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For the modern human, we spend the majority of our days online. Whether it's browsing on a mobile device, working in front of a laptop, or using a smart tv at home, we remain plugged in for the majority of our daily activities.
Today on Inbound Academy we’re jumping into pt.2 of our discussion about aligning your sales and marketing efforts.
You may be part of a company that has separate sales and marketing departments. You may be the marketing and sales department all on your own. No matter your situation, it’s important to align both of these worlds so they work together instead of against each other. We’ll show you how on the next two episodes, so let’s get started with Part 1!
Frustration between marketing and sales teams is a common problem that companies see over and over again. The sales team wants and needs more leads - more importantly, better leads. The marketing team generates a prospect, but Sales says the lead is not good enough or ready. Both teams are aggravated and feel that the other side isn't doing their job.
I have been in sales since I can remember. From pitching my parents my need for a G.I. Joe toy to selling chocolate at Beach High and then cold calling as a loan officer at a bank. My selling experience has helped me grow through my years as an entrepreneur. Along with my experience I have had the opportunity to learn from some of the world's best sales people. At my last agency, I learned from a student of Jordan Belfort (Yes, the wolf of Wall Street). Since then, I have used the straight line persuasion method to grow our agency to where it is.
According to a research study conducted by Bloomberg Law and the Legal Marketing Association, “67% of attorneys and marketing and business development professionals agree that their law firm is increasing its emphasis on business development and marketing efforts.” This increased focus on alignment of these traditionally separate departments leads to opportunities for marketers to grow professionally within the firm.
In the following, we provide actionable insights to the process needed to align your marketing and BD for law firm growth.
- Define Legal Marketing and Business Development
- Define the journey of from stranger to client and beyond
- Communicate on one platform
- Measure every key touchpoint
Law Firm Marketing Inbound Sales Business Development for Law Firms CRM for Law Firms
“Success requires first expending ten units of effort to produce one unit of results. Your momentum will then produce ten units of results with each unit of effort.”
Charles J. Givens
Dwight D. Eisenhower said “Plans are nothing; planning is everything.”
The first hour of your workday sets the tone for the rest of your workday.
If you are overwhelmed before you start the workday, what will be the results for the rest of your day when challenges arise?
Business Problem Solving: The decision.
George C. Marshall said “Don't fight the problem, decide it.” Having strong problem solving skills will make a huge difference in your self-development, family and career.
Every month, I speak to at least 3 or 4 sales professionals. I keep a strong circle of sales people around me in order to keep my own sales skills sharp. Lately, the conversations are going like this, “Rod, I have annihilated the list my boss gave me, I’ve called the entire Miami C-suite, and out of the thousands of leads in our database, a few turned into customers. I pound the phones daily but there has to be an easier way!”