Saying yes feels good. It’s helpful, it’s human—and it’s how your firm quietly bleeds to death. 😵 In this episode, John and Mark dive into the real power of saying NO: qualifying hard, protecting your pipeline, and choosing clients and marketing efforts that actually move your firm forward. Plus, they explore the cognitive traps (hello, sunk cost fallacy and FOMO) that keep you from doing it. 00:00 Introduction 02:06 Welcome 03:21 Qualification 08:16 Cognitive Biases 10:48 FOMO 14:25 No Kee...
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Saying yes feels good. It’s helpful, it’s human—and it’s how your firm quietly bleeds to death. 😵 In this episode, John and Mark dive into the real power of saying NO: qualifying hard, protecting your pipeline, and choosing clients and marketing efforts that actually move your firm forward. Plus, they explore the cognitive traps (hello, sunk cost fallacy and FOMO) that keep you from doing it. 00:00 Introduction 02:06 Welcome 03:21 Qualification 08:16 Cognitive Biases 10:48 FOMO 14:25 No Kee...
Account Expansion: Unlock Revenue You Already Earned
Breaking BizDev
40 minutes
3 months ago
Account Expansion: Unlock Revenue You Already Earned
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 C...
Breaking BizDev
Saying yes feels good. It’s helpful, it’s human—and it’s how your firm quietly bleeds to death. 😵 In this episode, John and Mark dive into the real power of saying NO: qualifying hard, protecting your pipeline, and choosing clients and marketing efforts that actually move your firm forward. Plus, they explore the cognitive traps (hello, sunk cost fallacy and FOMO) that keep you from doing it. 00:00 Introduction 02:06 Welcome 03:21 Qualification 08:16 Cognitive Biases 10:48 FOMO 14:25 No Kee...
