Sales

#

14 Mar: How to Solve Your CRM Adoption Problems Once and for All With Automation

From extra work to poor data quality, CRM adoption is something that a lot of businesses struggle with. It’s something we regularly discuss here on our blog as it’s core to what we do here at Introhive. Helping sales and business development teams across industries become more successful is our primary goal, and CRM systems are a huge part of that.

Unfortunately, if CRM adoption remains low, those teams aren’t reaping the rewards of the system. We think we have a solution for that. In fact, Microsoft Dynamics 365 recently invited two Introhive thought leaders, Adam Draper, Vice President, Sales…

#

01 Mar: What Is Sales Enablement and Why Is It Important?

Prospecting. Cold calling. Closure rates. Deal sizes. Monthly quota attainment. The list goes on.

Your sales team has a lot of things to think about before, during, and after the sales process. And with so many tactics and tools that exist out in the marketplace, the day to day whirlwind of distractions can make it hard for sales teams to effectively reach their goals.

Fortunately, sales enablement exists for that exact purpose, to help sales teams achieve their goals. But what is sales enablement and why should you care about it?

If you work in sales or manage a sales…

#

28 Feb: 7 Must-Know CRM Adoption Statistics and What They Mean for Your CRM

Choosing and adopting a CRM for your company is a lot like setting your sales team up on a blind date. Unfamiliar with the tool, your team doesn’t know what they’re in for or how it’s going to benefit them, making for an awkward first impression filled with anxiety. With all of this uncertainty, it’s no wonder that sales teams have a hard time warming up to the idea and logging in beyond the first session.

According to Merkle Group Inc., 63% of all CRM projects fail, showing that the above scenario has hindered CRM adoption at nearly two-thirds of…

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…

#

06 Feb: The Benefits of Relationship Intelligence Automation With EY’s Randy Batson

As a business development professional, you may or may not have heard the term relationship intelligence automation (RIA) before. So, what are the benefits of relationship intelligence automation?

Relationship intelligence was designed to fulfill the shortcomings of CRM and provide a full, 360° picture of your organization’s relationships. To do this, RIA automatically collects and enters important data on your prospects and clients from numerous sources into your CRM system. Then, it automatically serves relevant, actionable relationship insights to business development teams so they can go into client meetings with a clear understanding of the client and their needs. RIA…

#

30 Jan: Client Relationship Advice You Can’t Ignore From Business Development Professional Alan Mercer

Few people know the exact challenges that business development professionals face on a day-to-day basis. Luckily for us, Introhive’s new Account Director, Alan Mercer, is one of those unique individuals.

Having spent the last decade in the legal sector as a legal marketing and business development professional, Alan has devised and implemented a range of successful new business and client development initiatives. He’s faced and solved many of the common challenges around growing a profitable client base by understanding, strengthening, and leveraging existing relationships.

With all of this experience under his belt, it goes without saying that Alan has unique…

#

12 Jan: 5 New Year’s Resolutions to Improve Your Firm’s Business Development

Every year we have the chance to start fresh and improve our lives from the year before. It’s why you see so many health and fitness advertisements leading up to and past New Year’s Day. We create resolutions — a firm decision to do or not do something — for self-improvement.

This opportunity for self-improvement and goal setting doesn’t just apply to individuals, though. Businesses can also seize the opportunity, motivating their teams to reach higher goals than ever before. And in an area like business development, these resolutions can mean big business results.

If your business development team is…

#

30 Nov: Dreamforce 2017: 5 Key Takeaways and Lessons From the Trail

Dreamforce 2017 was all about blazing trails. With a theme that focuses on innovative change, many industry leaders shared their trailblazing advice at Salesforce’s big annual conference. Our own favorites ranged from Salesforce CEO Marc Benioff’s keynote covering IoT, AI, and the customer experience to sessions tackling data security and account based selling.

If you didn’t have the chance to attend this year, don’t worry. While we weren’t able to attend all 3,200 sessions, we still learned many valuable lessons from this year’s speakers, panels, and events. Check out our favorite takeaways from the trail down below.

1. Prepare for…

#

28 Nov: 7 Ways CRM Technology Can Help Your Firm Create Happy Clients

The cost to acquire a new client is five times more expensive than retaining an existing one. For your professional services firm to guarantee its success, you need to have happy clients that will stick around and stay loyal to your firm as it could mean the difference between an up or a down year for your firm.

Fortunately for your business development or sales team, customer relationship management systems (CRMs) help them stay on top of their client relationships. Through analytics, integrations, and other tools, your firm’s CRM and system add-ons can help create more satisfied and happy clients.

#

21 Nov: Data and Analytics: The Fuel for Business Development With Ben Roles

Few understand the role of client data and analytics more than Ben Roles, Introhive’s new Senior Technical Solutions Manager. With a background in developing unique CRM solutions for businesses spanning several industries, Ben has seen first-hand the effect successful data analysis can have on business growth and development.

Here at Introhive, we are thrilled to have Ben join our team. Equipped with architectural and technical knowledge of CRM solutions that improve business processes, Ben will be a vital player in helping our clients achieve maximum ROI from their CRM systems.