Emotional intelligence, as defined by Psychology Today, is ‘one’s ability to manage and identify your own emotions and the emotions of others.’ At first glance, this might not seem relevant to your law firm, but your ability to tap into emotion can have a lasting impact on your client relationships. To explore emotional intelligence and its impact on legal firms, we sat down with Jaimie B. Field, Esq. legal business development expert and creator of Enlightened Rainmaking. As a passionate proponent for law firm business development, Jaimie understands that lawyers need to be relationship experts to grow their practice. This…
With 84% of buyers starting the buying process through a referral, it is more important than ever to have strong and lasting client relationships. Salespeople no longer have the first interaction with leads, prospects are instead led to firms through existing client relationships and recommendations. This makes it critical that your sales and business development teams are developing and maintaining strong relationships with their clients. So how can you help level-up your business development team’s relationship game? Relationship intelligence is the ability to organize and analyze all of your firm’s client relationships in an actionable and digestible way. It paints…
In today’s marketplace, business development teams need to be on top of their relationships now more than ever. With over 84% of buyers beginning their buying process through a referral, client relationships are now the driver of new business. The pressure is on for business development and sales teams to develop and maintain strong client relationships. As relationship intelligence automation expert Brent Leary shares, this traditionally takes salespeople an enormous amount of time. So how can firms help their business development and sales teams create strong relationships without sacrificing so much valuable time? According to our trusted expert, Brent, the…
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Today’s sales and business development teams sport some scary stats:
- 67% of sales pros don’t hit their individual quotas
- More than half of all salespeople close at less than 40%
- Only 50% of salespeople feel like they can access key players
What’s a revenue producer to do when faced with stats like these? Let’s use sales intelligence so we can laugh our way past quota (and keep laughing all the way to the bank).