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.

www.breakingbizdev.com

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/

www.breakingbizdev.com

Believe it or not, lead generation can actually work. Even for accounting, AEC, or consulting firms. In this episode, John and Mark break down the importance of lead generation, exploring why firms need to take it seriously beyond just waiting for RFPs. They highlight various lead sources, compare inbound and outbound strategies, and discuss effective multi-channel approaches. In this conversation, you’ll learn:

• How we define a “lead” in the context of a professional services firm
• Why many expert firms don’t believe in generating leads
• The point in a firm’s growth cycle where firms explore lead generation
• Various sources that have contributed leads to both John and Mark’s businesses
• Examples of firms that are doing lead generation effectively today

www.breakingbizdev.com