Nicole chats with Bryan Caplin – VP, General Manager and Head of Sales for Axiom Law.
Strengths/habits that have led to success: Learned to navigate the highs and lows. Prepare, prepare, prepare. Transparency is key – with the team members and clients.
Growth strategy: Axiom uses aspects of Challenger Selling specifically: to teach and add value in every conversation; while subscribing to all tenets within the Predictive Revenue model including funnel specialization – a critical factor in their success.
Tactical best practices: Clients value the Axiom view that contracts are more than paperwork. That the data within the contract holds value and can be leveraged to drive the business.
Success story: As you create a foothold within an account – seek an internal coach. All of Axiom’s key relationships started with an internal connection who told the Axiom story and led the charge.
Legal services have become about ‘volume’. Some large specific matters occur but the majority are not based on individual judgment but rather ‘rules’ and repetitive engagement – industrialization.
Millennial, Mobile, Global: Continue to challenge the status quo and keep an open mind. Patience is key. Share your ideas.
Enjoy about work: There’s been more disruption and change in the legal industry during the last 10 years than the previous 100. It’s a really exciting tie to be in the industry.