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Breaking BizDev

John Tyreman & Mark Wainwright

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Twice each month, John Tyreman and Mark Wainwright break down, beat up, and redefine "business development" for the professional services firms of tomorrow.
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Bizdev

Mike Wilt

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This is my podcast about business development, entrepreneurship, side hustling and whatever else you want to call it. You will be hearing from me and many young CEOs and entrepreneurs about their businesses and life.
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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 conversation covers: Key marketing roles like digital marketing specialist, web developer, graphic designer, and ma…
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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: Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of market…
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On this episode, John and Mark share 10 ways to suck at conferences and events for professional services firms: Just show up Write a big check for a sponsorship and then send a couple people to “network” Don’t set goals Never try to speak or present at a conference Do zero pre-event outreach or post-event follow-up Never, ever research the event au…
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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-plus Market-based Value-based In this episode, John and Mark beat up pricing and offer a new perspective to help you guide buyers to making the rig…
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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 importance of understanding. Listen to hear perspective on: The importance of true understanding The power of list…
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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: Qualified Opportunities by Source Client Lifetime Value Client Acquisition Cost Revenue by Source Return on Mar…
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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 all starts with the job description. In this episode, we beat up disastrous job descriptions for the followi…
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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, John and Mark break down the client success story in professional services—what it is, how it’s used, and mistakes …
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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 episode, John and Mark break down how to use LinkedIn for business development (marketing + sales). You'll be sure to …
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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 professional services firms. On this episode, John and Mark outline a process on generating new referrals: Cr…
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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*t The hamster wheel of ghosting (and why it happens) The role of the magic email After listening to this episode, you'll have a new tool in yo…
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"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 strategy and planning efforts. There are three lenses to look at revenue in order to help define your firm…
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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 salespeople" even exist? On this episode, John interviews Mark about his perspective on bad and good sell…
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In this episode, Mark interviews John about what poor marketing looks like in professional services firms, including: Lack of plan or lack of patience Poor customer experience Messaging is too company-centric Brand is based on assumptions Lack of a content strategy Listen to hear what not to do, and how firms can turn these blind spots into areas o…
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Professional services firms lump marketing and sales together into one bucket. It gets confusing. Sometimes, it’s a total mess. They call it “business development.” In this episode, John Tyreman and Mark Wainwright introduce the Breaking BizDev podcast and explain how they're going to break down, beat up, and redefine "business development" for the…
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