When Sales Culture Wins: Inside the BD Program behind Benesch's decade of growth | Legal Soundings EP11

Sales culture in law firms isn't about turning lawyers into sellers. It's about the structures, incentives, and shared accountability that make growth a team habit — and Benesch has built one of the best. In this episode, Zena Applebaum is joined by Kori Fahrner (Business Development Manager, Benesch) and Beth Cuzzone (VP, Global Growth Marketing, Intapp, and co-founder of LASSO — the Legal Sales and Service Organization) to unpack how Benesch became the first firm to win two LASSO awards back-to-back. The conversation moves from the Team Everest rainmaker program and its 327% revenue growth, to whether that success is replicable, to why technology should be a system of action rather than a system of record — and the human relationships that AI frees up, not replaces. **What you'll hear:** - Why sales culture is about systems and incentives, not training lawyers to sell - Inside Team Everest: How a 19-partner program scaled past 35 and helped drive 327% revenue growth - Whether Benesch's results are replicable, or down to culture - Why recognition programs only work when tied to a broader culture - CRM as a "system of action," not a database — and AI as a coworker - The one non-tech tool every BD team needs: real transparency and collaboration - Lightning round: the biggest myths, what firms still get wrong, and the voice of the client **Guests:** - Kori Fahrner, Business Development Manager, Benesch Friedlander Coplan & Aronoff LLP - Beth Cuzzone, VP, Global Growth Marketing, Intapp; Co-Founder, LASSO **Host:** Zena Applebaum, Head of Marketing, Harbor **About Legal Soundings:** Legal Soundings is Harbor's podcast exploring how technology, leadership, and innovation are reshaping the business of law. Each episode features a rotating Harbor host and expert voices from across the legal ecosystem. Learn more about Harbor: https://harborglobal.com Subscribe and turn on notifications so you don't miss the next episode.