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...
Creating a Sales Call Plan: Frameworks, Templates, and a Real-World Example
Breaking BizDev
35 minutes
7 months ago
Creating a Sales Call Plan: Frameworks, Templates, and a Real-World Example
Proper planning prevents poor performance. Say that 10 times fast. In this episode, John and Mark break down the elements of an effective sales call plan, sharing insights from real-world experiences and highlighting the importance in driving better business outcomes. They walk through the crucial elements that make up an effective call plan and emphasize the significance of preparation, especially for those new to sales conversations. In this conversation, you’ll hear: The components of a sa...
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...
