Episodes

Hustle & Grit with Eric Janssen

Eric Janssen

Hustle & Grit with Eric Janssen Build Your Book

Eric is a practitioner and also a professor of sales at the Ivey Business School at the University of Western Ontario.

Each year he teaches hundreds of entrepreneurs, consultants, engineers, and new grads how to sell. Not long ago he was in the trenches (sometimes literally) closing deals with the best music festivals in the world, logging 100,000+ air miles a year, and managing a global sales team. He did eventually figure out how to sell the right way, but it was a long and winding road full of trial-and-error.

Today he teaches at one of the most popular courses on campus. Eric believes that a grounding in proper sales gives you ability to make more money, get promoted, or have more flexibility in your professional life because you can generate revenue. Eric believes we need to bring sales education back in business and law schools.

In this episode we get into topics such as:

  • What are the elements of preparing for a sales meeting…
  • Why even business schools have ignored teaching sales skills to grads…
  • How to trade up a pen for a car…
  • The importance of rejection…
  • Why manufactured experiences can boost your selling skills…
  • And so much more!

Resources from this Episode:

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Radical Transparency & Creativity with Josh Calderon

Hustle & Grit with Eric Janssen Build Your Book

Josh Calderon is running his law practice differently. He confronts the myths of being a solo-practitioner. He shares his revenue numbers publicly on LinkedIn. He gives us a playbook on how to do business development effectively even when you don’t have the family connections to open door for you.

Josh represents a new era of lawyers who practice with radical transparency.

In this episode we get into all the nitty gritty details such as:

  • How to stand out from the competition…
  • Why going narrow and deep is much better than being broad and shallow…
  • What it takes to get your first $500 client, and then your $50,000 client…
  • Why we need to embrace radical transparency to grow our practices…
  • What mental blocks are and why they’re the most important thing to work on…
  • The difference between working “on” vs. “in” your practice.
  • The artist’s approach to building a law practice

and more!

Resources from this Episode:

Help Us Out!

If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews on every major platform. Thank you – we really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note here.

Also available wherever you listen to your podcasts:

For more podcast links, go here.

Samantha McKenna (#samsales) on LinkedIn Tips for Lawyers

Samantha McKenna

Hustle & Grit with Eric Janssen Build Your Book

Sam is a LinkedIn influencer. She’s one of the most sought after trainers & consultants in the world of sales and marketing. 

Sam started helping people with their sales challenges not too long ago and quickly built it into a leading organization. She’s since then worked with lawyers at 95 of the AmLaw 100 firms.

She’s here on our show today to share us how lawyers can do LinkedIn right.

This isn’t just about LinkedIn of course. It’s about the psychology of your clients, the LinkedIn algorithm, and what sets you apart as a lawyer. It’s about what to write about and how to connect with others to get business coming your way.

There are some great insights in this episode if you’re looking to up your LinkedIn game.

More about Sam:

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If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews on every major platform. Thank you – we really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note here.

Also available wherever you listen to your podcasts:

For more podcast links, go here.

Steven Werner – From JD to a Sales Career

Steven Werner – From JD to a Sales Career Build Your Book

Steven Werner went to law school for his JD, but ended up with a sales career instead. Not for just legal tech companies, but directly for law firms and attorneys.

He started helping attorneys book meetings with general counsels. Through his unique insights, sheer perseverance, and an ever expanding network, he soon started opening the doors for AmLaw 200 law firms into the offices of general counsels at leading companies across the US.

In this episode, we reflect back on his career over the decades to go over:

  • Why do lawyers so often struggle with selling?
  • How to initiate relationships with prospects?
  • What are some of the best practices from the world of legal tech that attorneys need to adopt?
  • Where marketing and business development divide and how to bridge the gaps?

If you’re looking to outsource building these relationships and getting someone to open doors for you, Steven just might be your person! Listen to this episode and learn about a unique approach to business development that can help your practice.

Sources we talked about:

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If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews on every major platform. Thank you – we really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note here.

Also available wherever you listen to your podcasts:

For more podcast links, go here.

Giles Thompson – Getting Agile as a Lawyer going into Tech

Hustle & Grit with Eric Janssen Build Your Book

This week, we’re joined by Giles Thompson from across the pond in London, UK. He’s a former city lawyer turned Head of Growth at Avvoka, where they’re doing incredible things in the world of document automation.

We get into his story of the things he had to learn, unlearn, and is in the process of learning.

These ideas include:

  • using agile methodology to create change in incremental and systematic ways…
  • the lessons to be learned and adapted about how the tech world works and how that applies to law…
  • the process of selling to lawyers (what’s it like being on the other side)…
  • why law firms and lawyers need to start thinking about customer experience before someone else does…
  • and a lot more…

The idea is simple: if you can learn these ideas and adapt them from one of the most productive industries on the planet, you can set yourself apart massively! This conversation is unique because it’s from a lawyer who went into a business function at a startup and is creating waves in the industry.Lots to learn in this one!

Find Giles Thompson at:

Help Us Out!

If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews on every major platform. Thank you – we really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note here.

Also available wherever you listen to your podcasts:

For more podcast links, go here.