Erik Meier is the Founder/CEO of the EAM Consulting Group and President of Sandler Training, a sales and management training company with locations in Troy, Lansing and Grand Rapids, Michigan. He shared with Jay and Tom his best advice for lawyers looking to grow their practices and optimize their business development efforts, including:
Why is it important for lawyers to focus on "behaviors" and not results, when it comes to business development?
What behaviors should attorneys prioritize?
What are the most common fallacies and limiting beliefs shared by lawyers and other consultants when it comes to the notion of "selling," and how can they overcome them?
How has Erik seen firsthand the ways in which content marketing (specifically thought leadership) has intersected with business development and sales?
Why the first step in the Sandler Sales Training process is the easiest...and the most critical.
Reading & Resources
Connect with Erik on LinkedIn
Episode 12: What is content business development?
When it comes to business development, focus on the process, not the result.
Learn more about EAM Consulting Group
The Sandler Pain Funnel:
Looking for more? Subscribe today!
Listen wherever you cast. And don't forget to rate and review The Thought Leadership Project!
Want to be a guest on a future episode?
Share your thoughts directly with our show hosts by emailing Jay Harrington or Tom Nixon.
Hosts of The Thought Leadership Project
Jay Harrington
Tom Nixon
Jay Harrington is a lawyer, author, executive coach, and marketing consultant for law firms and lawyers. Tom Nixon, who is Chief Storyteller at the Harrington agency, has more than 25 years of experience helping experts become thought leaders. Both are prolific content creators whose work has been featured in leading publications in the legal industry.
From start to finish, we help our clients conceptualize, create, and produce podcasts that engage their audience, build awareness, and support business development efforts. In less than 30 days, we will have you up and running with a polished podcast. We will handle the details of podcast setup, from technology to branding, so you can focus on getting ready to host your show.