If you struggle to collect what you bill, you have a sales problem. The collection problem is merely a symptom of the underlying sales problem.
Many of lawyers' sales difficulties are within their control, or of their creation. Here are 10 sales habits to drop.
Identifying business need is the anchor of traditional sales strategy. Now, "readiness" and "willingness" are more important.
What keeps good salespeople from achieving better results has little to do with technique or what you sell. Learn to spot these "sales killers."
If clients resist your price, help them recognize the many different types and degrees of impact associated with the problem you're solving.