How To Sell To Attorneys and High-Power Executives, With Rob Gitell

Wes Schaeffer
March 24, 2022

How to get your foot in the door in any organization

Made a pivot in life from being a CPA after six years
Be curious about your prospects
Be interested in helping your clients
Ask great questions
Lean in
The client will get the feeling that you are sincere and will be easier to work with
The hard part is connecting for the first conversation
Bring insights
Be an expert
Help the prospect first

Be curious and committed to helping your clients to gain their trust and business.”

Well known in the space, especially New Zealand and Australia
He’s the first VP of Global Sales
He started with guerilla marketing at the beginning
Created their own community, Inview, that they host with over 2,000 members
Traditional sales methodologies are not working, i.e., cold calling, cold email, trying to get a blind meeting, or set up a demo
Digital marketing is working for them
- Targeted posts and campaigns
- Targeted emails
- Provide tools and industry insight that addresses the key challenges of their prospects
- Make it easy to be contacted after you pique their interest
- Cast that wide net
- Lead scoring is key
- A sales professional knows it takes multiple touches to reach the best prospects
He’ll target all of the top people at his target accounts
They do placement ads, associations, organic posts, etc.
They test and measure
They have fun at their trade shows (Legal Tech is now Legal Week)
They wear T-shirts, give away cool things
Optimistic vibe from attendees