Date & Time: March 11, 2026 | 12:00–12:45 PM ET
Overview
Law firms generate no shortage of “opportunities,” yet many stall because they were never real to begin with. This interactive session offers a practical framework to help BD and revenue leaders distinguish hopeful conversations from true revenue potential.
Join Darryl Cross, Raya Blakeley-Glover and moderator Jenna Schiappacasse as they unpack what “real” opportunities look like in complex legal sales — focusing on client signals, business drivers, urgency, and decision dynamics.
You’ll learn how to:
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Define what makes an opportunity real in complex sales cycles.
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Establish a shared language for qualifying and verifying opportunities across partners and practices.
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Apply practical questions and signals that separate true demand from false positives.
This conversation isn’t about saying “no” to partners — it’s about helping teams invest time and energy where it counts most.
Speakers and format:
This 45-minute virtual session features two expert panelists and a dedicated moderator to guide the conversation and manage audience participation. The format includes 30 minutes of guided content and discussion, followed by 15 minutes of interactive Q&A.
Who should attend:
Open to all legal marketing, business development, and sales professionals — you do not need to be an LSSO member to join.
This program aligns with LSSO’s focus on Commercialization and Data Analytics & Intelligence, two of our five core Pillars. Learn more about LSSO’s five Pillars.
Registration is complimentary; all are welcome to attend.
