Breaking BizDev
What does "business development" mean anyways?
On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm.
Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away. Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business.
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Episodes
90 episodes
Strategic Partnerships: Working Together In Orbit
Align yourself with other consultants in-orbit around your clients to deliver more value.Strategic partnerships can transform the way your business grows, turning the equation 1 plus 1 into something much greater. In this episode, John ...
Segment Development Plans: Win New Deals From a Slice of the Market
Win new business from accounts that share a common characteristic. This way, you can build your brand and create efficiencies.In this episode, John and Mark explore how firms can build Segment Development Plans that help firms grow relat...
Account Development Plans: Grow Revenue From Your Best Clients
Transform the way you grow key accounts.Yes, you can achieve revenue growth and strengthen client relationships by developing comprehensive account development plans. In this episode, John and Mark share how to co-create effective accoun...
Storytelling Frameworks for Marketing and Sales
Emotion drives purchase decisions more in B2B than B2C. Let that sink in.Yes, even when selecting professional service providers, emotion plays a major factor in decision-making. The relationships we forge and the stories we tell influen...
Inbound + Outbound = New Business
Unlock the full potential of your firm's ability to *create* new business by mastering both inbound and outbound revenue generation activities.In this episode, John and Mark explore the synergy between inbound and outbound business deve...
The Mindset Shift: Avoiding Sales Stereotypes in Professional Services
Coffee isn’t just for closers. Buyers can smell your commission breath.Good salespeople don’t have all the answers. In this episode, John and Mark bring on voices from other sales and marketing experts in the profession...
Why Don't Firms Believe in Lead Generation?
Believe it or not, lead generation can actually work. Even for accounting, AEC, or consulting firms. In this episode, John and Mark break down the importance of lead generation, exploring why firms need to take it seriously beyond just waiting ...
BONUS: Go Behind the Scenes of Breaking BizDev
Get a behind-the-scenes look at Breaking BizDev.In this episode, John and Mark pull back the curtain on the production process, the technology they utilize, and how they're building listener engagement. From their first episode to their...
Succession Planning: What's the Role of Sales and Marketing?
Leadership transition is a major brand milestone and a cultural crossroads.So what role does sales and marketing play?In this episode, John and Mark explore how sales and marketing both support succession planning and leadership ...
Mastering BizDev in Your Career: From Junior Practitioner to Managing Partner
The role you play in developing new business changes as you grow throughout your career.Whether you're a junior practitioner, mid-career professional, or seasoned industry veteran, this episode is for you. John and Mark explore how firm ...
Part 3. Contract Revenue Like a Pro
Mitigate risk and navigate the contracting phase effortlesslyIn Part 3 of this deep dive into the "Create, Choreograph, Contract" framework, John and Mark break down what happens between a verbal agreement and a signed contract. They loo...
Part 2. Choreograph Your Sales Activities
Make your sales process look effortless and feel frictionless.In Part 2 of their deep dive into the "Create, Choreograph, Contract" framework, Mark and John explore the importance of deliberate and structured interactions with buyers, li...
Part 1. Create New Business You Actually Want to Win
Yes, it is possible to get off the RFP hamster wheel. In Part 1 of their deep dive into the "Create, Choreograph, Contract" framework, John and Mark uncover the secrets behind creating the firm you want by breaking down different m...
Create, Choreograph, Contract: A Business Development Framework
Is your BD process disorganized? Disjointed? Nonexistent? Consider using this 3-part framework to get your sales back on track. In this episode, Mark introduces his three-part business development framework, "Create, C...
6 Sales Competencies for Professionals
If you're an engineer, architect, advisor, or consultant, chances are at some point in your career you'll need to learn how to develop new business. On this episode, Mark explains how experts and firms can create a "sales competenc...
From Research to Revenue: How to Apply Your Ideal Client Profile (ICP)
Understand your buyers. Win more business.That's what an Ideal Client Profile (ICP) helps you do. In today's episode, John and Mark explore why understanding your ideal client profile is essential for aligning your sales an...
Why the "Underdog Effect" is Killing Your Business
Why do we always cheer for the underdog? Think about your favorite underdog story. Chances are, you want to see David beat out Goliath. Well, the same thing that gets you to root for Rudy or the Bad News Bears is the same thing tha...
Enable Great Marketing With Revenue Clarity
Your revenue projections are your firm's crystal ball. If your backlog, pipeline, and projections are organized, it can position your firm in a way to do healthy, proactive marketing to win highly profitable work.In this ep...
Revenue Pacing at Mid-Year: How Do Your Projections Stack Up?
Midway through your fiscal year, any business is faced with one of three revenue pacing scenarios:You’re exceeding expectationsYou’re exactly where you thought you’d beYou’re not meeting original revenue targets&nb...
Why CRMs Suck at Relationship Management
CRM platforms like Salesforce and HubSpot were designed to sell SaaS products. Not professional services.And yet you find yourself face-to-face with a tech salesperson who presents a glimmer of hope: with a new CRM system, you'll grow r...
7 Cognitive Biases That Shape New Business Development
Your decisions are influenced by natural psychological forces. Whether that's deciding on which coffee size to select, or which firm to work with... cognitive bias is at play.On this episode of Breaking BizDev, John and Mark ...
What's Broken in Business Development Today?
We're not the only ones who think BizDev needs a smack-down.For several months now John and Mark have beaten up and broken down various business development topics like prospecting, content marketing, pricing, events, proposals, referra...
Examples of Multi-Channel Prospecting Sequences
How should experts and busy doer-sellers approach prospecting?On this episode, John and Mark share three specific examples of multi-channel prospecting sequences that your firm can put into practice right away using LinkedIn, email, and...
7 Content Marketing Frameworks for Lead Generation
Whether you believe it or not, lead generation is possible for your firm. On this episode of Breaking BizDev, John and Mark break down 7 content marketing frameworks that can be used to generate leads in...
Benefits of Working with Fractional Consultants
Do you really need to hire a full-time role for sales, marketing, HR, finance, or other internal business functions?In this episode, John and Mark break down the benefits of working with fractional consultants in professional services. ...