How to get your foot in the door in any organization
[ LISTEN NOW ON ITUNES ]
- Made a pivot in life from being a CPA after six years
- Be curious about your prospects
- Be interested in helping your clients
- Ask great questions
- Lean in
- The client will get the feeling that you are sincere and will be easier to work with
- The hard part is connecting for the first conversation
- Bring insights
- Be an expert
- Help the prospect first
Outsmart and Outmaneuver Your Competition To Grow Sales
- Legal matter management systems
- Competitive space
Be curious and committed to helping your clients to gain their trust and business."
- Well known in the space, especially New Zealand and Australia
- He's the first VP of Global Sales
- He started with guerilla marketing at the beginning
- Created their own community, Inview, that they host with over 2,000 members
- Traditional sales methodologies are not working, i.e., cold calling, cold email, trying to get a blind meeting, or set up a demo
- Digital marketing is working for them
- Targeted posts and campaigns
- Targeted emails
- Provide tools and industry insight that addresses the key challenges of their prospects
- Make it easy to be contacted after you pique their interest
- Cast that wide net
- Lead scoring is key
- A sales professional knows it takes multiple touches to reach the best prospects
- He'll target all of the top people at his target accounts
- They do placement ads, associations, organic posts, etc.
- They test and measure
- They have fun at their trade shows (Legal Tech is now Legal Week)
- They wear T-shirts, give away cool things
- Optimistic vibe from attendees