eaning too hard on AI for sales and marketing, and you risk any trust and credibility built with prospective clients. So where does AI actually belong in creating and winning new business?

In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the good, the bad, and the ugly of using AI in sales and marketing. They explain why relying on AI to replace human connection is a critical mistake, and how you should instead use it to maximize the time you spend in live, synchronous conversations.

In this episode, you'll hear:
• Why automated cold outreach, social comments, and follow-up emails destroy credibility and trust.
• How to free up your team to have more face-to-face interactions.
• How to generate meeting transcripts and summaries so you can focus on active listening
• How to aggregate data, append spreadsheets, and build targeted prospect lists.
• How to role play future sales calls
• How to "humanize" and polish their 3-option pricing tables.

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

Unbillable time is often treated as an afterthought—but it shouldn’t be.

In this episode of Breaking BizDev, John Tyreman and Mark Wainwright reframe unbillable hours as one of the most important investments you can make in your future pipeline.

They discuss how professionals can move beyond simply “filling time” and instead use those hours with intention—focusing on the activities that actually drive growth.

You’ll hear:

• Why utilization alone is a flawed measure of success
• How to evaluate and prioritize your non-billable time
• A clear way to connect marketing and sales efforts
• The key areas where your time creates the most impact
• How to balance short-term demands with long-term opportunity building

Whether you're trying to generate new business, deepen client relationships, or build your brand, this episode offers a practical approach to making your unbillable hours count.

Your future work depends on how you use your time today.

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

Doing great work isn’t enough to generate referrals.
In fact, relying on that alone might be exactly what’s holding you back.🤨

In this episode of Breaking Biz Dev, Mark and John take a diagnostic approach to one of the most powerful yet underutilized growth strategies in professional services: referrals

Drawing from real-world coaching experience, they uncover why so many professionals fail to generate referrals despite strong networks and satisfied clients. From vague asks and inconsistent effort to fear of rejection and lack of process, the breakdown often isn’t the relationships—it’s the system behind them.

You’ll learn:

• How to identify the warning signs of a broken referral process
• Why most firms don’t treat referrals as a true lead generation channel
• The difference between passive and proactive referrals
• How mindset, timing, and clarity impact your success
• Practical steps to build a repeatable referral process starting today

If referrals make up a small (or nonexistent) portion of your pipeline, this episode will help you rethink your approach and take control of a high-impact growth channel.

Start turning trust into opportunity.

Subscribe for weekly conversations on business development, growth strategy, and modern professional services leadership.

CHAPTERS
00:00 Why Referrals Get Missed
00:43 Show Intro and Listener Shoutout
02:49 Referral Process Reality Check
05:42 Common Referral Mistakes
08:09 Symptoms Your Process Is Broken
11:34 Root Cause No Process
12:19 Root Cause Unclear Ask
16:22 Root Cause Timing and Mindset
20:06 Tracking and Attribution Gaps
23:26 Rethinking Referrals Push and Pull
24:57 Action Steps Start Your List
28:20 Wrap Up and Next Episode


Link to A Referral Process Episode: https://youtu.be/zGNXNNoi2vc

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