Jody Glidden, Chief Executive Officer and Co-Founder, Introhive
There was a time when the only tools salespeople had access to were a Rolodex and a phone. Times have changed. The tools that help you gather and process the information needed to build relationships have advanced beyond imagination. Businesses are inventing the future of relationship-building and sales at every turn. However, this isn’t all good news.
Each new tool has traditionally brought with it a significant strain on the time and energy of an organisation. As you increase the number of tools within your tech stack, you often increase the workload of the very people you’re trying to help. No matter the industry – professional services, architecture and engineering, commercial real estate, tech, telco and more – AI-powered solutions can serve to automate processes, enrich the data you’re so carefully collecting and provide insights on the actions teams can take to generate results and, ultimately, revenue.
Businesses don’t have more time. It is a non-renewable resource. With traditional CRM, the process of adoption is often slow and painful because it is a burden for your team members. By working with super-users within your organisation, we help teams understand that implementing tools that automate, enrich, clean and coach is about maximising the one resource you can’t add: time. Your team wants to do their best work. They want to connect with customers. They want to understand needs. But they don’t have time to record and interpret the data that helps them do these things. How can you help your team understand that investing in adoption will save them time and drive revenue when their experiences with other implementations have told them otherwise?
You need to bring transparency to the process. Many tools are placed in the hands of your team without an effort to help them understand why they should use them. Through sharing what works and what doesn’t, celebrating wins and showing teams exactly what these tools are capable of, you can support the type of cultural transformation required to effectively implement and adopt new technologies.
At Introhive, we don’t make a CRM. We make CRMs work by automating the things that can be automated and providing teams with the insights they need to take the right steps to build trust, nurture relationships and grow their business.
To learn more and to see what this looks like in action, visit introhive.com.
Photo credit: Photo 134373137 / Artificial Intelligence © Siarhei Yurchanka | Dreamstime.com