Do you fret about cold calling prospects? Do you spend time trying to figure out how to get past the gatekeeper to the decision maker? I’ve got the key to unlock the gate…


Business and client development tips, analysis of ethics rules that govern sales and marketing activity + sales news, interviews & analysis re: trends in the sale and marketing of legal services.
Be a Farmer This episode explains why revenue generation is dominated by people who focus on existing clients rather than those who focus on landing new logos. It discusses the Three Rs of Client Development: renewals, referrals and references.

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