Matthew Winklestine and Mark Wainwright dive into the future of marketing across the AEC and professional services market, with a particular focus on how sales and marketing can better collaborate to drive real impact.
On the Evolving Engineering and Construction Brands podcast, we learn how E&C firms utilize social media and other digital channels to grow and establish their brands to attract and inform talent, customers, and current employees. We interview dynamic Sales, Marketing, HR Leaders, and Content Creators in the E&C space to hear how they solve today’s challenges with growing a brand in a distracted world.
This week on “The Buyers’ Market,” Matthew is joined by Mark Wainwright. Mark is the Principal and Owner at Wainwright Insight, where he helps professional services firms reclaim their sales pipeline, build new leaders, and support future growth. Matthew and Mark dive into the future of marketing across the AEC and professional services market, with a particular focus on how sales and marketing can better collaborate to drive real impact.
Lead generation doesn’t exist in a vacuum. As more buyers perform their own research, the role of traditional sales reps has shifted into an advisor role. At the same time, marketing teams are getting more and more involved in the business development process. This is why you should be re-thinking your sales and marketing pipeline.
This unified commercial engine combines sales and marketing to refine company messages and build trust with potential customers. And when they’re ready to buy, your company is the first name that comes to mind.
Listen to this episode in the player above or follow this link to the 34-minute podcast titled Re-Thinking your Sales and Marketing Pipeline. In this episode of The Buyer’s Market podcast (now known as Evolving Engineering and Construction Brands), Matthew Winklestein, President of Engaging Perspectives, and Mark dive into the future of marketing across the AEC and professional services market, with a particular focus on how sales and marketing can better collaborate to drive real impact.
About The Buyer’s Market podcast
How do you engage the right buyer? The Buyer’s Market explores the changes in today’s AEC stakeholders’ buying process to help construction and engineering professionals better understand their ideal customers. Join host Matthew Winklestine as he explores what does and doesn’t work when selling or marketing to your ideal audience. If you’re a fan of The Art of Construction, The Modern Craftsman, or Builtcast, then you’ll love The Buyers’ Market.
About Engaging Perspectives
Engaging Perspectives specializes in turning complex industries into compelling narratives your customers want to hear. Their clients carry a legacy of hard-fought achievement. Engaging Perspectives celebrates that gumption as they explore new avenues and promote intrepid creative decisions. With over 40 years of combined experience, the team balances narrative expertise and technical capabilities to help complex customers grow and thrive in the modern market.
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.