Showing posts with label Jason Atchley Austin. Show all posts

Friday, May 20, 2016

Jason Atchley: Sales Approach: One Size Does Not Fit All

Sales Approach: One Size Does Not Fit All

May 12, 2016

Jason Atchley

We have all seen them. Sales people trudging around the airport with the latest sales training book of the month being forced on them by their sales manager. I know I have not only seen them but I have been them. I have read more than a dozen such books and have attended half a dozen training seminars. Which one is the best in my learned experience? Is it the consultative approach? Or is it the challenger? Maybe the instant buddy one? The hard seller? Soft sell? Customer personality? Oh wait, I've got it: the latest is solution selling, right? Do I need to close this door first or hold that one open? What if it closes or opens automatically? Do I bring power into the conversation now or later? What is a champion versus an influencer and why is that important? And when do I tell the customer they are doing everything wrong again? To say it all can get confusing and be counter-productive is n understatement.

To put it simply, I don't believe there is a "one size fits all" sales approach. You must find what works for you and employ those techniques to the best of your ability. If a salesperson is not comfortable with challenging a potential new client then forcing the challenger technique on them will not work. If you are an easy-going, friendly person, you will probably not get the desired results by forcing the hard sell approach. On the other hand, if you can align your personality and approach, you will most likely see the results play out before you. I have seen all different personality types succeed in sales. The one common characteristic for every successful sales person I have known is they have figured out what works best for their personality, their market, their offering and their client base. They don't try to be something or someone they are not. They don't force being the nice guy or networker if that is not who they are. The most successful salespeople are those who are able to be themselves, to be genuine, and to speak from their core within the context of the sales process. If you can find yourself in there and employ your strengths and abilities, you will be the best salesperson you can be.

Read the books, go through the training, learn everything you can about every sales approach out there, and then find what works best for you. Once you find your approach, you will be able to hone and perfect your technique. While one size does not fit all when it comes to sales approaches, there is certainly a sales approach out there for you. Find it, learn it, perfect it.

Jason Atchley

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Jason is an accomplished executive with more than 17 years of proven experience in executive leadership, technical sales, operations and sales support. He has a diverse blend of sales, operations, management, and leadership skills focused on helping technology companies expand operations, revenue, profits and market share at the regional and national level. Possessing rare persuasive, communication and inspirational skills, Jason has consistently driven double-digit growth while developing top teams and talent. Jason has a deep passion for technical sales and business development and is frequently asked to speak at industry conferences, has authored numerous articles on SAAS technology services and has been featured as a key participant in data management conference series.

Sunday, January 3, 2016

Jason Atchley : Legal Tech : A Sea of Change Coming in eDiscovery?

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Litigation Technology in 2016: A Sea Change Coming in E-discovery?

There could be a sea change for litigation technology in 2016 brought about by the emphasis on early case assessment.

Steven Ashbacher, Legaltech News

December 31, 2015 | 0 Comments

As we look ahead to a new year, there is an interesting shift in the conversation surrounding e-discovery that portends a change in 2016 with how we view the value that technology can bring to the process.

A growing choir of in-house counsel and outside law firms are talking less about the paradigm of linear e-discovery review—where electronic evidence travels from one stop on the EDRM to the next—and more about the need to gain a deeper vision into the evidence in a case as early as possible. In response to this evolution in client focus, we predict a sea change for litigation technology in 2016 brought about by the emphasis on early case assessment (ECA).

Of course, ECA is a term that means different things to different people. At the heart of ECA is the need to understand and deal with very large data sets resulting from the growing volume of electronic evidence, litigation and regulatory investigations, and make the right decision for the client when it comes to litigation versus settlement. In other words, being able to conduct ECA provides a means to assess exposure quickly, reduce cost and better shape litigation strategy.

In fact, the BTI Litigation Outlook survey has already identified early case assessment as the number one market driver for 2015, noting that in-house counsel are focusing on aggressive settlement strategies and placing more focus on case elimination rather than trial. Moreover, a recent LexisNexis survey of property and casualty (P&C) insurance carriers found that three out of four P&C Carriers use some form of early case assessment, with a stunning 98 percent of them declaring it is “effective” or “very effective” as a means of cost containment.

Benefits of ECA

There are three primary benefits that corporate clients can realize from treating ECA as their new paradigm for e-discovery:

1. Reduce Costs

ECA drives down costs in two additional key ways. First, by addressing electronic evidence at the source and making the content searchable, litigation teams can start reshaping the entire e-discovery process across the workflow, gaining dramatic efficiencies downstream.

Second, an effective ECA strategy on the front end of the e-discovery process can significantly reduce data volumes into the funnel, which obviously has massive implications for cost savings during the expensive document review phase. Some companies have been able to reduce the amount of data subject to review by as much as 85 percent with a robust early case assessment effort.

2. Manage Risk

Interestingly, one of the things that many in-house counsel found appealing about outsourcing their e-discovery in the past was the notion that they were transferring the responsibility of storage, spoliation, retrieval and other potential data custodian risks. Now, many corporate counsel are determining that it’s actually in the company’s best interests to keep as much of the e-discovery work in-house in order to better manage risk.

ECA plays a crucial role in this risk management. Taking e-discovery upstream and closer to the original data allows the client to control its own standards for consistency, transparency and repeatability, which all equate to defensibility. This translates to greater control and reduced risk.

3. Shape Litigation Strategy

In addition to reducing costs and more aggressively managing risk, a focus on ECA helps litigation teams to develop more insightful litigation strategy. Simply put, the more information that your in-house team has regarding the size and risk associated with litigation, the more likely your company is going to be making the best decisions about how to proceed in the case.

Do we go all-in on trying the case, knowing the discovery expenses we’ll be encountering and the sheer volume of pre-trial work that will be required? Do we push forward for now but apply some clear litmus tests on how far we’ll litigate and at which points we’d be willing to settle? Or do we fold our tent now, cut our losses and get the matter resolved as quickly as possible? Hopefully, the decision whether to settle or move forward to trial is simpler, now that projected costs and the potential risks involved with the litigation have been thoroughly assessed.

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Jason Atchley : Legal Tech : 2016 Predictions for Legal Tech

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2016 Predictions for Legal Tech

Legaltech News

December 28, 2015 | 0 Comments

Without a doubt, 2015 was a banner year for the legal technology world. From some of the biggest data breaches and e-discovery cases to what's coming in the New Year, Legaltech News provides you with a look forward and back on some of the biggest issues trending in the space.

How Should E-Discovery Professionals Handle Data in 2016?
As the year comes to a close, changes in the discovery process are occurring amid every facet of the legal profession. On Dec. 10, e-discovery software developer Exterro announced the release of its “2016 E-discovery Preparedness Almanac,” an offering aimed at helping e-discovery professionals navigate the ongoing changes in their field.

Top Predictions for Managed Services Models in 2016
Security, cost predictability, best in breed technology and around the clock support are the baseline benefits for any MSA. But how are firms bringing this to the next level?

5 Data Breach Predictions for 2016
In its third annual Data Breach Industry Forecast, Experian makes five sobering predictions based on recent events and new and emerging trends.

Top 5 Law Firm Tech Trends: Are They Truly Feasible for 2016?
What will happen in the New Year? Now is a great time for firms to benchmark potential options, technology and processes to further improve their practices.

Jason Atchley Jason Atchley Jason Atchley Jason Atchley Jason Atchley Jason Atchley Jason Atchley Jason Atchley

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Jason Atchley

Friday, May 20, 2016

Jason Atchley: Sales Approach: One Size Does Not Fit All

Sunday, January 3, 2016

Jason Atchley : Legal Tech : A Sea of Change Coming in eDiscovery?

Litigation Technology in 2016: A Sea Change Coming in E-discovery?

Jason Atchley : Legal Tech : 2016 Predictions for Legal Tech

2016 Predictions for Legal Tech

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