data automation

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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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15 Nov: Yes, It Is Possible for Law Firms to Succeed with Cross-Selling

Most lawyers view cross-selling the same way millennials view social security. They realize it’s intended for the greater good, but the personal benefits are unclear, and they sure aren’t going to contribute more than what’s required.

Let’s suppose for a second that lawyer pay was determined purely by profit sharing. Now the personal benefits of cross-selling become clearer because the data overwhelmingly supports it.

Cross-selling proven to increase revenue, service efficiency and loyalty

BTI Consulting Group found that the typical law firm has about 23% of the potential business it could be receiving from a top client, and that…

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09 Nov: What Is Relationship Intelligence and How Do Companies Acquire It?

“We manage” doesn’t inspire much confidence, does it? Take the following interaction, for instance:

Question: How do you attract and engage new clients while making sure your existing clients are happy?

Answer: Oh, we manage.

Sure, you won’t find many executives who would respond this candidly. You will, however, find plenty of companies that take the “we manage” approach with one of its most valuable assets: relationships.

In her post, Customer Relationship Automation Is the New CRM, Harvard Business Review contributor Clara Shih explains the limitations of traditional CRM.

“I run an enterprise technology company, and we’ve seen just…

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02 Nov: What Is Relationship Mapping and How Does It Work?

In the business world, potential clients say “pass” all the time due to weak relationships and lack of understanding. So do existing clients. It’s a convenient way to move decisions forward. The more complicated the decision, the more at stake, the more important relationships become.

With CEB reporting that 5.4 people now participate in the average B2B purchase decision – a number that keeps increasing – companies can no longer rely on the strength of one relationship to ensure business decisions go in their favor. It doesn’t work like that anymore. Most executives just aren’t willing to put their…

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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…