Partnerships

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20 Jul: Introhive and Traction on Demand Announce Partnership

Introhive and Traction on Demand Release New CRM Health Check Offering for Banking and Insurance Firms to Optimize Technology Investments Both Canadian companies are longtime Salesforce partners

July 20, 2021: Introhive, a Fredericton, New Brunswick based scale-up and the leader in AI-powered relationship intelligence is proud to announce the official relationship with fellow Canadian technology consulting firm, Traction on Demand. Based in Burnaby, BC, Traction on Demand is North America’s largest dedicated Salesforce consulting and application development firm.

“With this partnership, we’re fueled by the Power of Three,” said Diana Sapienza, Head of Global Alliances at Introhive. “Salesforce, Traction on…

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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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19 Aug: RELEASE: Introhive and Mutual Value announce collaborative partnership to support clients through improved relationship capital management

Introhive and Mutual Value can together help organisations map, track, and act on the basis of their relationship capital to boost revenues and grow business 

London, UK (August 19, 2020): Mutual Value, a B2B organisation committed to helping businesses shift their focus to building deeper commercial relationships, and Introhive, the leader in relationship mapping and data enrichment solutions for businesses across the globe, announce their partnership.

Mutual Value helps B2B organisations be more ambitious about what they can achieve in their commercial relationships through coaching, consultancy and training programs designed to help sales teams shift from transactional-based businesses to collaborative,…

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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…

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08 Aug: 6 Keys to Success with Third-Party Sales

Managing third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and winning new clients.  

Third-party selling can either be the way the company delivers customer intimacy or a barrier to customer intimacy.

In the past companies often took the view that provided the results were good (right volumes, right margins, right compliance) then the activity of distributors did not really matter.  It was almost part of the deal: “as long as you deliver the result we will leave you alone. You get your freedom….

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25 Jul: 15 Quick Tips to Make Your Pitches More Effective

Are you or your team members struggling to put together more effective pitches? Never fear. Check out this list of winning tips from the sales performance experts at SalesLevers.  

1. Only present your offer after summarising the client’s total situation and their requirements—and gaining their acceptance of your summary.

2. Don’t present ideas in the offer for which the client can see no requirement.

3. Know the offer inside out. Sound and detailed product/service knowledge will give you the confidence to make a good presentation. Skimpy knowledge makes for presentations which will reflect a lack of confidence. Such presentations will…

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04 Jul: Selling Into Vertical Industry Sectors

Are you considering selling into vertical industry sectors? Not sure it’s a good fit for your organization? Read on for my take on why organizations should adopt a vertical “go to market” strategy, and how to get started.

1. Customers like it

Every industry thinks they are unique! Buying behaviours throughout the value chain make vertical markets more important. Clients expect their suppliers to work in vertical markets because they have to work in vertical markets themselves.

2. Build on your strengths

You will probably be focusing on vertical markets where you already have a success story. Focus should allow…

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20 Jun: The 10 Cs of Sales Training

Sales training strategy is a vital component of managing a sales team. Here are 10 things to think about as you look at the way your salespeople learn and develop.

Sales Training Strategy Cs: 10 Focus Areas

Challenge: What’s the goal? Be clear about the objective. “Increase market share by 10 percent in a flat market”, “Generate 50 percent of revenue from our top 10 percent of accounts”. “Failure only comes when we forget our ideals, objectives and principles”. Agree what success looks like before going ahead with training.

Clarify: It is essential to have a clear and accurate picture of the…

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11 Jun: What’s your digital age competitive advantage?

My answer to that question is that it still lies in the human element, away from algorithms, code, dashboards and data.

Technology has come a long way in the last decade. Its exponential progression has made leaps and bounds in solving business problems across the globe. It’s made businesses leaner, more efficient and armed them with more data than ever before.

Still, every company has access to the same technology, talent, algorithms, media outlets, marketing platforms and prospect lists. So, how do you differentiate? And where can you gain a competitive advantage?

The fact is, people still…