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

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

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