Mark Wainwright sits down to talk sales with BJ Kraemer, host of the Inspiring People & Places podcast and President and CEO of MCFA.
Leadership Blueprints is the podcast where leaders in the built environment learn to disrupt the status quo, improve their project teams, and steward public and private investments more effectively. Your host is BJ Kraemer. As the President and CEO of MCFA, BJ has navigated the complexities of the architecture, engineering, construction, and development industry. With a blend of interviews with national industry leaders and solo episodes filled with stories, tips, and lessons, Leadership Blueprints is your weekly source of inspiration and practical advice. By tuning in, you will learn how to challenge conventional processes, enhance team performance, and manage projects more effectively, paving the way for innovation and success in the built environment. Join BJ each week for a deep dive into the strategies and mindsets that drive real change and lead to real results.
On this week’s episode, BJ sits down with Mark Wainwright, a part time sales manager that manages and coaches sales teams of independent firms. Mark breaks down why firms should shy away from using the word “sales”, the root of empowering sales teams, and how to understand the clients needs.
More information about Mark can be found at: https://www.wainwrightinsight.com/
Inspiring People and Places is brought to you by MCFA. Visit our website www.MCFAglobal.com and sign up for our weekly newsletter where we curate some of the top industry articles of the week and give you a dose of inspiration as you head into the weekend!
MCFA IS HIRING!! If you or anyone you know are looking to work in the Planning, Project Development, Project Management, or Construction Management field, contact us through our website. Interns to Executives…we need great people to help us innovate and inspire, plan, develop and build our nation’s infrastructure. Check out our MUST FILL positions here https://mcfaglobal.com/careers/. We reward the bold and the action oriented so if you don’t see a position but think you are a fit…send us an email!
Learn more at www.MCFAGlobal.com
Sales can be challenging, particularly for introverted, technical professionals. Fortunately, there are many ways for these individuals to engage in selling and to succeed. The superpower of introverted professionals is their curiosity, and the only thing standing in their way is their expertise. If experts can put aside their knowledge and assumptions to ask really good questions, they can excel at sales. And then their expertise can come through in the alternatives and options they present to their clients. That and more in the Confronting and Taking Advantage of the Discomfort of Selling podcast.
Listen to this episode with the player above, or follow this link to the 50-minute, Confronting and Taking Advantage of the Discomfort of Selling podcast. In this episode, BJ sits down with Mark to explore why firms shy away from using the word “sales”. They discuss empowering sales teams and how to understand the client’s needs to offer services that are unique.
What is Inspiring People & Places?
MCFA interviews national leaders in the architecture, engineering, construction, and development industry. The goals of the podcast are to educate, innovate and inspire industry professionals to disrupt the status quo, improve their project teams and steward public & private investments more effectively.
About MCFA
Founded in 2003, MCFA is a CVE Verified Service-Disabled Veteran-Owned Small Business providing planning and strategy, program management and construction management services. MCFA’s works with the DoD and other federal agencies, state and local agencies and numerous other public and private clients. MCFA’s unique team of experienced professionals includes personnel who have training, certifications and licenses in all functional areas of planning, design, development, implementation and management of facilities, infrastructure, civil works and installation master planning projects.
If you enjoyed this podcast…
Hosted by John Tyreman and Mark Wainwright, the Breaking BizDev podcast explores business development in professional services firms. Each episode pulls apart and highlights critical marketing and sales activities and strategies that “BD” often overlooks. Breaking BizDev works over the commonly seen yet ill-advised practices in all types of expert firms. And then provides clarity on how firms can think and act differently in their marketing and sales efforts.
If you host a podcast and wish to have Mark join you as a guest, then please send an email. Mark focuses on sales in professional services firms and help busy practitioners sell with confidence. And if you’re so inclined, your thoughts and feedback on these podcasts is always welcome.
Wainwright Insight provides fractional sales management and sales consulting to organizations who want to take control of their pipeline and build future sales leaders—but could use a little, part-time expertise. I work with professional services firms, and the experts in those firms, who need to get better at chasing and winning big deals when the stakes are high.