business development strategy

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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 Jan: Business Development Dream Team: 3 Types of People You Need

Building a business development team can be tough. It takes an in-sync crew of top-notch communicators, negotiators and collaborators to stay on top of prospects and close deals that keep your firm growing and prosperous.

So how do you find these business development gems in today’s competitive job market?

Good news: we work closely with the top business development teams in law, finance and professional services firms across the world, so we’ve picked up a trick or two.

Read on to meet the three types of people you should look for as you build your firm’s ideal business development team.

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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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10 Oct: 10 Steps for Establishing Your Law Firm’s Business Development Strategy

Business development is proving to be a secret to success in a growing number of law firms. Rather than leave this to marketers more focused on branding and communications – or to attorneys and partners who are more focused on their current clients – smart firms are assigning dedicated resources to this critical strategy.

Here are 10 steps your firm can take to put its own business development strategy in place.

 

1. Define Your Mission

It’s easy to jump on the business development bandwagon but you need a clear reason for doing so. Don’t just say you’re going to…