data automation

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28 Mar: Introhive to Debut Data Enrichment Marketing Technology at LMA 2019

Relationship intelligence leader launches complement to platform at 2019 Legal Marketing Association Conference

Fredericton, New Brunswick, March 28, 2019 — As marketing modernization picks up steam in the legal industry, Introhive, the leader in relationship intelligence and sales automation technology, plans to share its newest solution, Introhive Cleanse™, at the Legal Marketing Association (LMA) annual conference April 8-10 at the Hyatt Regency in Atlanta.

The largest continuing education event for legal marketing and business development professionals, LMA 2019 will host more than 1,500 legal marketers of all levels, 150 speakers, and dozens of preeminent solution providers, including Introhive….

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07 Mar: 5 Tips to Improve Commercial Real Estate CRM Adoption

Across most of the business world, technology has become synonymous with efficiency and growth. Even the commercial real estate (CRE) industry, which has been slow to join the digital transformation movement, is getting on board. And today, CRE leaders are looking to digital technology to overcome new challenges and get the most out of properties.

In fact, more than half of recent CRE survey respondents said they believe technology advancements will have the greatest impact on legacy properties in the next three years. While 80 percent said the commercial real estate industry should prioritize the use of predictive analytics and…

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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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07 Feb: 4 Security Questions to Ask Companies Handling Your Data

Data breaches increased by 40% last year, and almost every day, some type of data breach is making the headlines. So, of course, data security and privacy is of the utmost importance. Make sure your data is secure by asking any company that’s handling your data these questions:

1. How do you encrypt data?
Make sure that they are using the most advanced encryption when the data is both  transported and stored.

2. Can I control the types of data that are automatically stored?
Only work with companies that will allow you to store as little or as much…

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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…