Sales

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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…

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11 Jul: Deliver 70% More Contact Data to Your CRM With Introhive’s Email Signature Scraping Technology

Sales is always looking for a way to increase leads velocity and quality. But, in order to fill your CRM and sales pipeline with quality contacts, you need complete contact information for the people you’re selling to. In some cases, the contact you are speaking with is an influencer in the buyer journey, but not the decision maker.

Other times, you are talking with one of many decision makers that make up a committee. How do you effectively go about finding all these new contacts?

One way to accomplish this is to leverage data enrichment services to help fill in…

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02 Jul: Reengineering Business Processes With Brian Hattaway of ProCore Resource Group

Customer Relationship Management (CRM) is a household name these days. According to a recent report from Gartner, CRM technology is now the largest and fastest-growing software market, with worldwide revenue reaching $39.5 billion in 2017.

Most businesses find CRM critical to its overall success, however, users of the platform struggle with adoption due to the lack of perceived value associated with CRM data entry tasks. Typically projects fail to reach desired results because the users simply don’t see why a CRM technology solution is better than Excel or Post-It Notes.

Technology is only one part of the equation, according…

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13 Jun: How to Navigate the Transforming B2B Sales Landscape

Technology. The great disrupter. It’s a universal truth that technology drives change. This can be seen throughout history and across industries. With every new invention and innovation, people are forced to evolve how they think and act.

B2B salespeople see this as much as anyone, and it forces them to adapt.

The benefit of adaptation is that it helps you get better. On the downside, rapid change can make it harder to organize your own sales team and get everyone on the same page. Today, we explore how the B2B marketplace is changing, and what you can do about it.

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04 Apr: What Your Local Chinese Restaurant Could Teach You About CRM

Friday night, and after a busy week for myself and the family, we decided to order a Chinese takeaway for our dinner.

We’ve used the same local Chinese take-away for a few years now. The food is always nice, the staff are friendly, and they have a speedy home delivery. All things considered, it’s a decent value for my money, once or twice a month.

But it’s the personalised customer service that’s really caught my attention. And, after 10 years helping law firms with client relationship management initiatives, it got me thinking about the lessons the legal sector could…

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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 with best practices, 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 CRM 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…