Breaking BizDev

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The Three-Part Framework for Building Next Year's Sales Plan

2026-09-1432:31

Have you built your sales plan for next year? As fourth-quarter planning season approaches, many professional services firms fall into the trap of setting arbitrary top-down financial targets or simply crossing their fingers and hoping for the best. To build a predictable, growing firm, doer-sellers need a realistic bottom-up sales plan that grounds abstract growth strategy in real dollars and cents. In this episode of Breaking BizDev, John and Mark introduce a Three-Part Framework—a vi...

AI Search Is Secretly Screening and Shortlisting Your Firm

2026-08-3136:32

Before a prospect ever lands on your website or schedules an introductory call, an invisible filter may decide whether your firm even deserves to be in the running. Today's B2B buyers are bypassing traditional search bars and asking AI platforms like ChatGPT, Claude, and Gemini to curate custom shortlists of top service providers. This shift means the machine is secretly screening, evaluating, and filtering your firm long before you ever know that lead exists. In this episode of Breakin...

5 Small Sales Habits That Make (Or Break) Deals

2026-08-1730:25

While many professional services firms focus on massive strategic shifts to close deals, it is often the tiny, day-to-day behaviors of doer-sellers that quietly make or break a sale. In this episode of Breaking BizDev, John and Mark break down the five critical sales habits that successful professionals exhibit to build trust, take control of opportunities, and win more work. Through humorous roleplay skits and practical good-vs-bad behavioral breakdowns, they show you how to transition these...

Creating New Business When Times Are Good (And When They're Not)

2026-08-0327:55

When the economy is booming, winning new business can feel effortless, but what about when times are hard? How do the behaviors of buyers and sellers shift? For doer-sellers and professional services BD pros, navigating economic cycles requires adapting your strategy without falling into common traps—from sacrificing future pipeline during busy periods to exuding desperation when work slows down. In this episode of Breaking BizDev, John and Mark break down how buyer psychology shifts between ...

When Should You STOP Listening and START Advising?

2026-07-2024:10

Many experts are eager to stop asking questions and start doing "the work," but rushing to solve a problem is a massive trap. For doer-sellers and professional services BD pros, knowing exactly when to shift from listening to advising can feel like a guessing game. It is tempting to jump straight into providing solutions to prove your expertise, but true discovery is a continuous process that shouldn't end just because a contract is signed. In this episode of Breaking BizDev, John and Mark ex...

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