thenewlegalnormal.wordpress.com
Old Sales Dog, New Targeting Tricks | The New Legal Normal Blog
https://thenewlegalnormal.wordpress.com/2013/06/17/old-sales-dog-new-targeting-tricks
The New Legal Normal Blog. A Bellwether. Observations on buying and selling legal services. Old Sales Dog, New Targeting Tricks. Old Sales Dog, New Targeting Trick. Those of us who help lawyers with targeting certainly intuitively understand the necessity of prioritizing targets. It’s great that David Sanders has created such an easy-to-understand-and-implement tool to help lawyers, as well, grasp the importance of target-prioritization. June 17, 2013. Laquo; The 6 P’s of Legal-Product Development. Addre...
thenewlegalnormal.wordpress.com
An “Aha!” Moment In Law Firm Sales | The New Legal Normal Blog
https://thenewlegalnormal.wordpress.com/2014/07/29/an-aha-moment-in-law-firm-sales
The New Legal Normal Blog. A Bellwether. Observations on buying and selling legal services. Moment In Law Firm Sales. Previously posted on the Marketing Brain Fodder Blog. Courtesy of Eric Fletcher. A correspondent recently asked me: When did you have your first ‘Aha! Moment about law firm sales? It’s a great memory, and it actually occurred long before Womble Carlyle Sandridge and Rice became a pioneer in the legal profession and asked me to serve as director of sales. Who, Pete asked, will follow up.
thenewlegalnormal.wordpress.com
Rules of the Road | The New Legal Normal Blog
https://thenewlegalnormal.wordpress.com/2014/03/11/rules-of-the-road
The New Legal Normal Blog. A Bellwether. Observations on buying and selling legal services. Rules of the Road. Check here for a recent post of mine on Eric Fletcher’s Marketing Brain Fodder blog. This posting speaks to behaviors that spell success in the professional services marketing environment. http:/ www.marketingbrainfodder.com/? Law Firm Career Paths. March 11, 2014. Laquo; Day in the Life of a Law Firm Salesman. A Peek at the Horizon: Six Questions, Six Answers ». Leave a Reply, I welcome comments.
thenewlegalnormal.wordpress.com
Helping Inside Counsel Demonstrate Their C-Suite Value | The New Legal Normal Blog
https://thenewlegalnormal.wordpress.com/2013/06/27/helping-inside-counsel-demonstrate-their-c-suite-value
The New Legal Normal Blog. A Bellwether. Observations on buying and selling legal services. Helping Inside Counsel Demonstrate Their C-Suite Value. We are in the business of helping our clients succeed individually and organizationally. When our clients succeed, we succeed. So says Art Foley, Womble Carlyle’s Director of Client Initiatives. These words were ringing in my ears as I studied the slides from an InsideCounsel webinar. Featuring as speakers Stephen Kaplan. Delve deeply into the business by bec...
thenewlegalnormal.wordpress.com
Day in the Life of a Law Firm Salesman | The New Legal Normal Blog
https://thenewlegalnormal.wordpress.com/2013/11/25/day-in-the-life-of-a-law-firm-salesman
The New Legal Normal Blog. A Bellwether. Observations on buying and selling legal services. Day in the Life of a Law Firm Salesman. Who are these nutjobs (and I use that term affectionately! Who agree to sell legal services? For openers, I am convinced that most professional services salespeople would prefer to have an orderly, predictable schedule, dealing with, as Stephen Covey would put it, important, but not urgent, projects. So what does a typical day look like for a legal salesperson? 4 am Wake up ...
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A Peek at the Horizon: Six Questions, Six Answers | The New Legal Normal Blog
https://thenewlegalnormal.wordpress.com/2014/05/13/a-peek-at-the-horizon-six-questions-six-answers
The New Legal Normal Blog. A Bellwether. Observations on buying and selling legal services. A Peek at the Horizon: Six Questions, Six Answers. Recently, I was honored when Kevin McMurdo of McMurdo Consulting. 1 Why a sales team? How would you weigh the benefits versus the negatives of an in-house sales team? In reality, sales teams are NOT really necessary. What IS necessary, if there are to be. Who should report to whom? I believe that only those who have undertaken sales truly can understand sales....
thenewlegalnormal.wordpress.com
Sales divisions, not lateral hiring – are the best avenue to BigLaw growth | The New Legal Normal Blog
https://thenewlegalnormal.wordpress.com/2013/06/25/sales-divisions-not-lateral-hiring-are-the-best-avenue-to-biglaw-growth
The New Legal Normal Blog. A Bellwether. Observations on buying and selling legal services. Sales divisions, not lateral hiring – are the best avenue to BigLaw growth. Sales divisions, not lateral hiring – are the best avenue to BigLaw growth. John Grimley has hit the nail on the head. I love the skills list. He speaks the truth, so much so that this blog post is just a reposting of what HE said. Everything about his blog post is 100% on target. June 25, 2013. Laquo; Old Sales Dog, New Targeting Tricks.
