Mark Wainwright joins Enoch Sears on the Business of Architecture podcast to discuss the “missing sales function”.
Here’s the link to the 38-minute episode recorded and published in late 2020 titled Building a Sales Force. In this podcast, Mark and Enoch explore the “missing sales function” in professional services firms. They discuss a few things that firms and individuals can do to help build—or maybe find—that important sales function.
In addition, the blog post titled Is Sales the Missing Puzzle Piece? digs into a few of the activities discussed in the podcast including Client Account Planning and prospecting.
An excerpt from the podcast Building a Sales Force:
“I think that the sales process is a wonderful time to start helping (and frankly it’s the best time) that you can start presenting these leading indicators of how you work with them and how helpful you can be throughout this very challenging process of design.”
About the Business of Architecture
The Business of Architecture is a business consultancy founded by Enoch Sears. Enoch works with architects to structure their firms for creative and financial success with the SMART Practice Method. Enoch helps successful architecture firm owners create a practice that gives them fulfillment, freedom and exceptional finances.
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
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.