Podcasts by The Sales
Business and client development tips, analysis of ethics rules that govern sales and marketing activities of lawyers + sales news, interviews
Further podcasts by Shavon, the sales "how to" gal
Podcast on the topic Wirtschaft
All episodes
Pigs Get Fat; Hogs Get Bar Complaints from 2023-07-12T17:58:35
How to Structure a Success Fee This podcast entitled “Pigs Get Fat; Hogs Get Bar Complaints” explores alternate legal fee arrangements in light of Elon Musk’s lawsuit against Watc...
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How to Get Paid from 2023-06-13T16:17:04
Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a diffe...
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How to Avoid the Friend Zone from 2023-04-21T12:35
How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never c...
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Fortune Favors the Nosy from 2023-04-04T11:04:35
This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It’s about using business intelligence to identify and aggregate sourc...
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Be an Opportunist from 2023-03-08T17:35:11
Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you ha...
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How to Bag Your First Client from 2023-01-25T17:30:19
I’m Bagging This One This podcast episode provides a road map for landing your first client within your firm’s client profile. The earlier (in your career) you can do this, the better. ...
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How to Keep Your Sugar Daddy from 2023-01-11T18:09:28
How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it’s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for...
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Where the Deals Are in 2023 from 2022-12-19T21:49:35
This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot an...
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Pricing Legal Fees in an Inflationary Economy from 2022-12-07T14:30:24
How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation...
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Don’t Be a Thumb-Twiddler from 2022-10-17T12:04
The Cure for Procrastination In this episode, we learn to be our on therapist. I’ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips ...
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Be a Farmer from 2022-04-10T23:50:26
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 D...
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How to Sell to Female Buyers from 2022-03-12T13:08
How to Sell to Women For Women’s History Month, we discuss issues that can impact your effectiveness in selling to women who control budgets. This is a bit of inside intel or insight into wha...
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How to Talk about Money from 2022-01-31T16:12:29
How to Talk about Money Knowing what to charge is a key aspect of sales and a common cause of distress for salespeople. Here is a quick guide for sellers of professional and personal services to ge...
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How to Get in the Room from 2022-01-12T14:26
Effective Introductions These are do’s and don’t for introductory emails and phone calls directed to cold and warm leads. These intros help you get in the room to build relationships an...
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Don’t Be an Old Fogey from 2021-12-31T13:18:47
How to Manage Old Fogies The focus of this episode is teaching old dogs new tricks when it comes to virtual sales and marketing techniques. It’s about not perpetuating old fogey behaviors by ...
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Why Facebook Should Not Be Your Sole Outlet to Customers from 2021-10-08T12:05:15
This podcast episode could have been entitled "How not to Be a Pawn in Facebook's Chess Game." This week Facebook's platforms went dark as if to show Congress how important the company is to small ...
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Podcast Face-Off (Lawyer v. Journalist) from 2021-09-27T15:45
The Journalist and the Lawyer Talk Relationships & Earned Media Journalist Diamond-Michael Scott and Attorney Shavon Jones discuss (1) the best ways to secure earned media to get your message o...
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How to Match Sales Strategy to Firm Size from 2021-09-13T12:38
When It Comes to Sales Strategy, Size Matters Your business size, sales & marketing budget, and client profile should dictate your sales strategy. This episode discusses sales strategies for sm...
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How to Build Rapport with Leads from 2021-08-31T23:37:37
This episode is about following up with leads who have shown an interest in your offering. It discusses ways of engaging with them to build enough rapport to advance to the next stage of the buying...
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How to Negotiate A Disputed Fee from 2021-08-18T12:54:20
Tips on how to resolve a fee dispute. We also delve into the source of fee disputes and how to avoid them.
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How to Sell at Your Prospect’s Pace from 2021-06-12T12:30
Sell at Your Prospect’s Pace Sometimes your prospect may not be ready to buy from you even though they have a problem and the budget to address it. You may need to take these intermediate ste...
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How to Sell Fast from 2021-05-05T12:00
Lesson from 52 Sales Tips & How to Use Them This sales tips offers ways to identify and connect with prospects who have immediate demand for your offering during their current purchasing cycle....
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Be a Subsidiary (of your employer) from 2021-04-25T12:05
James's philosophy: Be as good as you say you are which means you must (1) actually be good and (2) say that you're good by promoting yourself.
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Developing Diverse Lawyers from 2021-02-26T12:00:08
Developing Diverse Lawyers Minority attorneys often leave legal firms even after becoming partners largely because of these systemic barriers. Learn what they are, why you should care, and what you...
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Prospecting in a Pandemic from 2021-01-26T08:33
Most effective lead generation tools for a pandemic.
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Split the Baby from 2020-10-26T12:57:54
To improve revenue, some of your marketing budget should be shifted to sales.
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Wait Your Turn from 2020-09-28T12:22:56
This is a follow up to our "Don't Be Trigger Happy" episode. It explains when it's your turn to lead.
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Don’t Be Trigger Happy from 2020-09-01T11:45:31
If a prospect gives you a buying signal, it may be tempting to try to close them before they change their mind. But the better salespeople know how to let the prospect close himself.
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Legal Ethics and the Internet from 2020-08-10T11:17:01
Prospecting during a Pandemic: How to Avoid Having your Internet Activities Deemed Improper Solicitations under Bar Rules.
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Be a Phone Warrior from 2020-07-20T09:05
Prospecting during a pandemic: here are the best lead generation tools.
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Be a Killjoy from 2020-06-30T15:34:39
How to position your law firm for success in the post-monopoly marketplace for legal services.
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Be a Funambulist from 2020-06-08T10:00
How to balance the business of law with the practice of law
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Be an Insurance Salesperson from 2020-05-20T09:54:58
The key to selling during the and in the wake of the COVID-19 pandemic is to sell COVID-19 insurance.
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