How To Use LinkedIn For Business Development Breaking BizDev podcast

35:11

Proper planning prevents poor performance. Say that 10 times fast. In this episode, John and Mark break down the elements of an effective sales call plan, sharing insights from real-world experiences and highlighting the importance in driving better business outcomes. They walk through the crucial elements that make up an effective call plan and emphasize the significance of preparation, especially for those new to sales conversations. In this conversation, you’ll hear: The components of a sales call plan and why planning prevents poor performance. How setting a clear objective for the call enhances focus and direction. The role of thorough research in understanding client needs and anticipating questions. Why a concise agenda keeps the conversation aligned and productive. The art of telling a compelling client success story Read the blog post from Mark and download the Sales Call Planning template: https://www.wainwrightinsight.com/creating-a-sales-call-plan/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Shape the Future of Breaking BizDev: Share Your Feedback Today 6:41

for 16 dage siden6:41

6:41

Send us your feedback in this 3-min survey and help shape the future of Breaking BizDev. Is there a topic you want us to cover? Are there different segments or formats we should consider? What’s your preferred way to listen? Let us know! In this short bonus episode, John and Mark share some early feedback from the listener survey, and how you can participate and help steer the conversation. Take the survey as you listen to the episode. Why not? Share your feedback here: https://www.surveymonkey.com/r/8V9T6Z7 Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Don’t Boil the Ocean: The Paradox of Focus, Specialization, and Positioning 32:11

for 23 dage siden32:11

32:11

Turn your firm into a trusted and respected leader in your niche. In this episode, John and Mark explore how firms can not only effectively differentiate against competitors, but actually how to apply that differentiation in their marketing and sales activities. In this conversation, we cover: The nuanced differences between focus, specialization, and positioning Reasons why firms should embrace specialization How to identify the right area of specialization How to align your specialization with long-term goals for sustained success Real-world examples of firms with focus, specialization and excellent positioning: TBSP (tablespoon) — accounting solutions specifically for restaurants: https://tbsp.com/ Driving Transactions — M&A advisory services specifically for chauffeured transportation companies: https://www.drivingtransactions.com/ Jaffe Holden — acoustic design services for Performing Arts, Educational and Cultural Spaces Worldwide: https://www.jaffeholden.com/ Lloyd Sports + Engineering — Lloyd Sports + Engineering has focused on the planning, design and construction of sports facilities since coining the term “sports engineering” in 1987: https://www.lloydengineers.com/ Friedman Tax — accounting services specifically for tattoo parlors: https://friedmantax.com/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Looking in the Mirror: How to Be Accountable Even When You Lose 29:46

for 5 weeks siden29:46

29:46

“We’re in a bad economy…” “We’re experts. We’re never wrong…” “We’re up against tough competition…” "Our point of contact was a jerk..." …but what if it’s not them? What if it’s you? In this episode, John and Mark dissect what it truly means to be accountable when you lose a prospective client. We dig into the obstacles that professionals encounter when owning up to losses and present actionable strategies to transform setbacks into stepping stones for growth. In this conversation, we cover: Why do we default to the ‘blame game’ ? The role of firm culture in nurturing or stifling accountability Why losing is a pivotal opportunity for growth Strategies for effective internal reflection and owning outcomes How mindset, preparation, and continuous learning can help you overcome setbacks. Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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From Solo to Enterprise: A Timelapse of Business Development Maturity 42:43

for 7 weeks siden42:43

42:43

Imagine you could fast-forward your firm's growth and watch it like a time-lapse video going through different stages: Solo Small Mid-size Enterprise What needs to happen in your sales and marketing functions to achieve growth at each stage? How do sales and marketing challenges evolve? That's what this episode is all about. Listen as John and Mark guide you through this sales and marketing maturation journey, along with guest appearances from Reuben Swartz and Mel Lester . We explore topics like: The importance of documentation, processes and systems (at every stage) How to keep the entrepreneurial flame lit as firms grow Why rainmakers don't scale, and how to leverage a seller-doer model What firms typically do when the referral well runs dry The role of automation and efficiency at larger firms Show notes: According to the 2024 census, 60% of businesses in the US are one-person businesses. ( source ) Of businesses with employees, 50% have only 1-4 FTEs. ( source ) SPI Professional Services Maturity Model: https://spiresearch.com/ps-maturity-model/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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The Art of Being Ignorable: 12 Ways to SUCK at Differentiation 20:24

for 9 weeks siden20:24

20:24

Discover the art of being utterly indistinguishable from your competition. In this episode, John and Mark dive into the art of blending in, unveiling the tongue-in-cheek strategies to completely lose your edge and suck at differentiation. Listeners will learn how to avoid standing out, ensuring a legacy of mediocrity. Join us for a humorous—yet insightful—look at what not to do, ensuring you grasp the full spectrum of effective (and ineffective) differentiation strategies. Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Bad Habits of Your 'Salesperson' Alter Ego 33:11

for 11 weeks siden33:11

33:11

When you think of the word ‘salesperson,’ what comes to mind? In this episode, John and Mark explore how professionals can shed ineffective sales habits and adopt a more authentic, client-centric mindset based on inquiry and curiosity. With guest insights from Mel Lester and Blair Enns, you'll learn why introspection and a shift from selling to serving can lead to more satisfying and successful client relationships. In this conversation, we cover: The pitfalls of adopting a stereotypical 'salesperson' persona and why authenticity matters. Practical tips for improving self-awareness and identifying bad sales habits. Examples of how using servant leadership with clients can lead to better business outcomes. Lessons on tactical empathy and how open-minded conversations can extract real value in sales. Connect with our guests on LinkedIn: • Mel Lester: https://www.linkedin.com/in/mellester/ • Blair Enns: https://www.linkedin.com/in/blairenns/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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4 Things You Forgot To Do In Q4 31:12

for 13 weeks siden31:12

31:12

It’s 2025… now what? Well, if you don’t know how your sales and marketing strategy will contribute to revenue in the upcoming year, John and Mark reveal the top four activities you might have overlooked as the year came to a close: Talk to your clients Optimize your client portfolio Update service packaging and pricing Create a talent management & development plan Improve your sales and marketing game this year. Subscribe today! Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Strategic Partnerships: Working Together In Orbit 31:26

for 14 weeks siden31:26

31:26

Align yourself with other consultants in-orbit around your clients to deliver more value. Strategic partnerships can transform the way your business grows, turning the equation 1 plus 1 into something much greater. In this episode, John and Mark uncover the value and opportunities hidden within strategic partnerships for professional services firms. They explore how combining resources with the right partners can enhance client services and gain a competitive edge. We also have a guest appearance by Julie Geller, Principal Research Director at Info-Tech Research Group, who speaks to how tech companies evaluate consultants as potential partners. In this conversation, we cover: • How we define strategic partners • How to add value with other consultants in orbit around your clients • Examples of different kinds of partnership types • Who you should target • Perspective from Julie Geller on how software companies evaluate potential partners Connect with Julie on LinkedIn: https://www.linkedin.com/in/juliegeller/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Segment Development Plans: Win New Deals From a Slice of the Market 34:14

for 16 weeks siden34:14

34:14

Win new business from accounts that share a common characteristic. This way, you can build your brand and create efficiencies. In this episode, John and Mark explore how firms can build Segment Development Plans that help firms grow relationships with prospects that represent a specific kind of client account. Combining SWOT analysis with targeted marketing efforts, business developers can use these plans to create a distinctive brand presence. In this conversation, we cover: Different ways to group segments of the market Why you tailor your offers for specific groups of the market How to perform a SWOT analysis to align strengths with opportunities Other considerations for your firm’s Segment Development Plan Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Account Development Plans: Grow Revenue From Your Best Clients 38:45

for 17 weeks siden38:45

38:45

Transform the way you grow key accounts. Yes, you can achieve revenue growth and strengthen client relationships by developing comprehensive account development plans. In this episode, John and Mark share how to co-create effective account development plans with your clients. In this conversation, we answer key questions like: Why is it important to expand business with organizations you’re familiar with? How do you start building an account development plan? How do you prioritize clients for account development planning? What's an example of a simple message to get a conversation started? Download the account development planning template : https://www.wainwrightinsight.com/landing-page-account-development-planning-template/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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Storytelling Frameworks for Marketing and Sales 24:31

for 19 weeks siden24:31

24:31

Emotion drives purchase decisions more in B2B than B2C. Let that sink in. Yes, even when selecting professional service providers, emotion plays a major factor in decision-making. The relationships we forge and the stories we tell influence opportunities, contracts, and the clients we work with. In this episode, John and Mark delve into proven storytelling frameworks that can help professional services firms set themselves apart and connect on a deeper emotional level with clients. Joined by guest expert Troy Hiduke Campbell , they break down how stories can transform bullet points into compelling narratives that resonate and drive action. In this conversation, we cover: The importance of storytelling in creating emotional connections in professional services. Troy Hiduke Campbell's insights on Disney's story spine framework and how it can be applied to business. The power of the word "because" in crafting causally related, memorable stories. Various storytelling frameworks, including customer success stories, the hero's journey, and the problem-agitate-solve method. Practical steps for gathering and structuring client experiences into impactful narratives that can be used in sales and marketing. Connect with Troy on LinkedIn: https://www.linkedin.com/in/troy-hiduke-campbell/ Learn more about On Your Feet: https://www.oyf.com/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Inbound + Outbound = New Business 28:02

for 21 weeks siden28:02

28:02

Unlock the full potential of your firm's ability to *create* new business by mastering both inbound and outbound revenue generation activities. In this episode, John and Mark explore the synergy between inbound and outbound business development activities and how they can work together to produce exceptional outcomes. They discuss the importance of both approaches, how firms can effectively harness these strategies, and the potential pitfalls when they're misaligned. In this conversation, we cover: The core differences between a magnetic, attraction-based inbound approach and a proactive, outreach-driven approach. How to balance and synchronize inbound and outbound activities for maximum business development impact. Real-life examples demonstrating the effective use of inbound content in outbound sales efforts. The signs and risks of misalignment between marketing and sales teams and how to avoid them. Practical tips for creating a seamless feedback loop between marketing and sales to optimize lead generation and nurturing initiatives. Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
The Mindset Shift: Avoiding Sales Stereotypes in Professional Services 33:00

for 23 weeks siden33:00

33:00

Coffee isn’t just for closers. Buyers can smell your commission breath. Good salespeople don’t have all the answers. In this episode, John and Mark bring on voices from other sales and marketing experts in the professional services realm. Featuring clips from Blair Enns , David C. Baker , Jason Mlicki and Jeff McKay , this episode explores the importance of mindset in developing new business: The significance of habit-building and mastery of both marketing and sales Why it’s important to maintain a low self orientation and avoid selfishness The pitfalls of relying on RFPs and the benefits of a proactive strategy How to avoid slipping into a salesperson ‘alter ego’ The impact of sleazy sales tactics on client relationships Win Without Pitching: https://www.winwithoutpitching.com/ Punctuation: https://punctuation.com/ Rattleback: https://www.rattleback.com/ Prudent Pedal: https://www.prudentpedal.com/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Why Don't Firms Believe in Lead Generation? 32:00

for 25 weeks siden32:00