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
Roles & Skills Needed to Win New Business
In this episode, John & Mark explore the variety of roles and skills needed for professional services firms to develop new business today. Having strengths across both marketing and sales is essential for driving business growth. This conve...
Prospecting for Doer-Sellers: Targets, Tools, and Techniques
John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation:...
10 Ways to Suck at Conferences/Events, and How to Do Better
On this episode, John and Mark share 10 ways to suck at conferences and events for professional services firms: Just show upWrite a big check for a sponsorship and then send a couple people to “network”Don’t s...
Pricing and Choice Architecture: Help Buyers Make Good Decisions
Pricing is a major lever for revenue and growth, but most business development professionals are not involved in setting price. In most firms, there are a three main approaches to pricing services:Cost-plusMarket-base...
Differentiate Your Proposals With a Statement of Understanding
Delve into the importance of *showing* that you understand your buyer in the sales process. Craft a standalone "Statement of Understanding" as a foundation upon which to develop a solution.In this episode, John and Mark break down the i...
Top 10 Marketing & Sales Numbers for Professional Services
On this episode, John and Mark beat up a few metrics like "leads" and "win rate" and share 5 marketing and 5 sales numbers professional services firms should be paying attention to if they want to grow their firm.Top 5 Marketing Metrics...
Disastrous BizDev Job Descriptions
In professional services, people are your biggest asset. Especially when it comes to developing new business. Unfortunately, many firms set people up to fail before they're even hired, which could translate to stagnant growth as a result. It al...
The Client Success Story
The client success story can go by many names; case story, case study, use-case, past performance, the list goes on... But how should it be structured? When can it be used? How can it be used for marketing? For sales? In this episode, Joh...
How to Use LinkedIn for Business Development
LinkedIn is the primary social media platform for most professional services firms. But oftentimes, it's not used as effectively as it could be to build visibility, generate leads, and move prospects along a buying journey. In this...
A Referral Process
Referrals are a powerful tool to use in lead generation toolshed. Referral leads tend to move faster in your pipeline, they're more likely to close, and they end up becoming fantastic clients. But referral generation is used unevenly across pro...
Checking in, Ghosting, and the Magic Email
On this episode, John and Mark call out every single person who, in the name of “BD”, has sent a useless “I’m just checking in” email that produced zero results. We'll break down:Why "checking in" is bullsh*tThe hamster whe...
A Revenue-Centric Approach to Firm Strategy
"Strategic planning" is an oxymoron. Strategy and planning are two different things. In this episode, Mark and John beat this topic up, differentiate between strategy/planning, and offer a revenue-centric lens with which to help with both your ...
Good & Bad Selling (and Buying) in Professional Services
We all know there are good and bad salespeople. We get inundated with the flood of "pitch slaps" on LinkedIn, cold email clogging up our inbox, and sales reps who can't quite seem to understand your challenges. Which begs the question, do "good...