Sales

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11 Jun: What’s your digital age competitive advantage?

My answer to that question is that it still lies in the human element, away from algorithms, code, dashboards and data.

Technology has come a long way in the last decade. Its exponential progression has made leaps and bounds in solving business problems across the globe. It’s made businesses leaner, more efficient and armed them with more data than ever before.

Still, every company has access to the same technology, talent, algorithms, media outlets, marketing platforms and prospect lists. So, how do you differentiate? And where can you gain a competitive advantage?

The fact is, people still…

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10 Jun: Introhive, Purus Consultants Partner to Deliver Salesforce Success Strategies

Relationship intelligence leader, Salesforce experts team up to help business get more value from CRM

London, 10 June, 2019 — Introhive, the leader in relationship intelligence and sales automation technology, recently partnered with Purus Consultants, a boutique Salesforce consultancy in the United Kingdom, to help organizations get more value from their customer relationship management (CRM) investments.

While Introhive lends its best-in-class CRM automation and artificial intelligence platform to the partnership, Purus adds Salesforce development, integration, implementation, training and ongoing support expertise.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s platform as a business-automation…

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06 Jun: Five Keys to Cross-Selling Success

Cross-selling success can be one of the keys to organic growth. It can generate sustainable, recurring income, strengthen customer relationships and add value to stakeholders.

But cross-selling can also do immeasurable damage to a business, its relationships and reputation. In my recent post, “Cross-Selling at Cross Purposes,” I looked at how and why cross-selling can go wrong. Here I examine five aspects of cross-selling that I have seen help make it work.

Five focus areas for cross-selling success:

1.    Customer Centricity – It needs to be right for the customer.

2.    Trust – Colleagues need to trust each other to do the…

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30 May: Introhive, SalesLevers Partner to Deliver Data-Powered Sales Performance Strategies

Relationship intelligence leader, sales performance experts team to transform sales organizations

London, 30 May, 2019 — Introhive, the market leader in relationship intelligence and sales automation technology, announced a partnership with U.K.-based sales performance experts, SalesLevers, to bring their combined expertise to customers across a variety of fields.

Introhive lends their industry-leading business-automation and artificial relationship intelligence platform to the partnership. The SalesLevers’ team brings their integrated, consultative methodology to navigating challenges and meeting goals, backed by a combined fifteen decades of experience transforming sales organizations.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s…

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30 Apr: 3 Ways AEC Firms Can Improve Sales and Marketing Alignment

As the unrelenting wave of digital transformation washes over nearly every business, the movement has finally reached the notoriously traditional architecture, engineering and construction (AEC) industry and its customers, as well.

At the same time, the growth of omni-channel and transmedia marketing engagement strategies further complicate how marketing and sales teams nurture and engage customers through a journey to purchase.

The former aims to provide a seamless customer experience, regardless of channel or device or stage of maturity. While the latter is all about storytelling that “transports” a customer into a brand’s world, to forge a personal connection…

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23 Apr: Beyond Physicians: Growing Pharma Sales Using Relationship Maps

Times are changing for the U.S. pharmaceutical sales market. Companies and sales teams are challenged with the controversy of the opioid epidemic and the advancement of marijuana legalization. And while a big chunk (42 percent) of sales continue to go through doctors’ offices, the on-the-rise areas of focus are government agencies, managed-care organizations and the patients themselves.

This change in prospect focus is top of mind for executives, with one survey even rating their concern with the shift ahead of new product development.

Branching out into new sales areas means seeking out and building new connections with an…

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28 Feb: Introhive Draws New Sales Talent from Tech Sector

Relationship intelligence leader expands regional, vertical focus with strategic hires

Fredericton, New Brunswick, Feb. 28, 2019 — Introhive, the market leader in relationship intelligence and sales automation technology, welcomed seasoned sales experts Ted Hartley and Christian Grandy to its North American sales team this month as the startup continues to expand its focus on the technology and financial services sector, as well as the U.S. Midwest region.

“As we continue to grow rapidly into new areas and industries, such as the tech sector, having experts like Ted and Christian, with their on-the-ground experience, is going to be invaluable,” said Introhive’s Head…

23 Feb: 9 Sales Enablement Tools You Need to Use to Fuel Business Growth

Sales teams use an average of six tools to bring in new clients and close deals. This includes your company’s CRM system, prospecting tools, email platforms, and more. Do they need to use these tools? Probably not, but it certainly makes earning new business a lot easier.

If you have any of the previously mentioned tools above, your organization already practices sales enablement — allowing salespeople to sell more effectively by providing special tools, resources, content, etc. to get the job done. Because these resources allow sales teams to sell more and do it faster, sales enablement is crucial…

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08 Dec: Why I Joined Introhive and Why You Should Too

In 2012 I was enjoying a successful stint at Salesforce.com via the acquisition of my former company, Radian6. The team, innovation, market presence and client interactions were fantastic and it was a wonderful place to not only drive success but also to learn and grow personally. I had great colleagues, a lot of good friends, and an environment that enabled me to be successful. Who could want more, right?

Well, in early 2013 I was approached by Introhive to join and head up new market growth. Introhive was a new product in a new space and I could see a…

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09 Aug: Can CRM Help Your Firm Grow? Research Says Yes – and Here’s How

While many elements factor into business development, many firms are finding that customer relationship management (CRM) software is playing a key role. That’s because business development today requires more than prospecting and making cold calls. In fact, these days, firms increasingly drive new business – both from existing and new clients – by developing and nurturing relationships with key influencers and decision makers. Firms find that enhancing these efforts is just one of many advantages of using CRM.

Research shows that organizations can expect to see ROI of $2.50 to $5.60 on every dollar invested when CRM is properly integrated….