News & Articles

What Makes a Great Manager or Sales LeaderDenise Horan, Principal, Integrated Management & Sales ConsultingAnd Sierra Giamportone, Marketing Intern, UAlbany“Great sales managers and leaders…”Know their team. Understand each of your team members strengths and weaknesses.Assign your team members tasks that highlight their best abilities. Assist in the development of areas where your team members need improvement. Lead by example.Model the behavior you want to...

5 Reasons Why Coaching is More Important Than Ever for Lawyers Seeking Business Development Denise Horan, Principal, Integrated Management & Sales Consulting  And Sierra Giamportone, Marketing Intern, UAlbany  Many lawyers are intimidated by the idea of business development coaching. Common reasons why lawyers feel reluctant to engage in business development include:A lack of education on how to develop business or a lack of confidence in their ability to develop...

Developing Your Personal Brand “Your smile is your logo, your personality is your business card, how you leave others feeling after an experience with you becomes your trademark.” Jay Danzie Why is this topic so important now?Let’s look back before Covid (BC).  How did we market ourselves? Most of us were making calls, setting up appointments, attending networking events and charity functions. We also invested in marketing through our websites, ads,...

What You Didn’t Learn in Law School Impacts Your Ability to Attract Clients   Do you need to attract clients to your legal practice? Unless you have too many clients, you have a marketing problem. Consider the following evidence:   Law schools do not teach marketing. You gained a wealth of knowledge as a law student except how to market that expertise to gain clients. While you’re a legal expert, you’re probably clueless about business development. ...

  capitalregionchamber.com News June 9, 2021 Denise Horan, author, sales consultant and sales trainer, introduces her new book, Stories from the Sales Field: Navigating a Sales Career in a Post-Pandemic World.  After thirty years of training sales superstars, Denise Horan knows the secrets of sales success for today’s stressed, time-starved sales professionals. Timely and engaging, Stories from the Sales Field: Navigating a Sales Career in a Post-Pandemic...