business development resources

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02 Oct: CRM: How to Tackle the Biggest User Adoption Challenges

A whopping 91 percent of organizations with more than 10 employees have a tool for customer relationship management (CRM). But investment in a CRM alone doesn’t equal widespread user adoption.

In fact, only 40 percent of businesses boast a CRM adoption rate of 90 percent or more, while the majority of businesses struggle to encourage system use.

To find out why, and come with some solutions, Introhive’s Head of Technical Solutions for EMEA, Ben Roles, joined Mike Driver, an industry CRM expert and Director of LogiCRM, to discuss CRM adoption best practice.

Between them, Mike and Ben…

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10 Sep: How to Tap Your Network to Boost Sales

Read on for a quick 101 in the art and science of warm introductions.

If your cold calls get the cold shoulder, know that the odds are against you. Just 1 percent of cold calls result in a meeting. And nearly nine out of 10 high-level B2B buyers don’t even respond to them.

What buyers really want are referrals from people they know. In fact, a referral kicks off the sales process for 84 percent of B2B buyers. Why the high rate of success? Because referrals from real-life connections warm up the buyer (hence the phrase “warm introductions”),…

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06 Aug: 4 Reasons Enterprise Relationship Management is a Must-Have for Global Organizations

Whether your organization spans the globe or just hopes to someday, the top priorities of any business tend to look something like this: Grow revenue and market share, turn up the efficiency and productivity dials, and shrink risk as much as possible. 

Organizations that faithfully execute on the above goals tend to thrive. But, especially when you are global or on that trajectory, there are also growing pains to consider. The bigger your organization gets, the more disconnected your people (and tools and processes) become.

Luckily for you, you’re doing business during the digital age, when new tech, like…

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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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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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11 Sep: 9 Experts Weigh-In on How to Maximize Business Development for Professional Services Firms

There are a number of growing variables in the professional services industry today that are impacting growth strategies; increasing competition, decreasing service demand, and disruptive technology. A whopping 79% say they’re struggling to attract and develop new business in today’s ever-changing landscape. And that means your business development team is in the hot seat.

As a leader in your organization, you know what needs to be done to grow revenue. But it’s how to do it and how to do it well that are hard to pin down.

You know your existing clients hold seemingly endless upsell and cross-sell…

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17 Oct: The Big List of Professional Services Business Development Resources

In an increasingly competitive and digital landscape, professional services firms and their business development teams need every tool available at their disposal to attract and retain clients. Without them, your firm may struggle to grow.

To help your business development or marketing teams nurture their client relationships and attract more clients, we gathered the ultimate list of business development resources for professional services firms. Check out all 17 of them below.

On the Go Resources

Forecast [Podcast]

Forecast is a leading podcast for professional services B2B marketing. Through this podcast you will take a crash course in lead generation, nurturing,…

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05 Dec: The Big List of Business Development Resources for Law Firms

There are a range of catalysts responsible for driving two-thirds of law firms to invest more into marketing and business development. Regardless of the reason, suffice it to say that demand for BD and marketing acumen continues to rise, as do the rewards for practitioners who can produce results.

Our goal in compiling the list below is to create a convenient learning repository for any lawyer, marketer or business development professional who aims to advance their career.  With convenience in mind, let’s start with some portable lessons:

On the Go Resources

The Trusted Advisor [Audiobook]
Before persuasion can…