Sales

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21 Jul: Adapt your sales…or else

Sam Reiner is a new intern here at Introhive.

Since starting at Introhive a few weeks ago, I have been learning all about this company and what we do here. Needless to say, it has been very interesting learning about all sorts of things, but today I would like to talk specifically about sales.

What I’ve learned so far is that when it comes to sales, it is important to always adapt your sales. Current industry trends dictate both the current business climate and the people we’re selling to, and it’s essential to keep up with shifts in these trends. 

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17 Jun: Relationship intelligence is the key to growing Assets Under Management

Every personal wealth manager handling Assets Under Management (AUM) knows that the best—which is to say, the easiest—way to get new clients is through referrals. If you’re keeping your clients happy, they’ll keep you happy by sending new business your way.  

But what do you do when those referrals dry up? Or, what if you’re new and don’t have a healthy roster of clients to make those referrals? 

As a personal wealth manager, it’s your job to always be on the lookout for a wealthy professional with lots of cash or other assets to invest under your management, preferably a…

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25 May: 3 Warning Signs Your Deal is in Danger

3 Warning Signs Your Deal is in Danger

Anyone who’s ever been in sales knows that not every deal makes it to the finish line. But one of the things that differentiates a good salesperson from a great one is being able to see when a deal might be going off the rails so they can take proactive steps to get things back on track.

The trick is being able to see the warning signs your deal is in danger. 

Exploring these warning signs was what brought Salesforce, Gong, Proposify, Chili Piper and SalesLoft together on May 19, 2021 for…

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05 May: Top 6 Sales Lessons for Business Development

Introhive’s very own sales expert Ben Brammer brings you the top 6 sales lessons for Business Development.

These are the key takeaways Ben has gleaned from his time (so far) selling for Introhive, including tapping into the power of relationship intelligence to pursue warm leads, prioritizing relationship building, and the importance of sales teams having access to the same client information. 

If you’re looking for tips on how to work smarter to close more deals, look no further; Ben’s got you covered.

1. Find the warm leads first

Well aware that 84% of B2B buying processes start with…

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24 Feb: From Sports to Sales: Celia’s Story

I can hear my pulse echoing in my ears and the feeling of anticipation is in the pit of my stomach. You might think I’m about to pick up the phone to make some cold calls and, in this phase of life, you might be right. In a past life, however, I’d be staring down the starting line of an international 800m race on National TV.

While I’ve since retired from pursuing my Olympic dreams, I feel fortunate and grateful that sports provided me with the opportunity both to fly and to fail. With the perfect race, you felt like…

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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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15 Oct: Reduce the Overwhelm with AI to Increase Productivity

For many organisations, increasing productivity is one of the main reasons why they make the leap to invest in technology. Productivity can suffer as a result of many factors in a team or individual’s day-to-day. From the never-ending to-do list to constant interruptions over the course of a workday, it’s easy to understand why teams feel overwhelmed and how productivity suffers. Just picture this:

You’re in the middle of preparing a client presentation when your phone lights up. One of your prospects just needs some clarification. You’re on a tight deadline, but this prospect is a bit high maintenance, so…

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01 Oct: Prospecting in a Digital World

Gone are the days when we could pop our heads over a cubicle and ask a colleague if they know so-and-so at XYZ Company, and don’t even think about collecting business cards at a Happy Hour event or a tradeshow! The world of business development in B2B financial services has gone digital in a big way. We all know that business flourishes when we can nurture and harvest our current relationships and when we can make new connections, but how can this be done without face-to-face interactions and easy collaboration in the office? Is it even possible to achieve this…

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27 Aug: Monitoring and maximizing sales productivity with Time Coach

Whether you’re an outside sales team who used to be racking up miles and working tradeshows and conferences or an inside sales team that was hitting the phones on the sales floor, the way you sold, and where you used to sell, has been disrupted. 

As sellers are transitioning from the sales floor to the kitchen table, they are at risk of becoming disconnected and misaligned. The question many sales organizations are asking is, “how can we maintain alignment and productivity in a remote environment?”

The answer is in the data!

As sellers complete activities throughout the day and week,…

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16 Jul: Hustle Factor: How to Create a Winning Culture

Around the world, businesses are constantly seeking new ways to grow, boost productivity, and keep their teams motivated to succeed. While it’s clear no one joins a company to fail, failure is always a possibility – especially in situations where a company’s culture is designed to support the hustle of its revenue-generating teams. Recently, I had the privilege of speaking at SaaSGrowth 2020 where I had the opportunity to share how our global team has created a culture of hustle that’s led us to big wins and continued success.

Before we go on, it’s important to understand what hustle is.