Case Studies: Sales Training
No Such Thing As A Cold Call
Problem...
A client with 15 years of practice was having difficulty
identifying new prospects.
Solution...
After suggesting he review his alumni law firm newsletter, he
noted that an earlier graduate had recently been promoted to senior in-house
counsel for an international garment manufacturer. By linking his first
communication to the law school they had in common, and pointing out a
related European Union decision, he has now been introduced to the world of
international litigation and will be growing that practice.
