Because it's Saturday, this post will not be IP-heavy, but rather exploratory. Take a look at this three-part video series and consider how the focus can apply to legal sales. Particularly at the law firm level.
How do you sell services to an organization? Where's the value? Who's on the sales team and why? What are you selling? What's the value proposition you are proposing and what is the value proposition that is being heard by the buyer?
Food for thought ....