Mike Mellor is the Director of Marketing and Business Development at Pryor Cashman. Mike shares his thoughts about the importance of building a niche practice that demonstrates one's industry expertise, and reinforcing that expertise through the creation and publication of thought leadership. Mike, Jay, and Tom discuss:

- B2B buying and content consumption patterns

- How having a niche can help you stand out

- Why it's critical to frequently optimize and improve your See more +

Mike Mellor is the Director of Marketing and Business Development at Pryor Cashman. Mike shares his thoughts about the importance of building a niche practice that demonstrates one's industry expertise, and reinforcing that expertise through the creation and publication of thought leadership. Mike, Jay, and Tom discuss:

- B2B buying and content consumption patterns

- How having a niche can help you stand out

- Why it's critical to frequently optimize and improve your website and LinkedIn bio

- The benefits of LinkedIn Sales Navigator as a business development tool

- What to do—and not do—when meeting a prospective client See less -