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