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 pick up actionable strategies and tactics you can put into practice today. 

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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:

1. Create a list of potential referrers
2. Define your ideal client and be prepared to articulate them
3. Develop a story about results to be used during the meeting
4. Set goals, get organized, and measure progress and results
5. Ask permission to have the Referral conversation
6. Schedule a meeting to talk and brainstorm with them
7. Describe your ideal client and offer a Client Success Story
8. Get an introduction
9. Follow up with thank you's and progress

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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 your toolkit to get your pipeline moving.

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

"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 strategy, and  ultimately your planning efforts:

• In the previous period/year, where did the revenue come from?
• Right now, what is the potential revenue in the pipeline?
• In the next period/year, where do we want the revenue to come from?

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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 selling in professional services,  and how that meshes with different kinds of buyers.

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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 of relative strength.

www.breakingbizdev.com

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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 professional services firms of tomorrow.

www.breakingbizdev.com

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7