Win new business from accounts that share a common characteristic. This way, you can build your brand and create efficiencies.

In this episode, John and Mark explore how firms can build Segment Development Plans that help firms grow relationships with prospects that represent a specific kind of client account. Combining SWOT analysis with targeted marketing efforts, business developers can use these plans to create a distinctive brand presence. In this conversation, we cover:

• Different ways to group segments of the market
• Why you tailor your offers for specific groups of the market
• How to perform a SWOT analysis to align strengths with opportunities
• Other considerations for your firm’s Segment Development Plan

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

Transform the way you grow key accounts.

Yes, you can achieve revenue growth and strengthen client relationships by developing comprehensive account development plans. In this episode, John and Mark share how to co-create effective account development plans with your clients. In this conversation, we answer key questions like:

• Why is it important to expand business with organizations you’re familiar with?
• How do you start building an account development plan?
• How do you prioritize clients for account development planning?
• What's an example of a simple message to get a conversation started?

Download the account development planning template: https://www.wainwrightinsight.com/landing-page-account-development-planning-template/

www.breakingbizdev.com

Emotion drives purchase decisions more in B2B than B2C. Let that sink in.

Yes, even when selecting professional service providers, emotion plays a major factor in decision-making. The relationships we forge and the stories we tell influence opportunities, contracts, and the clients we work with.

In this episode, John and Mark delve into proven storytelling frameworks that can help professional services firms set themselves apart and connect on a deeper emotional level with clients. Joined by guest expert Troy Hiduke Campbell, they break down how stories can transform bullet points into compelling narratives that resonate and drive action. In this conversation, we cover:

• The importance of storytelling in creating emotional connections in professional services.
• Troy Hiduke Campbell's insights on Disney's story spine framework and how it can be applied to business.
• The power of the word "because" in crafting causally related, memorable stories.
• Various storytelling frameworks, including customer success stories, the hero's journey, and the problem-agitate-solve method.
• Practical steps for gathering and structuring client experiences into impactful narratives that can be used in sales and marketing.

Connect with Troy on LinkedIn: https://www.linkedin.com/in/troy-hiduke-campbell/

Learn more about On Your Feet: https://www.oyf.com/

www.breakingbizdev.com