Prospecting for Doer-Sellers: Targets, Tools, and Techniques
Episode 14 of the Breaking BizDev podcast, hosted by John Tyreman & Mark Wainwright, titled "Prospecting for Doer-Sellers: Targets, Tools, and Techniques" was published on March 11, 2024 and runs 36 minutes.
March 11, 2024 ·36m · Breaking BizDev
Summary
John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation: Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of marketing.Mark uses an iceberg analogy to explain market segments: actively buying, passively buying, and satisfied with their status quo.Prospecti...
Episode Description
John and Mark provide an in-depth look at effective prospecting targets, tools, and techniques for doer-sellers in professional services firms—a critical part of the lead generation toolkit. Here are the key points covered in this conversation:
- Prospecting involves proactive outreach to uncover new opportunities and lies on the sales side of marketing.
- Mark uses an iceberg analogy to explain market segments: actively buying, passively buying, and satisfied with their status quo.
- Prospecting objectives are to schedule follow-ups, gather information, or increase familiarity.
- Prospecting outcomes include determining fit, wrong timing, or qualifying an opportunity.
- Mark walks through an example 14-day sequence for busy doer-sellers
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