My book is out on Amazon!
It's about the gap between expertise and persuasion and how lawyers can do business development more effectively
I’ve been selling stuff to lawyers for over a decade now. First it was e-discovery software, and then it was contract management software. Now it’s flexible legal staffing solutions. When I first started out, I thought I’d be naturally good at it—because I had a law degree.
I wasn’t.
What I eventually figured out, after all the ups and downs of being a sales rep, sales manager, and eventually CRO—and through all the wins and losses was this:
The instincts that make us lawyers good at our law jobs work against us when it comes to business development. Your preparation, your expertise, and the fundamental urge to demonstrate both. You walk into the meeting ready to impress your listeners.
And yet that’s not what potential clients want. They want to feel heard.
The gap between you and the person you’re trying to convince is precisely what Talk Less Win More is about.
It’s a short book—just thirty-five pages. It’s designed to be a quick read. The argument I make is simple: lawyers generate better business development results by listening more than talking, and in very specific ways.
I wrote it for lawyers who are in sales or business development roles, because that’s my background. But it could be useful for law firm partners or recruiters who are trying to pitch other lawyers as well.
I just published the book via Kindle Direct Publishing.
If you buy the book (it’s priced at $4.99) and find it useful, I’d genuinely appreciate a review. Reviews in the first 30 days are what determines whether a book gets discovered by the Amazon algorithm. Even just a sentence or two makes a real difference.
Thank you! And hope you have a wonderful long weekend.
Alex