Michelle Calcote King, Principal & President of Reputation Ink, talks with Mark Wainwright about the role of sales in professional services firms.
On Spill the Ink, Reputation Ink’s Principal & President Michelle Calcote King interviews lawyers, architects, engineers, construction professionals, marketing and business development pros, journalists, and a range of consultants and experts, discussing ways law firms, AEC firms and other professional services firms can grow through thought leadership-fueled marketing and public relations.
Mark Wainwright is an established consultant for business development and sales growth. Through his current firm, Wainwright Insight, he applies his method of fractional sales management to help clients get organized and grow their practice. He also serves as a consultant for giving campaigns, fundraising, and sponsorships for purpose-driven organizations.
Prior to his own firm, Mark had worked in marketing for businesses such as Kotter and GGLO. He received his first job out of college at K2 Sports, where he first learned some of his managerial principles in their bicycle division.
In this episode:
Over the years, the word “sales” has taken on a loaded connotation within the marketplace. It seems to imply a callous and sometimes even greedy mindset when working with other companies. While all businesses are driven by sales, the term itself has started carrying a new meaning. But what would it look like to breathe life into the concept and reemphasize sales in a new way?
Mark Wainwright is a sales management consultant with a thorough background in marketing and development. His approach, which he calls fractional sales management, is both personal and effective for helping clients get organized. He knows the baggage behind sales and has found a way to transform the process. Now he shows you what it looks like in action.
In this episode of the Spill the Ink podcast, Michelle Calcote King talks with Mark Wainwright about sales management and how to adapt to the current business climate. They start with his consultancy and how he uses fractional sales management to give clients the attention they need. They then dive into topics such as making the sales process more comfortable, taking on a vendor mindset and what makes a good businessperson.
Over the years, the word “sales” has taken on a loaded connotation within the marketplace. It seems to imply a callous and sometimes even greedy mindset when working with other companies. While all businesses are driven by sales, the term itself has started carrying a new meaning. But what would it look like to breathe life into the concept and reemphasize sales in a new way? What really is the role of sales in professional services firms?
Listen to this episode with the player above, or follow this link to the 32-minute podcast titled The Role of Sales in Professional Services Firms. In this episode of the Spill the Ink podcast, Michelle Calcote King talks with Mark about the fractional sales management model and how it benefits doer-sellers in AEC firms who must balance their role as salesperson and practitioner.
About Spill the Ink
On Spill the Ink, Reputation Ink’s Principal & President Michelle Calcote King interviews lawyers, architects, engineers, construction professionals, marketing and business development pros, journalists, and a range of consultants and experts, discussing ways law firms, AEC firms and other professional services firms can grow through thought leadership-fueled marketing and public relations.
About Reputation Ink
Reputation Ink is B2B content marketing and public relations agency built for complex industries. They work with lots of smart people — from lawyers, engineers and architects to manufacturers, corporate executives and more. But what’s the point of being smart if nobody understands what you have to say? That’s where Reputation Ink comes in.
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.