crm

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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…

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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…