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Sales Speak: Overcoming the Doer-Seller Dilemma

Rethinking Sales As an Act of Service

Lawyers are one of only a handful of professionals whose job requires them both to do the work and generate the business. This “Doer-Seller” Dilemma is particularly vexing for lawyers because of a long-held belief that sales is somehow beneath the legal profession and because lawyers have a limited view of what successful selling looks like.

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Sales is a challenge for every business, but it’s a subject many lawyers still tippy toe around — even as more firms focus on improving business fundamentals.

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