Cross-selling is becoming an essential part of how law firms can boost their revenue and create long-lasting relationships with their clients. Yet, CMOs and BD leaders have recognized that their lawyers are struggling to cross-sell effectively, leaving them wondering how they can get their lawyers over the cross-selling barriers. The key to that is building a real human connection.
On today's episode of the CMO Series Podcast, Charlie Knight is joined by Jason Levin, Founder of Ready Set Launch and See more +
Cross-selling is becoming an essential part of how law firms can boost their revenue and create long-lasting relationships with their clients. Yet, CMOs and BD leaders have recognized that their lawyers are struggling to cross-sell effectively, leaving them wondering how they can get their lawyers over the cross-selling barriers. The key to that is building a real human connection.
On today's episode of the CMO Series Podcast, Charlie Knight is joined by Jason Levin, Founder of Ready Set Launch and author of Relationships to Infinity, former brand marketer of Unilever, and a business development coach to law firms across the US. Jason shares his insights on how CMOs can help their lawyers be more authentic and in-tune with their clients to help unlock unlimited opportunities to cross-sell and establish long-lasting relationships.
Charlie and Jason cover:
- The types of clients Jason takes on and the core work Jason does with law firms
- The expectations that general counsels have for law firms and the reason why lawyers fall short in meeting their expectations
- The approaches lawyers can take to build relationships and how CMOs can make it easier for their lawyers
- The barriers holding law firms back from cross-selling and what practical steps CMOs can take to help their lawyers unlock their cross-selling potential
- The ways CMOs can help their lawyers shift from the ‘not enough time’ mindset to a proactive mindset
- Practical examples of small changes that lead to significant results, along with key takeaways CMOs should apply
- Advice for CMOs on building authentic relationships to unlock the full potential of cross-selling within their firms
A transcript of this episode is available: https://blog.passle.net/post/102kfq4/cmo-series-ep174-jason-levin-of-ready-set-launch-on-the-key-to-cross-selling See less -
