The Role of the Trainer and Coach in Business Development Building a business development team is like building a tennis team. You need a trainer and a coach. Welcome to a strategy episode of the Sales “how to” podcast. It’s the beginning of the 4th quarter. So, you should be planning for next year. Business […]

10 Signs You Need Business Development Training There are new tools available to help you become a Rainmaker. eLearning has reached the sales sector. And our eLearning program is tailored for lawyers. But how can you tell whether the investment is likely to pay off? Listen to this podcast episode and learn 10 signs that […]

Lead Qualification Tactics The Advertising Specialty Institute (“ASI”) recently published an article on lead-qualification tactics. The article quotes Shavon Jones and mentions Sales for Lawyers. In it, Shavon advised readers to seek better leads to begin with. She said simple advance work reduces the work you’ll need to do later on. Shavon revealed her secret […]

Tech, Tech … Boom This podcast episode discusses 5 must-use sales technologies, how to use them, and how they can help you save time and earn more money.

Be a Connector This is a client development post about nurturing relationships through schmoozing. It enables you to generate business opportunities for yourself and those in your orbit as a professional facilitator or connector.

Be a Farmer This episode explains why revenue generation is dominated by people who focus on existing clients rather than those who focus on landing new logos. It discusses the Three Rs of Client Development: renewals, referrals and references.

How to Sell to Women For Women’s History Month, we discuss issues that can impact your effectiveness in selling to female buyers. Today, more women control corporate budgets than at any time in history. This podcast episode provides a bit of inside intel into what may be impacting your sales efforts with powerful women. If […]

How to Talk about Money Knowing what to charge is a key aspect of sales and a common cause of distress for salespeople. Here is a quick guide for sellers of professional and personal services to get paid what you are worth without alienating your buyers and prospects.

Effective Introductions These are do’s and don’t for introductory emails and phone calls directed to cold and warm leads. These intros help you get in the room to build relationships and ultimately offer solutions to the prospect’s challenges.

How to Manage Old Fogies The focus of this episode is teaching old dogs new tricks when it comes to virtual sales and marketing techniques. It’s about not perpetuating old fogey behaviors by accepting their often dated advice or myths at face value. This requires managing up or influencing without authority. Learn how…

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