Before you pitch slap that prospect, listen to this episode.

John and Mark tear down some terrible 'pitch slaps' from their LinkedIn DMs and offer a better way to approach social media. Shift your social media marketing from spammy sales tactics to authentic relationship-building. Listen to this episode to learn more.

CHAPTERS:
00:00 Welcome
00:59 Origins of the Pitch Slap
03:20 Social Selling
10:47 Pitch Slap Examples
19:50 A Different Way to Do Social Selling
30:48 Connect Instead of Create
35:54 Final Thoughts

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

What kind of buyer did you talk to on your last sales call?

When it comes to buying professional services, there is usually more than one buyer. Some refer to this as a 'buying committee.' So what different roles do each of these buyers play? How should you engage them? What should you watch out for? These are the kind of questions that John Tyreman and Mark Wainwright will answer in this episode of Breaking BizDev.

CHAPTERS:
00:00 Intro
03:00 The Buying Committee
04:32 The Three Different Buyer Roles
05:17 The Visionary
08:28 The Operator
13:32 The Risk Mitigator
16:54 Stories and Examples
28:24 How to Take Action
34:08 Summary

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

Why expand existing accounts when you can chase new logos forever? 😵‍💫

On this episode, John and Mark break down the concept of 'account expansion' — growing revenue from existing client accounts:

• The difference between upsell and cross-sell
• 3 common mistakes firms make in account expansion
• Identifying key decision-makers and organizational triggers
• The importance of curiosity in building trust in relationships
• How to frame your services in the context of what the client values

CHAPTERS:
00:00 Introduction
02:37 Benefits of Upsell and Cross-Sell
05:30 Cross-Sell vs Upsell: What's the Difference?
10:39 Common Mistakes in Upsell and Cross-Sell
20:10 Effective Strategies for Upsell and Cross-Sell
26:39 Building Client Relationships
30:52 Embedding Yourself in Client Organizations
36:35 The Role of Trust in Client Success
38:54 Conclusion and Final Thoughts

#businessdevelopment #salesdevelopment #sales #professionalservices #marketing #podcast

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