Resources
Browse resources by category:

Recent Blog Posts

Case Study: How to use relationship intelligence to deliver superior client experiences

If you’re trying to use technology and change management to innovate and set your firm apart, you know that the hardest part can be knowing where to begin.

Often, it helps to have a trusted and respected brand to look to. One that has already paved the way to success. And if you want to help your firm enhance client experiences, look no farther than the success story of long-time innovator, law firm Osler, Hoskin & Harcourt.

The firm wanted to integrate their business technology stack to break down data silos, streamline and enhance their client experience and turn their…

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…

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…

You can solve your
CRM Adoption Problem.

Get the eBook

Today’s sales and business development teams sport some scary stats:

  • 67% of sales pros don’t hit their individual quotas
  • More than half of all salespeople close at less than 40%
  • Only 50% of salespeople feel like they can access key players

What’s a revenue producer to do when faced with stats like these? Let’s use sales intelligence so we can laugh our way past quota (and keep laughing all the way to the bank).