The role of sales in professional services firms with Mark Wainwright of Wainwright Insight

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.

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.