Today's guest is selling into what I probably have seen as one of the hardest spaces.

Imagine selling for a company that's in a different country and you're selling into the legal

profession, lawyers, law firms. And I personally have never done this, but several people in my courses have.

So I've done a tremendous amount of one-on-ones with them on how to get into a law firm,

especially in the case of the people in the course, first sales job.

Imagine that.

And they were able to, we were able to figure it out

but it was certainly one of the more challenging use cases for the course that

I've had and unfortunately it was the first year I put the course out but they've

been able to have success with that today's guest has had a career in this space and is now moved into a leadership role,

but we get into how do you get into these large, complex organizations?

And you might ask yourself, well, what's so hard about law firms and lawyers?

Well, if you don't have any experience with a lawyer,

consider yourself happy. But lawyers high pressure, they bill for their time, they assume

everyone else is lying, they have to protect themselves and their clients, their professional

arguers. So now you put that all together and they're insanely suspicious of everything and

everybody. So this interview, we're going to get into selling into the hardest of the hard.

And how do you work your way around that?

How do you keep the deal moving?

Keep your spirits up.

Keep engaged with the client.

And I'll sum it up at the end.

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