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The one thing you can do to differentiate your law firm

The one thing you can do to differentiate your law firm

Value is not measured in isolation. Buyers of legal services have many choices when it comes to addressing their legal needs, so value will always be a comparative measure.

Lawyers often think they compete against other attorneys who come from firms that are similar to their own. In today’s legal market, that theorem does not always hold true.

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Four tools to support your sales talent management strategy

Four tools to support your sales talent management strategy

Hiring and retaining talented sales professionals is one of the most important roles for a successful sales leader. An intelligent hiring system, accurate screening methods and high-quality talent management tools all influence your ability to deliver on revenue goals.

Here are four specific tools that can greatly enhance your ability to attract and manage talented sales professionals.

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How to make your role plays more effective

How to make your role plays more effective

Mike Kunkle is a training and organization effectiveness leader with more than 20 years’ experience conducting projects with one purpose – improving sales results. He is currently the Senior Director of Sales Enablement for Brainshark. Follow him at @Mike_Kunkle or connect with him on LinkedIn.

Role plays can be an effective learning and behavior change tool for sales reps. I’ve used this technique many times throughout my career and have found several best practices that can make a huge difference in how well they prepare the reps for actual sales conversations.

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Lawyers need to focus on business outcomes when communicating with clients

Lawyers need to focus on business outcomes when communicating with clients

Becoming a trusted advisor with your clients often hinges on your ability to achieve defined business outcomes. Those results are especially important when communicating with General Counsel and Chief Financial Officers.

Research interviews conducted in part by GrowthPlay’s Law Leaders Lab shows that these groups are far more interested in the outcomes their lawyers deliver than the time and effort lawyers put in to producing the work.

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Building value-based relationships in the legal field

Building value-based relationships in the legal field

Relationships are the cornerstone of any professional services business. But the traditional ways lawyers build relationships are changing. Excellent legal service, responsiveness and knowledge of a client’s business – once considered “value adds” to building strong relationships – are now considered simply requirements for getting business.

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How a defined sales process benefits your business

How a defined sales process benefits your business

A defined sales process has consistent steps that align the way you sell with the way your buyers buy. Requiring your reps to make X number of calls a day is not a sales process. Outlining the fields that need to be entered in Salesforce isn’t a process either.

Rather, when you define the specific activities that move a prospect through the buying process, your team is able to improve deal velocity and consistently qualify opportunities.

If you don’t have a defined sales process, here are four reasons why you should take immediate action for your sales organization.

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The ultimate guide to articulating differentiation

The ultimate guide to articulating differentiation

In complex B2B sales, there’s always a competitor in the sales equation. Even if your biggest competitor is “No Decision,” effectively articulating your differentiation, and the value you provide to your customer can make the difference between a closed deal and a lost opportunity.

Best-in-class sellers know how to effectively articulate differentiation in a way that connects back to the positive business outcomes their customers are trying to achieve. Having a solid grasp on how your products, services and company are different and better than the competition creates the opportunity for you to show value to your buyer.

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Has your sales team lost its focus?

Has your sales team lost its focus?

When your sales team loses focus, there’s often a breakdown in tools, processes or content. Often the culprits are cumbersome administrative processes and a lack of internal alignment around message and sales execution. Bottom line, you need your reps spending as much time as possible selling.

Here are several action steps you can take to ensure your team is focused on the high-value activities that move the needle.

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3 Reasons new hires fail (and how you can encourage success)

3 Reasons new hires fail (and how you can encourage success)

When a new hire fails to catch on with your sales team, it is a financial burden. It can also hurt the morale of your existing staff. Recognizing and guarding against the more common causes of new hire failure improves your chances of routinely landing the right potential candidates.

Here are three reasons new hires fail and strategies to improve your success rate.

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