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

• How to use content to overcome the selling aversion.

• 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:

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Hosts of The Thought Leadership Project

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.

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