Sales

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09 Jul: Digital Transformation in Insurance: How to Pull Away from the Pack

Are you a leader or are you a follower? Over the past few years, insurance giants have pulled ahead in their digital transformation efforts, rolling out new features that improve the customer experience, optimize back-end efficiencies, and create a framework for ongoing innovation.

The stakes around digital transformation are high and choosing to hold may affect a company’s long-term solvency. In fact, 44 percent of insurance leaders think that, in the future, “most existing insurers will not survive, at least in their current form.”

Even if you’re lagging behind, it’s not too late for your firm to break…

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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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02 Jul: How To Improve Firm-Wide Collaboration Using Enterprise Relationship Management Technology

As technology’s evolution accelerates, the pace of productivity speeds up and clients’ service expectations rise accordingly.

For professional services firms, an increase in clients who require cross-practice, cross-expertise and cross-border work demands an increase in collaboration, which is often at odds with the sectors traditionally relationship-protective partners and consultants.  

However, in today’s competitive environment, improved collaboration is key to profitable growth. Heidi Gardner’s in-depth look at the state of professional services collaboration makes it clear that everyone involved in deeper collaboration benefits. Firms who collaborate more effectively gain a competitive edge, resulting in increased revenues, profitability and improved client…

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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…