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 s...
5 Sep 202449min
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 ...
4 Sep 202437min
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...
3 Sep 202433min
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 fi...
19 Aug 202437min
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...
5 Aug 202422min
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...
22 Juli 202427min
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 p...
8 Juli 202427min
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 rev...
24 Juni 202431min
