Partner Involvement in Sales and Marketing: What Could Go Wrong?
Go ahead, put all of BD on the shoulders of your most expensive asset. What could possible go wrong? In this episode, John and Mark explore the pros and cons of partner involvement in business devel...
29 Sep 202537min
Listen Up! Create Stronger Client Bonds With Empathy and Understanding
"You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you." - Dale Carnegie In this episode, Mark and J...
15 Sep 202541min
Quit Your Pitching! How NOT to do Social Selling
Before you pitch slap that prospect, listen to this episode. John and Mark tear down some terrible 'pitch slaps' from their LinkedIn DMs and offer a better way to approach social media. Shift your so...
1 Sep 202537min
The 3 Buyer Archetypes: How to Engage With Each Role on the 'Buying Committee'
What kind of buyer did you talk to on your last sales call? When it comes to buying professional services, there is usually more than one buyer. Some refer to this as a 'buying committee.' So what di...
18 Aug 202536min
Account Expansion: Unlock Revenue You Already Earned
Why expand existing accounts when you can chase new logos forever? 😵💫 On this episode, John and Mark break down the concept of 'account expansion' — growing revenue from existing client accounts: ...
4 Aug 202540min
Digital Marketing Strategy for Consulting Firms
For consulting firms that have exhausted their network and the referral well has run dry, a digital marketing strategy is essential to attract new clients. But how? In this episode, Mark and John walk...
21 Jul 202531min
Selling or Serving: Is Your Firm Truly Client-Centric?
Professional Services. It's in the name. If you're in professional services, you're in the business of SERVING clients. On this episode of Breaking BizDev, John and Mark take a look at the transforma...
7 Jul 202537min
The Psychology of Familiarity: Building Trust with Mere Exposure
*Trust* is what wins new business in professional services...but your ideal clients can't trust you if they don't *like* you, and they can't like you if they don't *know* about you. On this episode ...
23 Jun 202535min
