Best Mark Wainwright Podcasts (2024)

1
From Research to Revenue: How to Apply Your Ideal Client Profile (ICP) 22:39

8d ago22:39

22:39

Understand your buyers. Win more business. That's what an Ideal Client Profile (ICP) helps you do. In today's episode, John and Mark explore why understanding your ideal client profile is essential for aligning your sales and marketing efforts, and offer examples of how to apply your ideal client profile (ICP) in business development activities. On…

1
Why the "Underdog Effect" is Killing Your Business 27:30

25d ago27:30

27:30

Why do we always cheer for the underdog? Think about your favorite underdog story. Chances are, you want to see David beat out Goliath. Well, the same thing that gets you to root for Rudy or the Bad News Bears is the same thing that's killing your firm... In this episode, John and Mark break down "the underdog effect" and how it can cause you to ch…

1
Enable Great Marketing With Revenue Clarity 27:31

1M ago27:31

27:31

Your revenue projections are your firm's crystal ball. If your backlog, pipeline, and projections are organized, it can position your firm in a way to do healthy, proactive marketing to win highly profitable work. In this episode, John and Mark break it all down: How marketing can make both a short- and long-term pipeline impact How marketing's goa…

1
Revenue Pacing at Mid-Year: How Do Your Projections Stack Up? 31:41

2M ago31:41

31:41

Midway through your fiscal year, any business is faced with one of three revenue pacing scenarios: You’re exceeding expectations You’re exactly where you thought you’d be You’re not meeting original revenue targets On this episode, Mark breaks down different ways to set revenue goals (revenue per employee, calculating potential revenue, and using a…

1
Why CRMs Suck at Relationship Management 31:59

2M ago31:59

31:59

CRM platforms like Salesforce and HubSpot were designed to sell SaaS products. Not professional services. And yet you find yourself face-to-face with a tech salesperson who presents a glimmer of hope: with a new CRM system, you'll grow revenue, your team will be rowing in the same direction, and you'll close deals faster. The reality? You're left w…

1
7 Cognitive Biases That Shape New Business Development 29:49

3M ago29:49

29:49

Your decisions are influenced by natural psychological forces. Whether that's deciding on which coffee size to select, or which firm to work with... cognitive bias is at play. On this episode of Breaking BizDev, John and Mark share 7 cognitive biases that shape new business development, and share how you can use them to help buyers make better, mor…

1
What's Broken in Business Development Today? 30:16

3M ago30:16

30:16

We're not the only ones who think BizDev needs a smack-down. For several months now John and Mark have beaten up and broken down various business development topics like prospecting, content marketing, pricing, events, proposals, referrals, and even job descriptions. A while back, we had this idea to go out and ask some friendly contacts what *they…

1
Examples of Multi-Channel Prospecting Sequences 39:58

3M ago39:58

39:58

How should experts and busy doer-sellers approach prospecting? On this episode, John and Mark share three specific examples of multi-channel prospecting sequences that your firm can put into practice right away using LinkedIn, email, and the phone: A two-week cohort-based prospecting sequence A 120-day, podcast-led prospecting sequence A post-confe…

1
7 Content Marketing Frameworks for Lead Generation 34:09

4M ago34:09

34:09

Whether you believe it or not, lead generation is possible for your firm. On this episode of Breaking BizDev, John and Mark break down 7 content marketing frameworks that can be used to generate leads in professional services: The Email Newsletter The Podcast Flywheel Original Research Influencer Co-Creation Content Darwinism Demand Capture Funnel …

1
8 - 'Fast Slow Disco' by St Vincent 51:00

4M ago51:00

51:00

We have a bonus episode for you! Join us as we are celebrating the brilliant ‘Fast Slow Disco’ the up-tempo reworking of ‘Slow Disco’ by singer, songwriter and multi-instrumentalist Annie Clark, who goes by the stage name St Vincent. Annie began her music career as a member of the Polyphonic Spree, and has since released 7 critically acclaimed albu…

1
Benefits of Working with Fractional Consultants 25:53

4M ago25:53

25:53

Do you really need to hire a full-time role for sales, marketing, HR, finance, or other internal business functions? In this episode, John and Mark break down the benefits of working with fractional consultants in professional services. They discuss the different scenarios in which it makes sense to work with a fractional consultant, and examples o…

1
Roles & Skills Needed to Win New Business 32:52

5M ago32:52

32:52

In this episode, John & Mark explore the variety of roles and skills needed for professional services firms to develop new business today. Having strengths across both marketing and sales is essential for driving business growth. This conversation covers: Key marketing roles like digital marketing specialist, web developer, graphic designer, and ma…

1
Prospecting for Doer-Sellers: Targets, Tools, and Techniques 36:05

5M ago36:05

36:05

John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation: Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of market…

1
7 - 'Going To A Town' by Rufus Wainwright 43:41

5M ago43:41

43:41

For our last episode of this current series we celebrate the brilliant 'Going To A Town' by singer, songwriter Rufus Wainwright. The song, which was the first single from Rufus’s 2007 album 'Release the Stars', has garnered huge critical acclaim and has been covered by artists from George Michael to Lily Allen however its critique of the United Sta…

1
6 - '1950' by King Princess 45:37

6M ago45:37

45:37

The hit '1950' is the focus of this week's episode - Jake speaks to American singer, songwriter and multi-instrumentalist Mikaela Straus, better known by her stage name King Princess, about the making of the song, queer representation, her influences and how her gender identity impacts her music. 1950 was King Princess' platinum certified debut sin…

1
10 Ways to Suck at Conferences/Events, and How to Do Better 34:33

6M ago34:33

34:33

On this episode, John and Mark share 10 ways to suck at conferences and events for professional services firms: Just show up Write a big check for a sponsorship and then send a couple people to “network” Don’t set goals Never try to speak or present at a conference Do zero pre-event outreach or post-event follow-up Never, ever research the event au…

1
5 - ‘King’ by Years and Years (Olly Alexander) 37:17

6M ago37:17

37:17

This episode celebrates a hit from 2015 that went straight to the top of the UK Charts and was named song of the year by Time magazine. It’s the compulsively danceable ‘King’ by electro-pop then-trio Years and Years. Jake is joined by Musician and Actor Olly Alexander, the then frontman of Years & Years. Olly is a huge champion of LGBTQ+ issues, pr…

1
4 - 'Fuck The Pain Away' by Peaches 36:17

6M ago36:17

36:17

Cult feminist musician and artist, Peaches exploded onto the music scene in 2000 with her punky, electroclash album The Teaches of Peaches and it’s standout hit 'Fuck the Pain Away'. She’s been pushing the boundaries ever since, making genderqueer work that is sex and body positive and has led the way for successive generations of artists to diddle…

1
Pricing and Choice Architecture: Help Buyers Make Good Decisions 33:48

6M ago33:48

33:48

Pricing is a major lever for revenue and growth, but most business development professionals are not involved in setting price. In most firms, there are a three main approaches to pricing services: Cost-plus Market-based Value-based In this episode, John and Mark beat up pricing and offer a new perspective to help you guide buyers to making the rig…

1
3 - 'A Little Respect' by Erasure 31:32

6M ago31:32

31:32

Andy Bell was out and proud from the get go, fronting synth pop duo Erasure who sold over 20 million albums and had an incredible 17 Top 10 singles. This episode celebrates the most enduring of all their records, the 1988 hit ‘A Little Respect’. Considered by many as the ultimate Pride Anthem, to this day it still gets dance floors heaving and crow…

1
Differentiate Your Proposals With a Statement of Understanding 33:57

7M ago33:57

33:57

Delve into the importance of *showing* that you understand your buyer in the sales process. Craft a standalone "Statement of Understanding" as a foundation upon which to develop a solution. In this episode, John and Mark break down the importance of understanding. Listen to hear perspective on: The importance of true understanding The power of list…

1
1 - 'You Make Me Feel (Mighty Real)' by Sylvester 52:20

7M ago52:20

52:20

This episode celebrates trailblazing diva Sylvester James and his iconic disco anthem ‘You Make Me Feel (Mighty Real)’. Black, gay and gender fluid (before that was even a term), Sylvester’s uncompromising attitude paved the way for generations of queer artists. Longtime collaborator and close friend Jeanie Tracy shares intimate memories of working…

1
2 - 'I Do This All The Time' by Self Esteem 38:46

7M ago38:46

38:46

Since leaving her Indie band ‘Slow Club’ and going solo Rebecca Lucy Taylor (aka Self Esteem) has been releasing patriarchy-smashing anthems and shining a spotlight on the under-represented experiences of queer women. In this episode Jake talks to his West End Cabaret co-star Self Esteem about her brilliant single “I Do This All The Time” which is …

1
Queer The Music: Jake Shears On The Songs That Changed Lives - Coming Soon! 1:59

7M ago1:59

1:59

Jake Shears celebrates the anthems that have dominated dancefloors and shaped queer lives. Throughout the history of popular music, queer artists have made huge contributions - often at great expense and risk to themselves personally and professionally. This podcast shines a spotlight on those who trailblazed paths towards self expression. Join Sci…

1
Kilimanjaro Q&A and My Top Tips 1:01:38

7M ago1:01:38

1:01:38

Is trekking on Kilimanjaro on your bucket list? For Summit to Talk About host, Ryan, it's been a long time coming. Having booked the trip 2 years prior, the day finally arrived in October 2023. Ryan answers your questions about his Kilimanjaro adventure and gives his top tip for anyone thinking of heading out on their own adventure to the roof of A…

1
Top 10 Marketing & Sales Numbers for Professional Services 29:12

7M ago29:12

29:12

On this episode, John and Mark beat up a few metrics like "leads" and "win rate" and share 5 marketing and 5 sales numbers professional services firms should be paying attention to if they want to grow their firm. Top 5 Marketing Metrics: Qualified Opportunities by Source Client Lifetime Value Client Acquisition Cost Revenue by Source Return on Mar…

1
My Kilimanjaro trek 1:36:46

7M ago1:36:46

1:36:46

Is trekking on Kilimanjaro on your bucket list? For Summit to Talk About host, Ryan, it's been a long time coming. Having booked the trip 2 years prior, the day finally arrived in October 2023. Listen as Claire and Ryan chat about his recent trip to Tanzania and the ups and downs of trekking for 8 days on the Lemosho route. Ryan booked his trek wit…

1
Disastrous BizDev Job Descriptions 32:13

8M ago32:13

32:13

In professional services, people are your biggest asset. Especially when it comes to developing new business. Unfortunately, many firms set people up to fail before they're even hired, which could translate to stagnant growth as a result. It all starts with the job description. In this episode, we beat up disastrous job descriptions for the followi…

1
The Client Success Story 28:48

8M ago28:48

28:48

The client success story can go by many names; case story, case study, use-case, past performance, the list goes on... But how should it be structured? When can it be used? How can it be used for marketing? For sales? In this episode, John and Mark break down the client success story in professional services—what it is, how it’s used, and mistakes …

1
How to Use LinkedIn for Business Development 34:22

9M ago34:22

34:22

LinkedIn is the primary social media platform for most professional services firms. But oftentimes, it's not used as effectively as it could be to build visibility, generate leads, and move prospects along a buying journey. In this episode, John and Mark break down how to use LinkedIn for business development (marketing + sales). You'll be sure to …

1
A Referral Process 29:18

9M ago29:18

29:18

Referrals are a powerful tool to use in lead generation toolshed. Referral leads tend to move faster in your pipeline, they're more likely to close, and they end up becoming fantastic clients. But referral generation is used unevenly across professional services firms. On this episode, John and Mark outline a process on generating new referrals: Cr…

1
Nature Escapes - Fleur Boxall 59:59

9M ago59:59

59:59

After many years of teaching in schools, Fleur found that she had a passion for helping people in a pastoral role and retrained as a therapeutic counsellor. When a room indoors was being used, Fleur took her counseling session with a Young Person ,outside on the field. She instantly saw how powerful counselling without walls was. Fleur went on to s…

1
Checking in, Ghosting, and the Magic Email 32:23

9M ago32:23

32:23

On this episode, John and Mark call out every single person who, in the name of “BD”, has sent a useless “I’m just checking in” email that produced zero results. We'll break down: Why "checking in" is bullsh*t The hamster wheel of ghosting (and why it happens) The role of the magic email After listening to this episode, you'll have a new tool in yo…

1
A Revenue-Centric Approach to Firm Strategy 27:35

10M ago27:35

27:35

"Strategic planning" is an oxymoron. Strategy and planning are two different things. In this episode, Mark and John beat this topic up, differentiate between strategy/planning, and offer a revenue-centric lens with which to help with both your strategy and planning efforts. There are three lenses to look at revenue in order to help define your firm…

1
Fancy a Walk Mate? - James Moon 1:28:14

10M ago1:28:14

1:28:14

James was the life and sole of the party. Fancy a drink? Yes, would be the answer, every time. But it didn't stop with just a drink here and there. James' life was soon fueled by alcohol and drugs. It was consuming him and having an affect on his day to day life and relationships. James seeked help and got his life back on track. Now sober, he has …

1
Good & Bad Selling (and Buying) in Professional Services 28:18

10M ago28:18

28:18

We all know there are good and bad salespeople. We get inundated with the flood of "pitch slaps" on LinkedIn, cold email clogging up our inbox, and sales reps who can't quite seem to understand your challenges. Which begs the question, do "good salespeople" even exist? On this episode, John interviews Mark about his perspective on bad and good sell…

1
Good & Bad Marketing in Professional Services 21:54

10M ago21:54

21:54

In this episode, Mark interviews John about what poor marketing looks like in professional services firms, including: Lack of plan or lack of patience Poor customer experience Messaging is too company-centric Brand is based on assumptions Lack of a content strategy Listen to hear what not to do, and how firms can turn these blind spots into areas o…

1
Harrison Ward aka Fell Foodie - Cook Out 1:37:50

10M ago1:37:50

1:37:50

In 2016, Harrison decided it was time to change. After years of suffering with ill mental health and suicidal thoughts, he found alcohol whilst working in hospitality. Alcohol soon became the biggest part of his life, drinking up to 20 pints and smoking everyday whilst battling with depression. A relationship breakdown saw Harrison vowing to remove…

1
What is Breaking BizDev? 16:59

11M ago16:59

16:59

Professional services firms lump marketing and sales together into one bucket. It gets confusing. Sometimes, it’s a total mess. They call it “business development.” In this episode, John Tyreman and Mark Wainwright introduce the Breaking BizDev podcast and explain how they're going to break down, beat up, and redefine "business development" for the…

1
Lucy Keyworth - Team GB Paraclimber 43:26

11M ago43:26

43:26

Lucy discovered climbing whilst travelling in Australia and was instantly hooked. Back in the UK, she headed to the indoor climbing centre, where she trained hard, til now, the present. Lucy is now a part of Team GB as a paraclimbing athlete, competing in world championships and hoping to compete in the next paralympics. We met with Lucy at Big Dep…

1
Alex Staniforth - Ice Fall 1:01:20

11M ago1:01:20

1:01:20

Alex Staniforth grew up in Cheshire and had a dream. A dream of climbing the highest mountain in the world, Mount Everest. For many, it is just that, a dream. But for Alex, it was a dream he couldn't shake off and he put his all into making it happen. In 2014, at the age of 17, he went to Nepal, ready to make his dream a reality. Unfortunately, dis…

1
Worldwide Walkies with Jackie and Mark 1:21:24

1+ y ago1:21:24

1:21:24

Jackie and Mark gave up the 9 to 5 life early when they were made redundant. This just meant their plans to hit the road were brought forward a couple of years. They set out to buy a caravan and started their adventure just 10 minutes later at a nearby campsite. Things escalated very quickly when they made the decision to sell all of their possessi…

1
National Walking Month - GM Walking, Abigail's Trails & ABCD Nordic Walking 49:10

1+ y ago49:10

49:10

May is national walking month and in this episode, Claire is joined by Imogen from GM Walking, an online platform representing 122 walking clubs across Greater Manchester. Part of GM Walking are Abigail's Trails and ABCD Nordic Walking and they tell us what it means to them to be a part of GM Walking and what they have planned throughout May for th…

1
Walk with Wallace - Robin Wallace 47:45

1+ y ago47:45

47:45

Robin Wallace is a keen hiker, peak bagger and wild camper from Scotland, UK. He documents his outdoor adventures on his YouTube channel - Walk with Wallace. His relaxed yet informative style has seen him nominated twice in The Great Outdoors magazine awards. If peak bagging is your thing, Robin has completed his Munro bagging journey. That's 282 S…

1
The National Outdoor Expo 2023 59:27

1+ y ago59:27

59:27

The National Outdoor Expo is held at the NEC Birmingham. It showcases the best brands and well-known faces from the outdoors community . We went armed with the recorder to meet YOU - the listeners of the podcast and to have a mooch about the stalls and chat with lots of different people who all have a passion for our great outdoors. So, if you coul…

1
The Bluetits with Sian Richardson 1:17:35

1+ y ago1:17:35

1:17:35

Sian Richardson spent years running, competing in triathlons, cyclosportive events, marathons, ultramarathons and swimming events. In 2014, she decided that cold water swimming would make for a great new challenge. Swimming into the colder months in the Pembrokeshire sea, others began noticing this solo swimmer braving the cold waters and soon star…

1
Health, Happiness & Healing 56:32

1+ y ago56:32

56:32

Martin Little has swapped 'Aggressive Camping' for the more relaxing wild camping experience. In his army days, camping was a necessity and built his resilience. That resilience helped him bounce back from a serious injury after a suicide bomber detonated a bomb which unfortunately killed three of his friends and put Martin out of action for 18 mon…

1
Well Mental UK 44:15

1+ y ago44:15

44:15

Julianne Noon, like many of us, was hit hard by the pandemic lockdown. She decided to get out walking in her local area to keep active and lose weight. After posting pictures of her walks on social media, John got in touch and they soon began walking together. A few small walks and big idea led to the birth of Well Mental UK - an opportunity for pe…

1
Mountain Weather with Garry Nicholson from MWIS 43:09

1+ y ago43:09

43:09

Love it or loathe it, the weather seems to be one of the most talked about subjects in the UK. For those of us who love spending time outdoors, its an important part of planning our adventures. That's where the Mountain Weather Information Service come to the rescue. Focusing on 10 upland areas of Britain, they produce detailed forecasts specific t…

1
Hebridean Way and The Tour du Mont Blanc with Mullion Vagrant 55:15

1+ y ago55:15

55:15

Mark aka Mullion Vagrant has lived in Cornwall all of his life and the outdoors has always been a big part of it. He is now a teacher and plans his adventures around his free time. Last year, he thru-hiked the Hebridean Way across its islands taking in Scotland's true wilderness. He also set off to Europe to trek the well known but stunning Tour du…

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Mark Wainwright Podcasts

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