Your CRM is haunted. Not by ghosts...but by cold leads, stalled proposals, and “maybe next quarter” conversations that never saw the light of day. In this episode, John and Mark take you on a guided tour of the Pipeline Graveyard—where dead deals lurk, and second chances await.

Despite the Halloween theme, this one’s evergreen. Because let’s be honest: deals go dark year-round. We’ll show you how to diagnose the truly dead, spot signs of life, and—when the timing’s right—resurrect opportunities without looking desperate.

It’s part sales therapy, part post-mortem, and part playbook for turning silence into closed-won. So grab your flashlight and a shovel. We’re digging in.

CHAPTERS
00:00 Introduction
00:48 Welcome
01:16 Introduction
02:57 Common Causes of Deals Failing
06:29 Diagnosis
11:17 Signs There Is Still Life In The Deal
13:27 New Information
15:03 Reflection
18:19 How To Raise The Dead
24:50 Digging In The Graveyard
34:43 Segmenting

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Go ahead, put all of BD on the shoulders of your most expensive asset. What could possible go wrong?

In this episode, John and Mark explore the pros and cons of partner involvement in business development. They look at the benefits and drawbacks of a firm partner's role in both marketing and sales. Identify actionable strategies for helping your firm's partners engage in the right kind of business development efforts.

CHAPTERS
00:00 Welcome + Listener shoutouts
03:18 Episode Rundown
04:49 Marketing and Sales Continuum
05:16 Pros of Partner Involvement in Marketing
08:39 Cons of Partner Involvement in Marketing
13:12 Pros of Partner Involvement in Sales
18:01 Cons of Partner Involvement in Sales
27:31 What Good Look Like
30:33 Rapid Fire: Who's the Bottleneck?
35:16 Takeaways and Conclusion

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

"You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you." - Dale Carnegie

In this episode, Mark and John explore the importance of understanding clients better than they understand themselves. The conversation focuses on how actively listening to understand client needs can transform your business success, highlighting key concepts such as the empathy gap, the empathy map, and how this level of understanding serves as a significant competitive advantage.

Want actionable advice on how to understand your clients better? Listen to this episode today and jot down some notes!

CHAPTERS:
00:00 Introduction
01:20 Two Years of Breaking BizDev
02:41 Episode Rundown
03:38 THE Empathy Gap
11:20 The Empathy Map
15:11 Competitive Advantage
19:19 Competitive Insulation
20:36 Learn What Matters to Your Clients
27:26 Create Feedback Loops
32:31 How to Turn Empathy Into Action

The Empathy Map: https://www.interaction-design.org/literature/article/empathy-map-why-and-how-to-use-it

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7