crm

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14 Mar: How to Solve Your CRM Adoption Problems Once and for All With Automation

From extra work to poor data quality, CRM adoption is something that a lot of businesses struggle with. It’s something we regularly discuss here on our blog as it’s core to what we do here at Introhive. Helping sales and business development teams across industries become more successful is our primary goal, and CRM systems are a huge part of that.

Unfortunately, if CRM adoption remains low, those teams aren’t reaping the rewards of the system. We think we have a solution for that. In fact, Microsoft Dynamics 365 recently invited two Introhive thought leaders, Adam Draper, Vice President, Sales…

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13 Mar: 3 Biggest Barriers That Impact Your CRM Success With David Whiteside

Customer relationship management (CRM) software is a necessary tool for modern selling organizations. CRM systems are widely used across organizations to support sales, marketing, business development and customer success track account and contact data. In fact, 91% of companies with over 10 employees have a CRM system. However, it has been found that 63% of all CRM adoption initiatives fail to deliver on desired outcomes. And if your team isn’t adopting the tool, success with your CRM is going to be hard to come by.

Why?

In our experience, there are unforeseen roadblocks obstructing your path to CRM success. To…

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12 Jan: 5 New Year’s Resolutions to Improve Your Firm’s Business Development

Every year we have the chance to start fresh and improve our lives from the year before. It’s why you see so many health and fitness advertisements leading up to and past New Year’s Day. We create resolutions — a firm decision to do or not do something — for self-improvement.

This opportunity for self-improvement and goal setting doesn’t just apply to individuals, though. Businesses can also seize the opportunity, motivating their teams to reach higher goals than ever before. And in an area like business development, these resolutions can mean big business results.

If your business development team is…

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26 Oct: The State of CRM at Accounting Firms Report Highlights Low CRM Adoption

It’s no secret that the key to ensuring ongoing loyalty and driving new business is strategically managing client relationships. Knowing this, it would seem almost second-nature for accounting firms to prioritize tools and methods that help them track and leverage their key relationships. Yet a market-wide study of over 800 accounting firms in the U.S. conducted by The Ackert Advisory found much room for improvement.

Accounting Firms Are Underutilizing CRM

Sixty-two percent of accounting firms use a customer relationship management (CRM) system, which means a full 38% do not. Of those using CRM, less than 5% use it regularly (every…

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17 Aug: How to Make a Convincing Business Case for CRM at Your Firm

You know that organizations adopt customer relationship management (CRM) systems with good reason. CRM systems are the conduit to better understanding your clients and their specific needs. And that positions you to properly align the right people with the right accounts. Just as important, a CRM system captures invaluable details about prospect relationships, such as who within your firm knows the prospect and what conversations they’ve had to date. Simply put, the information stored in your CRM system can equip your firm to more effectively pursue new business with both existing and prospective clients.

With so much to gain from…

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08 Aug: Is CRM Automation the Missing Link in Your Marketing and Business Development Departments?

Sophisticated organizations call upon both marketing automation and CRM systems to power their marketing, business development, and sales efforts. However, many organizations overlook an easy way to amplify the impact of these technologies. Read on to understand how CRM automation serves as the linchpin of modern B2B marketing and business development departments.

What is CRM Automation?

As the name implies, marketing automation is designed for use by marketers. Customer relationship management (CRM), on the other hand, is usually the system of record for sales teams. In most organizations, it’s used to capture and manage an organization’s information about prospects and…

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27 Jun: Try This Before You Abandon Your Customer Relationship Management System for Another

For many organizations, Customer Relationship Management (CRM) is akin to the heartbeat of the business. It’s where essential information about new and potential customers lives. In essence, it’s a repository of all the details about your most important business relationships. It helps your sales and business development (BD) professionals connect the dots between companies, contacts, and opportunities, and manage relationships and interactions with current and prospective customers. Moreover, it helps them keep track of and harness this complex web of information for the good of the business.

Unfortunately, we hear far too many stories of firms frustrated by lack of…

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24 Apr: Brent Leary Shares How CRM Evolution is Blazing Industry Trails

Hundreds of professionals who want to stay on top of the latest innovations to engage their customers will be descending upon Washington, D.C., to attend CRM Evolution, April 24 – 27. Among them will be Brent Leary, Partner, CRM Essentials.

Brent will be leading panels and presenting throughout the conference. This includes a discussion about artificial intelligence (AI) with executives from SalesForce, SAP, Microsoft, Oracle and Lithium Technologies and a presentation on how virtual companions, like Amazon Echo, will change customer engagement forever.

“Attendees will be hearing a lot about AI and deep learning and how that is taking over the heart…

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27 Mar: 4 Introhive Benefits that Help Fenwick & West Clear Major CRM Hurdles

In the race to win more business, many law firms have embraced CRM. But for too many, the investment isn’t advancing them fast enough.

Consider a study by the Legal Marketing Association and Bloomberg Law. They surveyed 172 business development and marketing professionals, and more than 100 partners. While 96% said they had or desired CRM, only 48% of marketers and 61% of business development professionals report using it. Cost, complexity, lack of effective integration and proper training were the most common reasons cited for not being able to use CRMs to their potential. Therefore, the study states that the…

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02 Mar: How Law Firms Can Solve CRM Adoption

If you want a litmus test to see if your law firm will survive in the long term, consider how eagerly your lawyers adopt CRM.

“CRM enable us to effortlessly communicate with our most important audience: clients, referral sources, prospects, and friends of the firm…this is our gold. Without these folks, we don’t have a law firm,” explains John Remsen, Jr., President and CEO of The Remsen Group.

John’s knowledge is based on decades of helping law firms develop and implement long-term strategic  marketing and business development objectives. In fact, he recently discussed with us his eight strategies for building a…