelligent human behavior,” according to Merriam-Webster. Many don’t understand the types of artificial intelligence being used to make our lives easier, and the tech companies that are harnessing it to move their clients’ industries forward.

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28 Jan: Using Data to Unlock Visibility Into Go To Market Execution

We’re now at the end of January, which means most companies are (hopefully) in the midst of finalizing and rolling out their go-to-market plans for 2021. For many companies, this planning culminates in a Sales Kick-Off, where the organization unveils its goals, target verticals and accounts, territory assignments, sales strategies and more for the year. 

But after the dust settles and the blitz of calls and emails begins, many companies begin to lose sight of their strategy and how it’s unfolding. For example:

Do you have visibility into account coverage?  Is there a key account with a declining relationship? Are…

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23 Dec: A Marketer’s Guide to 2021

In early December 2020, we hosted an event for marketers, by marketers to celebrate (yes, celebrate) 2020 wins and discuss how the last year is informing marketing strategies for 2021.

A simple reflection on 2020 brings up a lot of emotions – it was a trying year, both personally and professionally, but it was also a year of growth for many; and, while there were many negatives, we wanted to focus on the positive aspects of this year to share and inspire marketers around the globe.

You know them. They’re the ones who welcomed March by tearing their carefully…

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27 Nov: ERM Solutions Evolve: The Times Are Changing for Enterprise Relationship Management

How AI-powered technology innovations have made ERM software more valuable than ever before.

Personal interactions versus automated transactions: Which is more likely to propel your business into the future? Both, actually.

Today’s buyers expect more from their customer experience. Indeed, they care about how you treat them almost as much as product quality and price. But the challenge here is that while your organization might excel at one-on-one service, making every customer feel like the most valuable customer can be tough. It’s a level of service scaling that requires a depth of knowledge not easily parsed from the dark…

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19 Nov: Get Over the Top 3 Hurdles to Technology Adoption

Technology adoption is a challenge for nearly every industry. Indeed, for most professional services firms, introducing new technology to your organization can be more difficult than the technical implementation itself. If you’ve ever heard the phases, “but this is how we’ve always done it” or “if it’s not broken, why fix it?” you’re not alone.

This resistance to technology improvement is not surprising when you realize more than half of organizations don’t have a clear digital business vision or strategy.

Even though you know strong digital strategies and robust technology adoption are some of your best chances to get…

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02 Oct: CRM: How to Tackle the Biggest User Adoption Challenges

A whopping 91 percent of organizations with more than 10 employees have a tool for customer relationship management (CRM). But investment in a CRM alone doesn’t equal widespread user adoption.

In fact, only 40 percent of businesses boast a CRM adoption rate of 90 percent or more, while the majority of businesses struggle to encourage system use.

To find out why, and come with some solutions, Introhive’s Head of Technical Solutions for EMEA, Ben Roles, joined Mike Driver, an industry CRM expert and Director of LogiCRM, to discuss CRM adoption best practice.

Between them, Mike and Ben…

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17 Sep: Everything You Need to Know about Relationship Intelligence Automation

A referral is the kick start to the buying process for a staggering 84 percent of all buyers. That means client satisfaction should be a top priority if you want to grow top-line revenue. Not only do happy clients make glowing recommendations; they also stick around to add revenue year-over-year.

But do you have what it takes to keep, grow and build these lasting relationships? If you don’t have a 360-degree view of your total network (your organization, prospects, clients, etc.), the answer is likely no.

But good news: that holistic view is within reach. Say hello to your…

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05 Sep: When Sales Funnels Go Wrong

Are your sales funnels delivering?  Probably not, if you’re reading this. Or, at least, you sense your sales performance could be better.

It’s really all about risk management. There’s the risk of coming in below predicted target with implications for individuals and organizations. And you have the risk of business plans and cash requirement being driven off course. You might even be at risk of non-delivery if unexpected business comes in at unexpected times.   

But successful funnel management goes beyond risk reporting. And it does more than improve forecasting accuracy. Optimized sales funnel management identifies potential problems in the…

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22 Aug: How to Reach Disengaged Prospects and Clients

“How do I engage with busy or disengaged prospects who don’t yet see why they should be talking to me?”

It’s the heartfelt cry of many involved in new business development. It’s also a real issue for those trying to re-engage with lapsed or low-contact customers.

We all know that cold calling is a pretty inefficient and ineffective numbers game. The figures are there to back up the experience: 90 percent of buyers say they don’t take calls from unknown callers. The latest figure I saw was that it takes 18 calls to get a live contact with a…