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Fresh Tips and Tools | Solo & Small Firms

Rainmaking!

  • newVote for RainToday’s Best Content of the Week – February 22

    Vote for RainToday’s Best Content of the Week – February 22

    Sean Leenaerts, today is your lucky day — you just won the RainToday Readers’ Choice Award for the week of February 15. Go ahead and take a bow. Readers, if you missed Sean’s winning article on how legal marketing can learn from B2C marketing,…
    - 18 hours ago, 22 Feb 12, 1:20pm -
  • Care About Your Client, Not Just the Paycheck

    Care About Your Client, Not Just the Paycheck

    Your work with a client does not begin when they give you a deposit check. It begins with the first meeting.Consider this story:My ex-husband has a graphic design business. For 25 years he has been a solo-preneur, doing print and online work. The b…
    - 6 days ago, 17 Feb 12, 12:00pm -
  • The Art of Asking Questions

    The Art of Asking Questions

    “Questions! So many questions, Kevin!”My friend’s Aunt Alice used to say that to him when he was a kid. A naturally curious person, he regularly asked older family members about things—what life was like when they were a kid, the things they…
    - 7 days ago, 16 Feb 12, 12:00pm -

The Rainmaker Blog

Maraia's Rainmaking Blog

  • Can your partners pass this practical test?
    Every leader of an AmLaw 500 firm must answer this question: "What percentage of your partners can carry out a meaningful business conversation with the CEO or CFO of your top 20 clients?"  I've never received an answer over 10%.  If it's under 50%…
    - 14 days ago, 8 Feb 12, 8:19pm -
  • ReShaping the Legal Profession
    Most of the legal profession has been in denial since 2008.  The prevailing large law firm business model became obsolete in 2008 and firms (and the companies serving them) have done dangerously little to identify viable new business models.  There…
    - 22 days ago, 1 Feb 12, 3:50pm -
  • Seven strategic changes needed for BigLaw to survive
    While talking to a realtor friend of mine recently I explained that if the clients we regularly serve (large law firms) were a house they would be listed as "fixer uppers."  The Biglaw market we operate in is undergoing major and disruptive change.…
    - 29 days ago, 25 Jan 12, 6:00pm -
  • Level the Playing Field
    I regret to inform you that you aren't on a level playing field.  If you’re a typical lawyer you can't read the balance sheet or income statement of your own firm.  You know little or nothing about how the C suite thinks.  You don't know how to…
    - 36 days ago, 18 Jan 12, 5:42am -
  • Requiem for the Legal Profession

    - 51 days ago, 3 Jan 12, 5:43pm -

S. Anthony Iannarino's The Sales Blog

  • newDeath of a Salesman (Revisited). An Interview with Mike Sabin of D&B
    Death of a Salesman (Revisited). An Interview with Mike Sabin of D&B is a post from: The Sales Blog | S. Anthony IannarinoDeath of a Salesman (Revisited). An Interview with Mike Sabin of D&B is a post from: The Sales Blog | S. Anthony Iannarino In t…
    - 4 hours ago, 23 Feb 12, 3:02am -
  • newYou Don’t Need More Information. More Action.
    You Don’t Need More Information. More Action. is a post from: The Sales Blog | S. Anthony IannarinoYou Don’t Need More Information. More Action. is a post from: The Sales Blog | S. Anthony Iannarino Leave this blog now. You don’t need to be he…
    - 1 day ago, 22 Feb 12, 2:23am -
  • newAre You Investing Enough in Yourself?
    Are You Investing Enough in Yourself? is a post from: The Sales Blog | S. Anthony IannarinoAre You Investing Enough in Yourself? is a post from: The Sales Blog | S. Anthony Iannarino I can’t imagine that anyone reading this blog doesn’t have an…
    - 2 days ago, 21 Feb 12, 2:32am -
  • newThe False Dichotomy of Caring or Salesmanship
    The False Dichotomy of Caring or Salesmanship is a post from: The Sales Blog | S. Anthony IannarinoThe False Dichotomy of Caring or Salesmanship is a post from: The Sales Blog | S. Anthony Iannarino Salespeople are getting soft. Like marshmallows. M…
    - 3 days ago, 20 Feb 12, 12:50am -
  • The Three Stakeholder Groups Your Sales Process Serves
    The Three Stakeholder Groups Your Sales Process Serves is a post from: The Sales Blog | S. Anthony IannarinoThe Three Stakeholder Groups Your Sales Process Serves is a post from: The Sales Blog | S. Anthony Iannarino A good sales process can help yo…
    - 4 days ago, 19 Feb 12, 1:32am -
  • Prerequisites to Provocation
    Prerequisites to Provocation is a post from: The Sales Blog | S. Anthony IannarinoPrerequisites to Provocation is a post from: The Sales Blog | S. Anthony Iannarino Sometimes your prospect knows that they are dissatisfied. They know that they need a…
    - 5 days ago, 18 Feb 12, 3:18am -
  • The New Consultative Salesperson
    The New Consultative Salesperson is a post from: The Sales Blog | S. Anthony IannarinoThe New Consultative Salesperson is a post from: The Sales Blog | S. Anthony Iannarino For a very long time, successful salespeople had a very specific set of comp…
    - 6 days ago, 17 Feb 12, 3:04am -
  • How Much Prospecting Is Enough?
    How Much Prospecting Is Enough? is a post from: The Sales Blog | S. Anthony IannarinoHow Much Prospecting Is Enough? is a post from: The Sales Blog | S. Anthony Iannarino New salespeople can be confused as to how much prospecting they need to do to…
    - 7 days ago, 16 Feb 12, 4:07am -
  • Building Your Internal Professional Services Firm
    Building Your Internal Professional Services Firm is a post from: The Sales Blog | S. Anthony IannarinoBuilding Your Internal Professional Services Firm is a post from: The Sales Blog | S. Anthony Iannarino One of the primary attributes a new consul…
    - 8 days ago, 15 Feb 12, 2:39am -
  • Candor: You Can Handle the Truth
    Candor: You Can Handle the Truth is a post from: The Sales Blog | S. Anthony IannarinoCandor: You Can Handle the Truth is a post from: The Sales Blog | S. Anthony Iannarino In many sales organizations, there is too little candor. There are conversat…
    - 9 days ago, 14 Feb 12, 1:56am -

Selling to Big Companies

  • newNever Ask for Referrals This Way
    In today's never-ever post, Joanne Black, author of No More Cold Calling, shares a critical mistake that salespeople make when asking for referrals. And, as the Queen of Referral Selling, she shares what does work too._________________Salespeople s…
    - 17 hours ago, 22 Feb 12, 1:47pm -
  • newNever Use Internal or Industry Language
    In today's never-ever post, Jonathan London, author of The Entrepreneur's Guide to Selling, tells how how he learned (the hard way) that being impressive in your sales pitch isn't always effective.________________________We'd just come out with a n…
    - 2 days ago, 20 Feb 12, 7:18pm -
  • newPreemptive Strikes: A Highly Effective Sales Strategy for Dealing With Bad-Mouthing Competitors
    What a brilliant sales strategy! That's exactly what came to mind when I saw Rick Santorum's new television ad. But before you watch it, a little background:If you follow American politics, you know that Mitt Romney's status as the "presumptive" Rep…
    - 4 days ago, 19 Feb 12, 5:47pm -
  • Never Take It Easy When You're On Fire
    Ron Karr, author of Lead, Sell or Get Out of the Way, learned a critical sales success strategy when his boss chewed him out after closing a big order. And, what really ticked him off was that another rep, who wasn't doing well at all, never got yell…
    - 6 days ago, 17 Feb 12, 1:31pm -
  • Never Ramble In Your Communications with Busy People
    In today's words of "never" wisdom, Lori Richardson, author of 50 Days to Build Your Sales and CEO of Score More Sales shares an invaluable lesson a Chief Financial Officer (CFO) taught her about email prospecting and email communications.__________…
    - 7 days ago, 16 Feb 12, 2:11pm -
  • Never Tell Your Client What They Need Before They Tell It To You
    In today's "never" article, Charles H. Green, author of Trust-Based Selling and The Trusted Advisor Fieldbook, shares a story about how his boss taught him a big lesson on engaging prospects and creating value without "pitching" your product or servi…
    - 8 days ago, 15 Feb 12, 1:42pm -
  • Never Sell a Liberal the Same Way as a Conservative?
    Never, in all my years in sales, did I ever think I'd write an article on this topic. But recently, I've been reading some interesting studies that show that liberals and conservatives have some real, genetically hard-wired differences. For example:…
    - 9 days ago, 14 Feb 12, 2:13pm -
  • Salespeople Should Never, Ever Do This ...
    When Forbes magazine interviewed me about what salespeople should never do, the five "no-nos" below immediately popped into my mind. But it was so fun thinking about them that I decided to run a NEVER-EVER contest.This is a wonderful opportunity to…
    - 10 days ago, 12 Feb 12, 10:52pm -
  • "Hail Mary" Passes & the Game of Sales
    Tom Brady, quarterback of the New England Patriots threw a long "Hail Mary" pass as a last-ditch effort to win the Super Bowl. But, instead of connecting with one of their receivers, it got batted down in the ensuring melee.Of course, this got me th…
    - 12 days ago, 11 Feb 12, 6:44pm -
  • [Video] Never, Ever Call Your Best Prospects First
    Most sales gurus will tell you to call your A prospects first. After all, they're the ones who are most likely to buy -- and you'll be closing orders before you know it. Plus, you're not wasting your precious prospecting time with low-priority opport…
    - 13 days ago, 9 Feb 12, 7:28pm -

Ian Brodie's Selling Professional Services Blog

  • newHow To Make A Podcast
    Podcasts can be a great marketing approach. They help you engage with your audience (hearing your voice is that bit more personal than reading your blog). They’re often more intimate (people listen while jogging or in their car so you get more of t…
    - 17 hours ago, 22 Feb 12, 1:45pm -
  • What Jeremy Clarkson Taught Me About Marketing
    Just in case you’re not familiar with Top Gear, the BBC’s flagship programme for “petrolheads”, Clarkson is the outspoken front-man – you can find out more by clicking here: Jeremy Clarkson Bio So what can a middle-aged, over-tight-trouser-…
    - 6 days ago, 17 Feb 12, 8:26am -
  • Charlie Green on Building Trust in Marketing and Business Development
    Author and expert on Trust in Business, Charlie Green, reveals the best ways for professionals to build trust to turn potential clients into paying clients. Charles H Green needs no introduction (but I’ll give him one anyway). As author of Trust Ba…
    - 14 days ago, 8 Feb 12, 11:59pm -
  • Need Something Interesting To Write About? Try This.
    My core marketing strategy is to produce valuable content to showcase my expertise and build relationships with potential clients long before we ever meet. And whether it’s blog posts, longer articles, podcasts or videos – the core challenge for…
    - 29 days ago, 24 Jan 12, 7:55pm -
  • The Rise of Cynicism and Suspicion (and what to do about it)
    Do your eyes roll whenever you get yet another email or see yet another ad claiming they can “bring you a flood of clients”, “double your conversion” or “take your business to the next level” (I’m not even sure what that last one means,…
    - 30 days ago, 23 Jan 12, 10:01pm -
  • The Twin Track Strategy For Startup Professional Firms
    One of the stories I hear the most often from struggling solo professionals or small firms is that they did well for a couple of years after starting up and then just kind of plateaued. Usually what’s happened is that work came in easily in the ear…
    - 33 days ago, 21 Jan 12, 5:24pm -
  • The Magnificent Seven Ride!
    Are you part of a mastermind group? If you are you’ll know they can be incredibly valuable to your business. You get helped (and challenged) by a team of other business people with complementary skills to your own. I’m part of a couple of masterm…
    - 35 days ago, 18 Jan 12, 8:58pm -
  • Win a Free Website
    ** The competition is over – the winner was Rob Worth of Worth Solutions – congratulations Rob ** As you know from my many blog posts on the subject, for me your website is probably your most important marketing asset. In my Client Attracting Web…
    - 46 days ago, 8 Jan 12, 12:44am -
  • 3 Relentless Trends That Are Disrupting Marketing
    I was recently named by OpenView Labs as one of the Top 25 Sales Influencers for 2012 – their list of “25 of the most powerful thought leaders in the world of sales management, lead generation, and more”. Quite flattering. And it got me thinkin…
    - 50 days ago, 3 Jan 12, 10:44pm -
  • How I Escaped My Certain Fate…
    Over the holidays I’ve been reading comedian Stewart Lee’s How I Escaped My Certain Fate which chronicles his rise, fall and rise again in the world of stand up comedy. As well as being a pretty funny book, it contains a huge marketing lesson for…
    - 51 days ago, 2 Jan 12, 7:50pm -

Left sample

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Right Sample

Nam adipiscing ullamcorper malesuada. Etiam egestas vulputate pulvinar. Phasellus lorem mauris, porta vitae ullamcorper a, faucibus a nisl. Sed a ultricies mi.

Integer in est non ipsum iaculis ornare. In ligula enim, lobortis eu congue sit amet, euismod vitae nunc. In eu consectetur ligula. Nullam nec elit risus, ut bibendum est.