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Always Be Closing … With the Right Sales Competencies

Always Be Closing … With the Right Sales Competencies

There has been a great deal of research and discussion in the field of Industrial/Organizational Psychology on the topic of broad versus narrow traits in predicting outcomes. At GrowthPlay, our research has concluded that broad traits measured by instruments such as Big-5 personality, the 16PF or Myers Briggs can be useful for general self-awareness, team-building … Continue reading “Always Be Closing … With the Right Sales Competencies”

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Mastering the Message: Understand Your Audience to Craft a Powerful Message

Mastering the Message: Understand Your Audience to Craft a Powerful Message

This is the third in a series of posts exploring how law firms can set themselves up for success when making the decision to grow through merger, firm acquisition, or lateral hire.   In our previous post, we talked about how post-merger success hinges on crafting a shared mindset that all members of the team … Continue reading “Mastering the Message: Understand Your Audience to Craft a Powerful Message”

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Mastering the Mindset: Create a Shared Vision to Collaborate for Law Firm Growth

Mastering the Mindset: Create a Shared Vision to Collaborate for Law Firm Growth

This is the second in a series of posts exploring how law firms can set themselves up for success when making the decision to grow through merger, firm acquisition, or lateral hire.   Law firm mergers are an opportunity to combine assets to improve financial results, often in the near term. Done right, a merger … Continue reading “Mastering the Mindset: Create a Shared Vision to Collaborate for Law Firm Growth”

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Customer Success Management: Setting Your Team Up for Success

Customer Success Management: Setting Your Team Up for Success

You’re looking to set up your customer success management team and aren’t sure where to start. You’re completely aware of how important these roles are to the success of your business and yet, you wonder, “Who do I hire for these roles?” Maybe you’re wondering, how to turn service reps or salespeople into customer success … Continue reading “Customer Success Management: Setting Your Team Up for Success”

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3 Ways Sales Training and Coaching Can Improve Retention of Women Lawyers

3 Ways Sales Training and Coaching Can Improve Retention of Women Lawyers

One of the biggest stories in law earlier this year was the open letter signed by 170 general counsel and corporate legal officers vowing to restrict their legal dollars to outside firms that are truly committed to diversity and inclusion. That means law firms without inclusion at the top not only face bad optics on … Continue reading “3 Ways Sales Training and Coaching Can Improve Retention of Women Lawyers”

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