While "doer-sellers" balance billable work with one-to-one sales conversations, many technical experts are far better suited to leverage their subject matter expertise across one-to-many marketing channels. In this episode, John Tyreman and Mark Wainwright coin the term "Doer-Marketer" and explore how visible expertise upstream shortens sales cycles, eliminates price friction, and unlocks premium pricing.

In this episode, you'll learn:

• How doer-marketers differ from 'doer-sellers'
• Why marketing's true job is reaching the 95% of buyers not actively searching
• How visible authority and client stories reduce price friction to boost fees
• Why leads from visible experts shorten sales cycles by building early trust
• Why doer-marketers shouldn't be buried writing proposals
• Practical baby steps to turn frequent client FAQs into original content

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Building trust with clients takes WAY too much time and energy....right?

In this episode of Breaking BizDev, John Tyreman and Mark Wainwright take a tongue-in-cheek look at how professional services firms inadvertently destroy client relationships across the entire sales lifecycle. Because trust in expert-led industries is built in drops and lost in buckets, avoiding common sales pitfalls is essential for sustainable firm growth.

Through a satirical "masterclass" on what not to do, John and Mark break down the 10 worst sales behaviors—from initial lead generation to final contract execution—and explain how to replace bad habits with trust-building actions.

CHAPTERS
00:00 Welcome
02:07 If you know anyone
03:38 Push new leads FAST
04:55 Death by slide deck
05:52 Let the robots do the caring
07:23 Fire and forget a PDF proposal
09:14 Talk about yourself
10:34 Front-load the resumes
12:11 Art of the assumption
14:33 The 'wing it' power move
16:16 Be the smartest person in the room
17:10 How to build trust for real

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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 visual, structured approach that connects day-to-day revenue execution with long-term sales strategy.

In this episode, you'll learn:

• Why billing work differs from steering long-term growth
• How to sort work into Committed, Probable, and Possible pursuits
• Why doer-seller ownership creates higher accountability
• How revenue layers map to delivery, sales, and marketing
• When to revisit and refine your plan without overreacting

CHAPTERS:
00:00 A Wakeup Call
01:09 Revenue vs Sales Planning
05:23 Different Sales Plan Approaches
07:18 Three Bucket Framework
09:04 Committed Revenue
12:28 Probable Revenue
15:35 Possible Revenue
25:18 Build Your Sales Plan In Q4

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