Sales

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25 Jun: How to Topple Accounting’s Top 3 Barriers to CRM Success

CRM software is now the biggest software market in the world and for good reason. CRM success can pay out huge dividends.

Increased tech stack adoption, more targeted marketing, strengthened client and prospect ties, increased cross-selling and even revenue growth are all some of the potential payouts.

But, as I recently shared with Accounting Today, three common challenges stand between many firms and their CRM success stories.

Read on to find out how your firm can use new, integrative technology to overcome these barriers and reach CRM nirvana.

1. Accounting is a reactive industry

Core services lines (like…

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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…

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10 Jun: Introhive, Purus Consultants Partner to Deliver Salesforce Success Strategies

Relationship intelligence leader, Salesforce experts team up to help business get more value from CRM

London, 10 June, 2019 — Introhive, the leader in relationship intelligence and sales automation technology, recently partnered with Purus Consultants, a boutique Salesforce consultancy in the United Kingdom, to help organizations get more value from their customer relationship management (CRM) investments.

While Introhive lends its best-in-class CRM automation and artificial intelligence platform to the partnership, Purus adds Salesforce development, integration, implementation, training and ongoing support expertise.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s platform as a business-automation…

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06 Jun: Five Keys to Cross-Selling Success

Cross-selling success can be one of the keys to organic growth. It can generate sustainable, recurring income, strengthen customer relationships and add value to stakeholders.

But cross-selling can also do immeasurable damage to a business, its relationships and reputation. In my recent post, “Cross-Selling at Cross Purposes,” I looked at how and why cross-selling can go wrong. Here I examine five aspects of cross-selling that I have seen help make it work.

Five focus areas for cross-selling success:

1.    Customer Centricity – It needs to be right for the customer.

2.    Trust – Colleagues need to trust each other to do the…

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30 May: Introhive, SalesLevers Partner to Deliver Data-Powered Sales Performance Strategies

Relationship intelligence leader, sales performance experts team to transform sales organizations

London, 30 May, 2019 — Introhive, the market leader in relationship intelligence and sales automation technology, announced a partnership with U.K.-based sales performance experts, SalesLevers, to bring their combined expertise to customers across a variety of fields.

Introhive lends their industry-leading business-automation and artificial relationship intelligence platform to the partnership. The SalesLevers’ team brings their integrated, consultative methodology to navigating challenges and meeting goals, backed by a combined fifteen decades of experience transforming sales organizations.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s…

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21 May: Investing in digital transformation: Why high-quality data is do or die

Is your organisation contemplating investing in digital transformation? Or already in the thick of it? If so, you’re not alone. By the end of this year, enterprises will have spent more than $2 trillion on digital transformation efforts.

But while 87 percent of organisations believe digital technologies will disrupt their industries, only 44 percent feel adequately prepared for that disruption. To help bridge this gap, I was honored to share Introhive’s take on how we help shepherd our customers through their digital transformation journey with Briefing Magazine this month.

Briefing is business management publication focused solely on the…

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30 Apr: 3 Ways AEC Firms Can Improve Sales and Marketing Alignment

As the unrelenting wave of digital transformation washes over nearly every business, the movement has finally reached the notoriously traditional architecture, engineering and construction (AEC) industry and its customers, as well.

At the same time, the growth of omni-channel and transmedia marketing engagement strategies further complicate how marketing and sales teams nurture and engage customers through a journey to purchase.

The former aims to provide a seamless customer experience, regardless of channel or device or stage of maturity. While the latter is all about storytelling that “transports” a customer into a brand’s world, to forge a personal connection…

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23 Apr: Beyond Physicians: Growing Pharma Sales Using Relationship Maps

Times are changing for the U.S. pharmaceutical sales market. Companies and sales teams are challenged with the controversy of the opioid epidemic and the advancement of marijuana legalization. And while a big chunk (42 percent) of sales continue to go through doctors’ offices, the on-the-rise areas of focus are government agencies, managed-care organizations and the patients themselves.

This change in prospect focus is top of mind for executives, with one survey even rating their concern with the shift ahead of new product development.

Branching out into new sales areas means seeking out and building new connections with an…

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18 Jan: How to Use CRM to Increase Upselling and Cross-Selling Opportunities

When it comes to growing revenues, the data all points toward cultivating active client relationships:

It’s 68 percent more expensive to earn $1 from a new customer than from an existing customer  Upsold of cross-sold revenue deliver 70 to 95 percent of sales You’re 200 to 1,400 percent more likely  to sell to an existing customer a new prospect

The data speaks for itself, but how can firms identify those cross-selling and upselling opportunities that should be low hanging fruit? Which clients have the greatest potential to expand their serviceable needs and how can sales and business development accelerate those…