crm

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27 Feb: And the Survey Says…If Your Law Firm is Pressured to Drive Business, You’re Not Alone

To gauge what’s happening in today’s legal marketplace, the Legal Marketing Association and Bloomberg Law surveyed 172 business development and marketing professionals and 114 lawyers, of which more than 100 were partners, at law firms with at least six attorneys. In April, they published the results in their report: Are We There Yet? Revealing the Latest Trends in Marketing and Business Development.

Law Firms are Under Pressure

The study confirms what legal marketing experts have been stating over and over again in this blog. (Consider this recent post about building a law firm marketing department.)

Technology, economic woes, and shifts…

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23 Feb: Why CRM Adoption Will Make or Break Your Marketing and BD Department

It’s no secret that lawyers have a reputation for being tech laggards. And while some lawyers embrace tech-aversion as if it’s some quirky idiosyncrasy, in truth most lawyers are eager to adopt technology when the advantages are clear.

The problem behind low tech adoption at law firms is that lawyers are paid to be discerning. They’re also trained to identify leverage. So when a law firm’s tech initiative doesn’t align with its lawyers’ best interests, it’s doomed from the start. I won’t pretend this dynamic doesn’t exist in other industries, but the legal sector is especially sensitive to it.

Take…

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20 Dec: How “Automated” Is Your CRM? Find Out In Two Minutes [Quiz]

 

Did you know that sales productivity has actually decreased in the last five years? We now have cars that avoid accidents and virtual assistants that respond to our every voice command. Yet, somehow, the majority of sellers and BD pros admit that the latest sales tools are more of an obstacle than a facilitator of sales performance. It doesn’t add up. Enter CRM Automation.

If you’re looking for a culprit, customer relationship management (CRM) is a good place to start. Especially when you consider that the typical sales professional spends 5.5 hours per week logging data, costing companies an…

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07 Dec: 4 Statistics that Show Why We Must Bridge the Gap between Collecting Customer Data & Actually Using It

I have a challenge for you: Ask your sales or business development professionals how many sales they’ve won because of your CRM system.

Chances are, if you’re like most organizations, you’re going to hear crickets or maybe even spy the slightest eye roll.

We base our hypothesis on a study by CSO Insights. They report that more organizations than ever have CRM systems. In fact, it’s almost ubiquitous considering 80% of the more than 1,000 companies they surveyed have a CRM solution. But only a third have adoption rates of at least 90%, this is almost a 10% drop…

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07 Dec: 4 Statistics that Show Why We Must Bridge the Gap between Collecting Customer Data & Actually Using It

I have a challenge for you: Ask your sales or business development professionals how many sales they’ve won because of your CRM system.

Chances are, if you’re like most organizations, you’re going to hear crickets or maybe even spy the slightest eye roll.

We base our hypothesis on a study by CSO Insights. They report that more organizations than ever have CRM systems. In fact, it’s almost ubiquitous considering 80% of the more than 1,000 companies they surveyed have a CRM solution. But only a third have adoption rates of at least 90%, this is almost a 10% drop…

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23 Nov: My Answer to 5 Common CRM Automation Questions

I get to spend a good amount of one-on-one time with clients, consultants and analysts in the legal, financial and professional services industries as part of my job. I say “get to” because I truly relish it – it’s a great opportunity to learn from people who shape their respective industries. From a selfish standpoint, this facetime helps to ensure Introhive is positioned to serve the future needs of our clients.

We discuss a wide variety of problems and solutions, but if there’s one recurring roadblock that prevents firms from making their “good to great” leap, it’s a lack of…

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05 Oct: The Big Bang of RIA! How Relationship Intelligence is Helping Sales Blow Away Quotas

Marketing hates it when they work so hard to create leads and then sales fumbles them… or doesn’t maximize their chances of closing.

And Sales hates it even more for that matter.

Imagine if marketing leads were truly jumped on! If they were handled by the person with the best relationship. Life would be so much smoother.

Happily ever after would be the mantra of sales and marketing. Think Shrek and Fiona. Like that happy!

But salespeople are overloaded with so many things, including sales tools they are required to adopt. Ask yourself, “Does your sales team think that…

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28 Sep: Behold as We Enter the Age of Relationship Intelligence Automation

Learn how your sales team can close more deals – fast – with RIA: An Interview with CRM Expert Brent Leary

Can you honestly say that your CRM is a revenue generator? Most of us cannot.

If you are part of “most of us” then it’s time to become aware of the new age of Relationship Intelligence Automation. RIA is calling for enterprises to transform their CRMs. So don’t even think about throwing them out or consider replacing them.

The focus of RIA, as Brent Leary of CRM Essentials says is to:

build more efficient relationships help increase opportunities, and…

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13 Sep: 5 Benefits That Only Happen When You Automate Your CRM Already

“This CRM is going to revolutionize our business!”
-Every CRM Buyer Ever

Your team was elated. Remember? You just signed off on your new CRM. Maybe there were even a few high fives, a few back slaps.

After months of researching vendors… brainstorming an exhaustive list of questions… narrowing down the list of vendors… more questions… gaining buy-in from an incredibly thorough IT department… at last, you e-signed the dotted line.

Whew! Full steam ahead!

And then you discovered: The rest of the team – and especially the sales team – wasn’t nearly as excited. No biggie. That’s…

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20 Jun: Getting the most from your CRM with Data Automation

Sales, Marketing, and Business Development teams use Customer Relationship Management (CRM) systems for driving sales, generating new business, and retaining existing clients.  Executives rely on the data in CRM to measure performance, track client satisfaction and keep a finger on the pulse of their core business.  In order for CRM systems to be truly useful, the data must be complete, accurate, and up-to-date. In addition, the intelligence stored in CRM must be available when and where users need it.

As discussed in a previous post, entering contact details and tracking activities such as meetings,  phone calls,  and emails can…