Roles & Skills Needed to Win New Business
In this episode, John & Mark explore the variety of roles and skills needed for professional services firms to develop new business today. Having strengths across both marketing and sales is essential...
25 Maalis 202432min
Prospecting for Doer-Sellers: Targets, Tools, and Techniques
John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are ...
11 Maalis 202436min
10 Ways to Suck at Conferences/Events, and How to Do Better
On this episode, John and Mark share 10 ways to suck at conferences and events for professional services firms: Just show upWrite a big check for a sponsorship and then send a couple people to “netwo...
26 Helmi 202434min
Pricing and Choice Architecture: Help Buyers Make Good Decisions
Pricing is a major lever for revenue and growth, but most business development professionals are not involved in setting price. In most firms, there are a three main approaches to pricing services: C...
12 Helmi 202433min
Differentiate Your Proposals With a Statement of Understanding
Delve into the importance of *showing* that you understand your buyer in the sales process. Craft a standalone "Statement of Understanding" as a foundation upon which to develop a solution. In this e...
30 Tammi 202433min
Top 10 Marketing & Sales Numbers for Professional Services
On this episode, John and Mark beat up a few metrics like "leads" and "win rate" and share 5 marketing and 5 sales numbers professional services firms should be paying attention to if they want to gro...
15 Tammi 202429min
Disastrous BizDev Job Descriptions
In professional services, people are your biggest asset. Especially when it comes to developing new business. Unfortunately, many firms set people up to fail before they're even hired, which could tra...
1 Tammi 202432min
The Client Success Story
The client success story can go by many names; case story, case study, use-case, past performance, the list goes on... But how should it be structured? When can it be used? How can it be used for mar...
18 Joulu 202328min
