Technology Sales People – The New Success Profile : Most technology firms have struggled to make their revenue numbers for the past 3 years. The sharp drop in tech spending and vastly competitive landscape can shelter some of the blame. However, the way companies buy has changed – and your sales people must now be able to execute a mission that has vastly changed in a few short years. PDF Available

Diagnosing Your Revenue Generation Issues : Selling solutions today is a complex and competitive process that typically involves the contribution of many parts of your company. How do you know where the breakdown is? Akina suggests a method to diagnose your sales approach to determine what specifically is causing your problems. PDF Available

Building a Client Service - Minded Staff : Does a lawyer marketing professional need proper training and service-minded attitude to reap both long and short -term benefits? PDF Available

High Impact Returns from Account Management : Akina recently polled 30 plus business to business companies ranging in size from Global 100 to Series B emerging companies to learn more about their account management programs.
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How to Steer Your Firm to Greater Revenues when you're not in the Driver's Seat : A law firm partner recently admitted that he has come to the frightening realization that he's operating in "an era of a new covenant." He can no longer take for granted his continued success as a partner of the firm by relying on his ability to do good work.

Sales Tip – Building credibility through "Discovery" Letters : One of the first things you learn when you enter the business world is the importance of "getting it in writing". Documenting the important points of a business conversation is an age old concept that brings many benefits. How?

Selling to Multiple Decision Stakeholders : The down turn in the economy has forced most organizations to change the way they buy. Decisions are made or approved at much higher levels – making the process to sell to them much more challenging and complicated. This fundamental change in the buying process has thrown most technology sales organizations and people for a loop.

Firm Leadership's Role in Retaining and Growing Clients : The past few years have certainly been interesting and challenging. Most Law Firms have focused on careful growth management and enhancing overall profitability.

The Pursuit Drill ™: Improve Your Sales Team's Ability to Close Deals: There are only two reasons why companies do not buy from your organization. They are... PDF Available

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