Warm Introductions

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28 May: Break Through the Five Barriers to Insurance Brokerage Success with Enterprise Relationship Management

The climate within the insurance brokerage business is undergoing a significant transformation. And those who don’t evolve risk being left behind. Experts predict that brokers at the forefront of technology will have the greatest success, and I am inclined to agree.

Read on to learn more about today’s top five barriers between insurance brokerages and success in this shifting marketplace. And find out how a new wave of innovative technology, enterprise relationship management (ERM), can help your firm break through.

1. Speed of technological change, digital disruption

Machine learning and artificial intelligence, once science fiction, are now today’s in-demand…

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21 Nov: Data and Analytics: The Fuel for Business Development With Ben Roles

Few understand the role of client data and analytics more than Ben Roles, Introhive’s new Senior Technical Solutions Manager. With a background in developing unique CRM solutions for businesses spanning several industries, Ben has seen first-hand the effect successful data analysis can have on business growth and development.

Here at Introhive, we are thrilled to have Ben join our team. Equipped with architectural and technical knowledge of CRM solutions that improve business processes, Ben will be a vital player in helping our clients achieve maximum ROI from their CRM systems.

07 May: Leveraging Relationships – It’s More Than Just LinkedIn

As we wrote a couple weeks ago in our blog post Don’t Take Short Cuts With Social Selling meaningful relationships can be a great source for generating leads and accelerating sales cycles. These relationships aren’t simply created by sending a single tweet or InMail message though. Jill Rowley nailed it on the head when she recently tweeted “Social Selling is building RELATIONSHIPS; not amassing followers”.

Whether it is life-long friends, family members, past and current co-workers or business acquaintances, you’re surrounded by connections. Companies also recognize the potential of connections when it comes to business development – searching LinkedIn accounts and profiles…

02 Mar: More Than Just Introductions

Relationship mapping and social selling are starting to become hot topics, as everyone is looking to get a competitive edge. It has led to the popularity in the business world of social networks like LinkedIn, Facebook, and Twitter as people try to figure out who they know that knows someone that might be interested in their business.

It has also led to companies such as Introhive, who go beyond the relationship mapping of just social connections by also incorporating those connections found in email, meetings, and mobile. No matter where the connection is, these powerful relationships can be leveraged for…

16 Sep: The Networkers Guide to Making Introductions

In business, relationships are king. Our relationships with our employers, partners, clients and employees are what lay the foundation of our successes or failures. How we treat people and how we interact with one another is directly related to how well we do in business. One of the most powerful and important aspects of business is the power of an introduction.

An introduction can be the differentiator between a good hire and bad one. An introduction can be the difference between closing a round of funding or failing to raise a round completely. It can also be the difference…

02 Jul: Putting the Relationships Back in CRM: How to Retain Customers

Customer churn is one of the most painful parts of business. Businesses understand and agree that it’s more cost effective to retain customers than acquire new ones but businesses continue to struggle in sustaining long lasting relationships with their clients.

A recent study from IBM showed that most companies using CRM use it to solely gather transactional information with little focus on relationships. They focus on sales and place very little emphasis on what the “R” in CRM actually stands for.

The same study shows that companies who use data to foster relationships outperform those don’t. As such, it’s not…

16 May: How Social Media Helped Me Eliminate Cold Calls

As mentioned in past blog posts, relationships are critical in the sales world. The evolution of social media has only made creating and maintaining them that much more important. This is because the barriers for creating these relationships have dramatically dropped. Twitter is a major reason for this as connections and conversations are being made with ease, considering that they can be started simply by posting or responding to someone’s tweet.

One of the things that I found most fascinating about Twitter is how available it makes people and how quickly relationships can be formed. I have a number…

17 Apr: Cold calling in the age of social media

If you’ve ever worked in a sales organization the first thing you heard from your manager coming out of sales school was that activities always drive results. It’s an age old, simple formula that says that “X” number of phone calls plus “Y” number of proposals will give you the desired result – your sales quota. A salesperson that subscribes to this notion that repetitive activities drive results probably uses canned and scripted reach outs with only the name and company name changed.

My 10 year career in B2B enterprise sales began in inside sales and that is exactly…