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3 Surprising Truths About Sales Innovation

3 Surprising Truths About Sales Innovation

At GrowthPlay, we use the Revenue Acceleration Framework™  methodology to help attorneys embrace sales innovation and supercharge their business development efforts. The RAF has six “areas” that power business development plans and activities: Target Market Analysis, Messaging, Relationship Building, Sales Pursuit & Closing, Client Experience and Innovation.   This last area, innovation, is the one most … Continue reading “3 Surprising Truths About Sales Innovation”

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Understanding Selling Styles: A Tale of Two Sales Talent Consultants

Understanding Selling Styles: A Tale of Two Sales Talent Consultants

GrowthPlay’s extensive research has shown that regardless of sales role or industry, people will generally perform better when there is a fit between who they are and the role they are in. To simplify the concept of fit, GrowthPlay developed the Triple Fit framework which encourages salespeople and their managers to pay attention to three … Continue reading “Understanding Selling Styles: A Tale of Two Sales Talent Consultants”

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3 Truths About Sales Effectiveness that Will Free you from the Doer-Seller Dilemma

3 Truths About Sales Effectiveness that Will Free you from the Doer-Seller Dilemma

For many lawyers and professional services providers, sales effectiveness is a struggle. Most have a limited view of how to sell and all of them struggle with the unique challenge of balancing two roles: doing the work itself and generating new business.     At GrowthPlay, we call this the “doer-seller” dilemma. The challenge is real, but so is the opportunity. Mastering the role of sales not only … Continue reading “3 Truths About Sales Effectiveness that Will Free you from the Doer-Seller Dilemma”

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Win the War for Sales Talent: 3 Ways to Onboard and Nurture a Successful Sales Team

Win the War for Sales Talent: 3 Ways to Onboard and Nurture a Successful Sales Team

What’s your company’s most important competitive edge? The thing that no one else can copy? The most unique aspect of your business?   It’s not patents, products, or processes. It’s your people. The sales talent you hire, develop, and retain makes your business stand out. Companies spend a lot of time (and money) determining their differentiators and … Continue reading “Win the War for Sales Talent: 3 Ways to Onboard and Nurture a Successful Sales Team”

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Supporting and Celebrating the Movement for Emotional Well-Being in Law

Supporting and Celebrating the Movement for Emotional Well-Being in Law

May marks Mental Health Awareness month.   Our team is encouraged by the additional focus that is being put on mental health in the legal profession in recent months and particularly this month.  Some of the experts, resources, events and conversations taking place include the following:   Emotional Well-Being in the Legal Profession on June … Continue reading “Supporting and Celebrating the Movement for Emotional Well-Being in Law”

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Rethinking Law Firm Growth: Moving from Bottom Line to Triple Bottom Line Success Metrics

Rethinking Law Firm Growth: Moving from Bottom Line to Triple Bottom Line Success Metrics

Since the financial crisis, most firms have increased their focus on business fundamentals – and rightfully so. But a relentless focus on bottom line success metrics alone comes at a cost to a profession when maximizing productivity equates to an hourly rate times 24 hours a day times seven days a week. It’s a high-risk … Continue reading “Rethinking Law Firm Growth: Moving from Bottom Line to Triple Bottom Line Success Metrics”

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C-Suite, Executive, Middle Manager: It Doesn’t Matter who the Pitch is for

C-Suite, Executive, Middle Manager: It Doesn’t Matter who the Pitch is for

When it comes to pitching to the C-Suite, we need to get past some preconceived notions.   In the past, many salespeople got eager with excitement at the idea of pitching a senior executive team. The idea was that pitching to the executive team was “important” and perhaps even better than pitching to other people … Continue reading “C-Suite, Executive, Middle Manager: It Doesn’t Matter who the Pitch is for”

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