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PODCAST

Breaking BizDev

John Tyreman & Mark Wainwright

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.Subscribe today

business management

All Episodes

22:39

From Research to Revenue: How to Apply Your Ideal...

Breaking BizDev ·

2024/08/05

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 and marketing efforts, and offer examples of how to apply your ideal client profile (ICP) in business development activities.On this episode, we'll explore: 00:00 What is an ideal client profile? 04:57 The four quadrants of an ICP08:20 Sources of primary data12...

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27:30

Why the "Underdog Effect" is Killing Your Business

Breaking BizDev ·

2024/07/22

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 that's killing your firm... In this episode, John and Mark break down "the underdog effect" and how it can cause you to chase after projects you have only a slim chance to win, wasting valuable time that could be better spent elsewhere.This episode originated...

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27:31

Enable Great Marketing With Revenue Clarity

Breaking BizDev ·

2024/07/08

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 episode, John and Mark break it all down:How marketing can make both a short- and long-term pipeline impactHow marketing's goal should be different for active, passive, and future buyersHow niche specialization can lead to higher marginsHow revenue projections can impact...

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31:41

Revenue Pacing at Mid-Year: How Do Your Projections...

Breaking BizDev ·

2024/06/24

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 On this episode, Mark breaks down different ways to set revenue goals (revenue per employee, calculating potential revenue, and using a net multiplier) and how to factor in weight based on deal stage and opportunity age into the equation. Then, we lay out an example that ill...

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31:59

Why CRMs Suck at Relationship Management

Breaking BizDev ·

2024/06/10

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 revenue, your team will be rowing in the same direction, and you'll close deals faster. The reality? You're left with bloated operating expenses and sales pros who don't want (or know how) to use it.On this episode of Breaking BizDev, Mark explains why CRMs...

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29:49

7 Cognitive Biases That Shape New Business Development

Breaking BizDev ·

2024/05/27

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 share 7 cognitive biases that shape new business development, and share how you can use them to help buyers make better, more informed decisions:AnchoringMessenger EffectLoss AversionSocial ProofDecoy effectPain of payingOptimism Biaswww.breakingbizdev.com

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30:16

What's Broken in Business Development Today?

Breaking BizDev ·

2024/05/13

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, referrals, and even job descriptions.A while back, we had this idea to go out and ask some friendly contacts what *they* believe is broken in business development. Their responses spanned nearly the entire marketing <> sales continuum referenced on the show:🔸

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39:58

Examples of Multi-Channel Prospecting Sequences

Breaking BizDev ·

2024/05/06

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 the phone:A two-week cohort-based prospecting sequenceA 120-day, podcast-led prospecting sequenceA post-conference follow-up prospecting sequenceIf you found this episode valuable, please subscribe to the show and leave a rating or review on Apple and Spotify....

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34:09

7 Content Marketing Frameworks for Lead Generation

Breaking BizDev ·

2024/04/22

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25:53

Benefits of Working with Fractional Consultants

Breaking BizDev ·

2024/04/08

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32:52

Roles & Skills Needed to Win New Business

Breaking BizDev ·

2024/03/25

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36:05

Prospecting for Doer-Sellers: Targets, Tools, and...

Breaking BizDev ·

2024/03/11

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34:33

10 Ways to Suck at Conferences/Events, and How to Do...

Breaking BizDev ·

2024/02/26

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33:48

Pricing and Choice Architecture: Help Buyers Make...

Breaking BizDev ·

2024/02/12

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33:57

Differentiate Your Proposals With a Statement of...

Breaking BizDev ·

2024/01/30

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29:12

Top 10 Marketing & Sales Numbers for Professional...

Breaking BizDev ·

2024/01/15

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32:13

Disastrous BizDev Job Descriptions

Breaking BizDev ·

2024/01/01

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28:48

The Client Success Story

Breaking BizDev ·

2023/12/18

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34:22

How to Use LinkedIn for Business Development

Breaking BizDev ·

2023/12/04

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29:18

A Referral Process

Breaking BizDev ·

2023/11/20

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65 results

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