Sales

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27 Mar: 10 CRM Best Practices for Tackling Common Adoption Obstacles

When attempting a successful CRM implementation, you might face many key challenges like data integrity, manual data entry, low user adoption, and others. Without a game plan to address these challenges, you can expect your CRM’s usefulness to dwindle.

Fortunately, there are several CRM drills and plays you can use to help your sales or business development team turn more contacts into clients. These best practices are not only designed to help keep your data clean, but also boost CRM adoption within your firm so you can get the greatest ROI from your CRM investment.

As a provider of CRM…

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

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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01 Mar: What Is Sales Enablement and Why Is It Important?

Prospecting. Cold calling. Closure rates. Deal sizes. Monthly quota attainment. The list goes on.

Your sales team has a lot of things to think about before, during, and after the sales process. And with so many tactics and tools that exist out in the marketplace, the day to day whirlwind of distractions can make it hard for sales teams to effectively reach their goals.

Fortunately, sales enablement exists for that exact purpose, to help sales teams achieve their goals. But what is sales enablement and why should you care about it?

If you work in sales or manage a sales…

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28 Feb: 7 Must-Know CRM Adoption Statistics and What They Mean for Your CRM

Choosing and adopting a CRM for your company is a lot like setting your sales team up on a blind date. Unfamiliar with the tool, your team doesn’t know what they’re in for or how it’s going to benefit them, making for an awkward first impression filled with anxiety. With all of this uncertainty, it’s no wonder that sales teams have a hard time warming up to the idea and logging in beyond the first session.

According to Merkle Group Inc., 63% of all CRM projects fail, showing that the above scenario has hindered CRM adoption at nearly two-thirds of…

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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06 Feb: The Benefits of Relationship Intelligence Automation With EY’s Randy Batson

As a business development professional, you may or may not have heard the term relationship intelligence automation (RIA) before. So, What is relationship intelligence automation?

Relationship intelligence was designed to fulfill the shortcomings of CRM and provide a full, 360° picture of your organization’s relationships. To do this, RIA automatically collects and enters important data on your prospects and clients from numerous sources into your CRM system. Then, it automatically serves relevant, actionable relationship insights to business development teams so they can go into client meetings with a clear understanding of the client and their needs. RIA not only saves…

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30 Jan: Client Relationship Advice You Can’t Ignore From Business Development Professional Alan Mercer

Few people know the exact challenges that business development professionals face on a day-to-day basis. Luckily for us, Introhive’s new Account Director, Alan Mercer, is one of those unique individuals.

Having spent the last decade in the legal sector as a legal marketing and business development professional, Alan has devised and implemented a range of successful new business and client development initiatives. He’s faced and solved many of the common challenges around growing a profitable client base by understanding, strengthening, and leveraging existing relationships.

With all of this experience under his belt, it goes without saying that Alan has unique…

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30 Nov: Dreamforce 2017: 5 Key Takeaways and Lessons From the Trail

Dreamforce 2017 was all about blazing trails. With a theme that focuses on innovative change, many industry leaders shared their trailblazing advice at Salesforce’s big annual conference. Our own favorites ranged from Salesforce CEO Marc Benioff’s keynote covering IoT, AI, and the customer experience to sessions tackling data security and account based selling.

If you didn’t have the chance to attend this year, don’t worry. While we weren’t able to attend all 3,200 sessions, we still learned many valuable lessons from this year’s speakers, panels, and events. Check out our favorite takeaways from the trail down below.

1. Prepare for…

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28 Nov: 7 Ways CRM Technology Can Help Your Firm Create Happy Clients

The cost to acquire a new client is five times more expensive than retaining an existing one. For your professional services firm to guarantee its success, you need to have happy clients that will stick around and stay loyal to your firm as it could mean the difference between an up or a down year for your firm.

Fortunately for your business development or sales team, customer relationship management systems (CRMs) help them stay on top of their client relationships. Through analytics, integrations, and other tools, your firm’s CRM and system add-ons can help create more satisfied and happy clients.

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07 Nov: The Value of Relationship Intelligence Automation With Brent Leary

In today’s marketplace, business development teams need to be on top of their relationships now more than ever. With over 84% of buyers beginning their buying process through a referral, client relationships are now the driver of new business. The pressure is on for business development and sales teams to develop and maintain strong client relationships.

As relationship intelligence automation expert Brent Leary shares, this traditionally takes salespeople an enormous amount of time. So how can firms help their business development and sales teams create strong relationships without sacrificing so much valuable time?

According to our trusted expert, Brent, the…