Rely on the most comprehensive, up-to-date legal content designed and curated by lawyers for lawyers
Work faster and smarter to improve your drafting productivity without increasing risk
Accelerate the creation and use of high quality and trusted legal documents and forms
Streamline how you manage your legal business with proven tools and processes
Manage risk and compliance in your organisation to reduce your risk profile
Stay up to date and informed with insights from our trusted experts, news and information sources
Access the best content in the industry, effortlessly — confident that your news is trustworthy and up to date.
With over 30 practice areas, we have all bases covered. Find out how we can help
Our trusted tax intelligence solutions, highly-regarded exam training and education materials help guide and tutor Tax professionals
Regulatory, business information and analytics solutions that help professionals make better decisions
A leading provider of software platforms for professional services firms
In-depth analysis, commentary and practical information to help you protect your business
LexisNexis Blogs shed light on topics affecting the legal profession and the issues you're facing
Legal professionals trust us to help navigate change. Find out how we help ensure they exceed expectations
Lex Chat is a LexisNexis current affairs podcast sharing insights on topics for the legal profession
Discuss the latest legal developments, ask questions, and share best practice with other LexisPSL subscribers
By Kevin Wheeler
It is a commonly held view in the legal sector that the best way to win new business is building strong relationships with decision-makers, listening to them expound on their needs, pointing out how you/your firm’s services can meet these, and then waiting for the person to buy from you once they have trust in your ability to deliver the solution they need. Simples – or so we thought!
The Challenger Sale
I have recently read a book that has made me think about whether this is indeed the best approach, and I no longer think that it is. The Challenger Sale by Matthew Dixon and Brent Adamson is based on research undertaken by the CEB (Corporate Executive Board) since 2009 and has involved more than 6,000 sales reps selling to B2B customers. When reading this book, or accounts of the authors’ findings, it helps if you think “partner” whenever you see the word “sales rep”.
The research had its genesis in the observation by the CEB that despite the world falling off a cliff when the credit-crunch hit in 2008, some sales reps were still selling a lot when the majority were not. The research was aimed at finding out what set these high performing reps apart from the rest.
Five selling profiles
It turns out that every
Access this article and thousands of others like it free by subscribing to our blog.
Read full article
Already a subscriber? Login
Kevin Wheeler has been advising professional services firms on all
aspects of marketing and business development for nearly 30 years. As a
consultant he helps firms to manage and grow their key clients as well
as to win new ones. As a certified coach with WABC he works with
partners and those approaching partnership to improve their BD skills.
0330 161 1234