Marketing by engaging with the community

The latest from around the legal ecosystem, plus an update on a new project

Hope you all are having a wonderful week! Today I’m going to be sharing two broad themes I’ve seen in the news lately, which are both related to sales and marketing. Before I get into it, I wanted to give you all a preview of a major project I’m working on.

A few weeks ago, I mentioned that I was going to write an article about how to generate more conversations with buyers. The idea came from the popularity of my article Growing Your Book Of Business. As I’ve been working through it, I realized it’s going to be a bit more extensive and detailed than what I had expected. The content is based on conversations I’ve had with startup founders, sales veterans, and successful rainmakers, and notes from my previous roles in sales/marketing.

So instead of putting out a simple article, I plan to break it out into various parts with deep dives into specific “methods” to generate conversations. For example, there will be standalone deep dives on conferences, webinars, targeted emails and DMs, and social media. The tactical content will be placed behind a paywall, and offered only to paying subscribers of this Substack. Pricing will be designed to make it easy to reimburse with your organization.

Anyways, I’ll be updating you soon on when that’s up and available. In the meantime, here are the two big themes I’ve been thinking about this week: