Summer is over. It's time to get back in Prime Time business mode. Ten weeks from today, Wednesday, November 23, the end-of-year clock starts ticking as people traverse the US to be with family and friends for the Thanksgiving holiday. That means that you have less than three months to take meaningful steps to reach your annual revenue goal.
Whether you’re trying to position yourself via industry media or trying to get your fence-riding calls returned, you must capture and hold someone’s attention. Here's how.
So, you’ve gotten a meeting with what seems like a dream client. Make sure it isn't just a fantasy, then learn what the prospect would consider the optimal meeting outcome.
Two critical sales objectives: 1) identify the source of funds; 2) recruit an internal Guide to help with that.
For each decision, there will be different stakeholders. The nature of each's stake determines how much they'll influence the decision.
Referral sources must see you as relevant to those they'd refer. Define yourself in terms of the business situations or problems that trigger demand.
There’s one BD skill that everyone can learn. Whether it’s a large team, or a firm of two, the common thread is that lawyers previously considered too introverted to be rainmakers can make a valuable contribution to the overall BD effort..