Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on January 1, 2007
Category Uncategorized Great salespeople are in the customer success business, and a sale is just the pleasant byproduct of helping your clients succeed. This is great news for attorneys who bristle at the thought of ‘selling.’ It’s also one of the core concepts in Julie Thomas’ book, “ValueSelling: Driving Up Sales One Conversation At A Time.” Clients today aren’t looking for smart lawyers or even superior legal services – they are looking for value. As the business climate has changed, clients have access to more information and alternatives than ever before. They can do business with your competitors, bring work in-house - or even do nothing at all. To really excel in Business Development,