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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 and connect with us on LinkedIn.

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  1. Who Should Own BD? Sales Reps vs. Doer-Sellers 33:39
  2. The 5-Step Natural Planning Model for Business Development 29:37
  3. Doer-Marketers: A New Path for Subject Matter Experts 30:49
  4. 10 Ways to Erode Trust and Alienate Clients 26:26
  5. The Three-Part Framework for Building Next Year's Sales Plan 32:31
  6. AI Search Is Secretly Screening and Shortlisting Your Firm 36:32
  7. 5 Small Sales Habits That Make (Or Break) Deals 30:25
  8. Creating New Business When Times Are Good (And When They're Not) 27:55
  9. When Should You STOP Listening and START Advising? 24:10
  10. Measuring the True ROI of Thought Leadership 31:19
  11. Navigating the Price Increase Conversation 27:13
  12. The Perfect (Sales) Proposal 32:10
  13. Burnout in BizDev: Reignite Your Doer-Sellers 32:33
  14. The Right (and Wrong) Ways to Use AI in Business Development 35:44
  15. How to Maximize Un-Billable Hours (And Not Squander Them) 26:18
  16. Is Your Referral Process Broken? 32:13
  17. 3 Option Pricing Tables Part II: Elements & Examples 33:59
  18. 3 Option Pricing Tables Part I: The Power of Three 30:34
  19. Slides Don’t Sell 29:22
  20. What Other Industries Know About Growth (That You’re Missing) 32:46
  21. Follow-Up DOs and DON'Ts for Business Development 34:59
  22. The Doer-Seller Bell Curve 29:35
  23. 5 Business 'Black Holes' Draining Your Time, Culture, and Profit 29:56
  24. 8 Elements of Sales Choreography: Turn That 'Maybe' Into a 'Yes' 30:38
  25. Why AEC Firms Struggle with Business Development (and How to Fix It) 27:31
  26. Building Trust At Scale (Without 1,000 Coffee Chats) 33:56
  27. The Engagement Meeting: Take a Step Back and See The Big Picture 25:46
  28. The Power Of Saying 'No': Turning Down Opportunities May Actually Be a Good Thing 43:18
  29. The Pipeline Graveyard: Bringing Cold Leads Back to Life 41:02
  30. Partner Involvement in Sales and Marketing: What Could Go Wrong? 37:38
  31. Listen Up! Create Stronger Client Bonds With Empathy and Understanding 41:02
  32. Quit Your Pitching! How NOT to do Social Selling 37:39
  33. The 3 Buyer Archetypes: How to Engage With Each Role on the 'Buying Committee' 36:37
  34. Account Expansion: Unlock Revenue You Already Earned 40:27
  35. Digital Marketing Strategy for Consulting Firms 31:58
  36. Selling or Serving: Is Your Firm Truly Client-Centric? 37:21
  37. The Psychology of Familiarity: Building Trust with Mere Exposure 35:40
  38. Monthly Recurring Revenue: Predictability for You AND Your Clients 35:44
  39. What's Broken About BizDev in Accounting? + 2025 AAM Summit Recap 40:49
  40. Your Next Proposal? It's a Trap! 34:15
  41. Free vs Paid Offers: Crafting an Effective Lead Generation Strategy 30:16
  42. 3 (Really) Bad Reasons to Hire a Rainmaker 29:48
  43. Creating a Sales Call Plan: Frameworks, Templates, and a Real-World Example 35:11
  44. Shape the Future of Breaking BizDev: Share Your Feedback Today 6:41
  45. Don’t Boil the Ocean: The Paradox of Focus, Specialization, and Positioning 32:11
  46. Looking in the Mirror: How to Be Accountable Even When You Lose 29:46
  47. From Solo to Enterprise: A Timelapse of Business Development Maturity 42:43
  48. The Art of Being Ignorable: 12 Ways to SUCK at Differentiation 20:24
  49. Bad Habits of Your 'Salesperson' Alter Ego 33:11
  50. 4 Things You Forgot To Do In Q4 31:12