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Want to sell legal services better? Matt Prinn says you need to get the right people in the room (and it's not always the lawyers).
Matthew Prinn - November 11, 2019Mike O'Horo explains the process whereby you help those who’ve found you make a well-informed and reliable decision — painlessly for them and for you.
Mike O'Horo - October 24, 2019Mike O'Horo explains the perverse dynamic at play when firms hire lateral partners, and what's really at stake.
Mike O'Horo - August 22, 2019Do you feel fear and anxiety when trying to close a sale? Here's how to eliminate it.
Mike O'Horo - May 8, 2019Before you can draw a line in the pricing sand, you have to have a replacement source of revenue.
Mike O'Horo - March 12, 2019Lawyers know they have to stay in contact. Otherwise, you risk missing out on work simply because too long of a gap between communications made the client or prospect forget you. But too many lawyers struggle to generate relevant welcomed ...
Mike O'Horo - February 7, 2019Unless you're creating sales opportunities, or converting sales opportunities, you're hanging out on the sidelines with the other nonplayers.
Mike O'Horo - December 19, 2018If you’re committed to “serving sales” — to your clients and prospects — to facilitate more lucrative and loyal relationships, then you have to reserve your senior sales and marketing professionals a seat at the table.
Beth Cuzzone and John Hellerman - December 17, 2018Marketers of anything who fail to learn prospective buyers’ motivation are doomed to fail.
Mike O'Horo - October 17, 2018Regardless of the buyer's or seller's gender, there is a reliable way to communicate when selling your services.
Mike O'Horo - August 20, 2018