Katie and Mark explore the dreaded SALES word in design & construction and discuss the important sales competencies needed to be successful in sales.
AEC Marketing for Principals is brought to you by Judy Sparks and Katie Cash of Smartegies LLC. Katie and Judy are expert marketers in the AEC industry and built environment. They guide AEC Principals toward building stronger brands, implementing effective communications, and developing winning strategies and proposals.
In this episode, Katie Cash talks to Mark Wainwright and brings up the dreaded “S” word. SALES in design and construction. Mark is a marketing and sales professional with 25 years of experience, the majority spent building and growing professional services firms. He coaches individuals, develops sales processes, manages pipelines, and when appropriate, implements CRM systems.
The discussion covers what you need to know from a sales perspective in firms and why it is important to focus on getting the right people for the job for sales planning and developing sales functions. Mark tells us how to manage sales pipelines and the importance of having appropriate sales measures in place.
What role do compassion and social media play in today’s business landscape and what to focus on when building and maintaining sales pipelines? Mark and Katie answer all these questions and more.
Highlights:
06.10.98 Prospecting
08.46.90 Sales Competencies for Professional Services Firms
10.32.00 Changes in the Approach to Professional Service Sales
12.07.21 Marketing and Sales Alignment
16.13.78 Qualifying Your Prospects
21.58.48 The Importance of a Sales Pipeline
25.40.60 Sales Planning and Preparation
27.21.75 Discovery in the Sales Process
34.10.61 On-Call Consulting
36.42.48 Fractional Sales Management
Six Sales Competencies for Professionals:
https://www.wainwrightinsight.com/six-sales-competencies-for-professionals/
In this episode, Katie Cash talks to Mark Wainwright about the importance of sales in design & construction. And, yes, they bring up the dreaded “S” word… SALES. The discussion covers what you need to know about sales to win new work. They also talk discuss the important skills and competencies individuals need to be successful with sales.
Listen to this episode with the player above, or follow this link to the 38-minute episode titled the Importance of Sales in Design & Construction. Mark and Katy talk about the changes happening with sales, alignment with marketing and sales. For more about the skills practitioners need to improve in sales, read the post titled Six Sales Competencies for Professionals.
About the AEC Marketing for Principals podcast
The AEC Marketing for Principals podcast is presented by Smartegies and hosted by Katie Cash. The podcast is an edited conversation, designed to guide AEC Principals toward building stronger brands, implementing effective communications, and developing winning strategies and proposals. Katie discusses the specialties and experiences of her podcast guests, practical strategies, and new marketing techniques.
About Smartegies
Smartegies offers B2B marketing solutions to professional service providers of all types. This includes architecture and engineering firms, construction companies, law firms, financial service firms and others. They focus on delivering creative and cost-effective solutions to help your company “win.”
Whether your company is a large international firm, a small start-up or a specialty consultant, Smartegies works hand-in-hand with their clients to reach their marketing and business development objectives.
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 are 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.
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