One of the biggest challenges for today’s seller is helping their buyer understand their product or service’s differentiator — in other words, what makes it better than others that walk, talk, look and act like it. None of us wishes for our solutions to be thought of as an imitator or second-best. We want our business […]
Seventy per cent of B2B buyers have to contend with a “bully” on their purchasing committee who pushes their company to choose their preferred vendor, according to a research study from DiscoverOrg. In ‘Why Didn’t They Buy? A Deep Dive Into Buyer Preferences And The Implications For Salespeople,’ a survey of more than 230 business […]
As a long-time practitioner of law marketing, I’ve seen an unending series of workshops, training sessions, seminars and conferences to encourage lawyers to get more business. I’ve led some and spoke at others. With help, training and coaching do enable some lawyers to get better at business development. But in my experience they were on the cusp […]
