How To Sell To Attorneys and High-Power Executives, With Rob Gitell

Sales Tips you'll learn today on The Sales Podcast... Made a pivot in life from being a CPA after six years Be curious about your prospects Be interested in helping your clients Ask great questions Lean in The client will get the feeling that you are sincere and will be easier to work with  The hard part is connecting for the first conversation Bring insights Be an expert Help the prospect first Outsmart and Outmaneuver Your Competition To Grow Sales Legal matter management systems Competitive space Be curious and committed to helping your clients to gain their trust and business." Well known in the space, especially New Zealand and Australia He's the first VP of Global Sales He started with guerilla marketing at the beginning Created their own community, Inview, that they host with over 2,000 members Traditional sales methodologies are not working, i.e., cold calling, cold email, trying to get a blind meeting, or set up a demo Digital marketing is working for them Targeted posts and campaigns Targeted emails Provide tools and industry insight that addresses the key challenges of their prospects Make it easy to be contacted after you pique their interest Cast that wide net Lead scoring is key A sales professional knows it takes multiple touches to reach the best prospects He'll target all of the top people at his target accounts They do placement ads, associations, organic posts, etc. They test and measure They have fun at their trade shows (Legal Tech is now Legal Week) They wear T-shirts, give away cool things Optimistic vibe from attendees Sales Growth Tools Mentioned In The Sales Podcast Visit his site at LawVu

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