I am in Houston today for our long-anticipated Texas Rainmaker Retreat. We have a large, enthusiastic group of lawyers eager to soak in all the latest information on law firm marketing. Of course, social media and SEO are big topics of interest.Th…
If you have more referral business than you can handle, you are obviously doing something right. But from what I hear, most attorneys are still scratching their heads trying to figure out how to boost their referral business.Follow these 10 steps…
New research prepared for LexisNexis by The Research Intelligence Group shows that 76 percent of adult consumers looking for a lawyer used online resources at some point during the search process.If this surprises you, you are already well behind th…
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%… - 8 Feb 12, 8:19pm -
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… - 1 Feb 12, 3:50pm -
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.… - 25 Jan 12, 6:00pm -
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… - 18 Jan 12, 5:42am -
Driving the Wedge Between Your Dream Client and Your Competitor is a post from: The Sales Blog | S. Anthony IannarinoDriving the Wedge Between Your Dream Client and Your Competitor is a post from: The Sales Blog | S. Anthony Iannarino Your dream cli… - 20 hours ago, 18 May 12, 1:11am -
Knowing What Not To Do (A Note to the Sales Manager) is a post from: The Sales Blog | S. Anthony IannarinoKnowing What Not To Do (A Note to the Sales Manager) is a post from: The Sales Blog | S. Anthony Iannarino Recently I had lunch with a young sa… - 2 days ago, 17 May 12, 12:24am -
Learn the Five Rules for Social Selling is a post from: The Sales Blog | S. Anthony IannarinoLearn the Five Rules for Social Selling is a post from: The Sales Blog | S. Anthony Iannarino A few months ago, I was in Las Vegas for a conference. Chris B… - 3 days ago, 15 May 12, 9:44pm -
How Has This Blog Helped You? is a post from: The Sales Blog | S. Anthony IannarinoHow Has This Blog Helped You? is a post from: The Sales Blog | S. Anthony Iannarino I missed my anniversary. Yesterday marked my 1,000th post. The first post here is… - 4 days ago, 14 May 12, 11:53pm -
I’m Negative Because My Team Is Failing! Now What? is a post from: The Sales Blog | S. Anthony IannarinoI’m Negative Because My Team Is Failing! Now What? is a post from: The Sales Blog | S. Anthony Iannarino Two days ago I wrote that negativity… - 5 days ago, 14 May 12, 2:09am -
How to Fix Your Company Without Being a Negative Complainer is a post from: The Sales Blog | S. Anthony IannarinoHow to Fix Your Company Without Being a Negative Complainer is a post from: The Sales Blog | S. Anthony Iannarino Negativity is dangerou… - 6 days ago, 13 May 12, 1:34am -
The Real Reason You Are Negative is a post from: The Sales Blog | S. Anthony IannarinoThe Real Reason You Are Negative is a post from: The Sales Blog | S. Anthony Iannarino At a certain point in life you begin to uncover some truths about human beha… - 7 days ago, 12 May 12, 1:12am -
Winning Small is a post from: The Sales Blog | S. Anthony IannarinoWinning Small is a post from: The Sales Blog | S. Anthony Iannarino If you are going to expend that first big block of effort and energy to participate, you might as well go ahead an… - 8 days ago, 11 May 12, 1:53am -
Why Should Your Dream Client Choose You in Particular? is a post from: The Sales Blog | S. Anthony IannarinoWhy Should Your Dream Client Choose You in Particular? is a post from: The Sales Blog | S. Anthony Iannarino I was sitting in a client’s of… - 9 days ago, 10 May 12, 1:23am -
What I Have Against the New Buying Process is a post from: The Sales Blog | S. Anthony IannarinoWhat I Have Against the New Buying Process is a post from: The Sales Blog | S. Anthony Iannarino Buying has changed. Buyers now have more access to more… - 10 days ago, 9 May 12, 1:23am -
I am mortified by what I'm overhearing at the table next to me ...I don't mean to be eavesdropping. But I couldn't help but listen in when the guy next to me in the coffee shop started selling his consulting services to another businessman. In the… - 4 days ago, 14 May 12, 10:27am -
Why is it important to pique your prospect's curiosity? The answer is simple. It creates an opening for you to establish a relationship at the same time it positions you as an invaluable resource.So how do you do it? Here are a couple ways:You ca… - 8 days ago, 10 May 12, 10:27am -
Whenever I do a sales workshop, I get asked, "How often should I contact my prospects?" Salespeople want to know if once a week is too much -- or if they should wait longer before reaching out again. If this is something you're struggling with, here'… - 15 days ago, 3 May 12, 10:31am -
"Yikes," I exclaimed as a godawful screeching noise filled the car. We were driving downhill on a narrow twisting road in Escalante National Park enjoying the surreal landscape. It was the first day of our long drive home."It's the brakes," my husba… - 18 days ago, 30 Apr 12, 10:52am -
Getting a prospect to return your phone calls these days is a real achievement. When that happens, you need to be at the top of your game, ready to quickly engage them in a relevant conversation.But what happens when you have no idea who's calling?… - 22 days ago, 26 Apr 12, 11:32am -
Several weeks ago I was in New York City doing a workshop for a client. I left early to meet with the VP of Sales before the session began. At the front desk of the hotel, when I asked for directions to the coffee shop, I discovered it was almost eig… - 29 days ago, 19 Apr 12, 11:38am -
Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. Follow this often overlooked, but highly effective strategy to differentiate your product/service… - 32 days ago, 16 Apr 12, 11:00am -
Last Friday, I sent out an email telling you that I was shutting down my Selling to Big Companies website. Within minutes, my inbox was flooded with hundreds of messages. To say I was surprised by the reaction, is an understatement.Here are three thi… - 43 days ago, 5 Apr 12, 11:30am -
It's been ten years since I first launched my Selling to Big Companies website. I created it because I had a passionate desire to help smaller firms land larger contracts.And, because my clients are bigger companies, I know what it takes.I spent mo… - 44 days ago, 4 Apr 12, 4:20pm -
Dan Markowitz, president of TimeBack Management and author of A Factory of One is always looking for ways to cut out unnecessary work that don't help you achieve your primary goals. That's why, instead of drooling when a prospect wants a sales propos… - 63 days ago, 16 Mar 12, 11:27pm -
** Update – the webinar is over but I’ve been asked to put on an extra date. So I’ll be running the webinar again on Thursday May 24th at 4pm UK time (11am US Eastern) ** A few weeks ago, one of my clients asked me: “if you were starting agai… - 8 days ago, 10 May 12, 9:05pm -
A few weeks ago Google launched their first business book, ZMOT: Zero Moment Of Truth. You can download a pdf for free at the ZMOT site. The concept of the book is simple. Google have taken the model of shopping popularised by P&G and added a step to… - 9 days ago, 9 May 12, 11:27pm -
Last week I heard I’d been named as one of Top Sales World Magazine’s Top 50 Gobal Sales and Marketing Influencers for 2012. Earlier in the week I also appeared as #2 on Evan Carmichael’s list of the Top Sales Experts to follow on Twitter. A li… - 12 days ago, 6 May 12, 11:17pm -
I spent a few hours in our main greenhouse today “potting on” some tomato, cucumber, and pepper seedlings. For non-gardeners, potting on is a critical activity where you transplant a young seedling from a seed tray or small pot to a larger pot. I… - 19 days ago, 29 Apr 12, 9:46pm -
Ever had that awful feeling that you’re losing your audience? They start looking distracted. Perhaps even fiddling with their blackberries. There seems to be nothing you can do do get their attention back. And yet you know that if you’re doing a… - 24 days ago, 24 Apr 12, 11:30pm -
What’s the most important skill in marketing? Your networking skills? Copywriting ability? Creativity? Ability to deliver a great presentation or to get referrals? All important skills. But I believe there’s something way more important. It’s t… - 26 days ago, 23 Apr 12, 1:17am -
As I wrote in The Truth About Email recently, email marketing is still one of the most powerful tools any business can have in its arsenal. But what about email marketing for coaches, consultants and other professional? Will it work for us? After all… - 28 days ago, 20 Apr 12, 1:52pm -
Probably the biggest question I get asked about blogging for business is how to come up with ideas for blog posts. Here’s my method: Creating Content for a Business Blog: Getting Ideas It all starts with building deep understanding of your ideal cl… - 43 days ago, 6 Apr 12, 12:22am -
If you’re interested in getting clients from your website, you’ll no doubt know that the most important factor in getting your site to show up highly in the search engine results – by far – is the number and quality of links to your site from… - 51 days ago, 28 Mar 12, 8:53pm -
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