Episodes

It’s the essence of strategy and the basis of everything—culture, hiring, IP, marketing, sales and client service—Segmentation. Most firms get it wrong. Here’s how to get it right. The post Segmentation: The Marketing Foundation Firms Seldom Get Right appeared first on Rattle and Pedal.

Most buyer personas are little more than fictional avatars. Jim Kraus, President of the Buyer Persona Institute, shows us how to develop a persona that helps you truly understand the buyer and buying process you’re hoping to affect. The post The Antidote to Crappy Buyer Personas with Jim Kraus appeared first on Rattle and Pedal.

Picking the right “faces” for your firm is critical to the success of your growth strategy. Jeff and Jason discuss the characteristics of the best thought leaders. The post Who Should Be Your Firm’s Thought Leaders? appeared first on Rattle and Pedal.

In many firms, Marketing fails because leadership prematurely gives up on its strategy. In this episode, Jeff and Jason break down why firms quit too soon and how to cultivate the virtue of fortitude to drive long-term success. The post Fortitude: The Key to Sustained Marketing Success appeared first on Rattle and Pedal.

Jason and Jeff welcome expert speaking advisor, Art Zards, to explain why some ideas break through and transform the world around us. And, why others die before the applause even ends. The post Intellectual Capital: How to Make an Idea Truly Transformative with Art Zards appeared first on Rattle and Pedal.

Jeff and Jason look back at the “killer” insights, occasional misteps, and the most important things they’ve learned from 5 years of podcasting. The post Bi-centennial: A Look Back at the Hits, “Near Misses” and Lessons Learned from 200 Episodes appeared first on Rattle and Pedal.

Brian shares how to think about referrals, trace the genealogy of our best referral partners, and balance the critical push/pull of both giving and asking for them. The post Referral Genealogy and Developing the Proper Referral Mindset with Brian Caffarelli appeared first on Rattle and Pedal.

Katie shares the methodology that online marketplaces like Clutch use to publish client reviews and suggests how firms can leverage them to drive a “flywheel through referrals.” The post Using Online Reviews to Drive Referrals with Katie Hollar of Clutch appeared first on Rattle and Pedal.

If you want to actively pursue a referral strategy, when should you ask? And what should you say? Jeff and Jason dive into the mechanics of asking for referrals. The post Referrals: When and How to Ask for Them appeared first on Rattle and Pedal.

“Do good work and good things follow.” It’s the typical referral strategy of most firms. But it’s woefully incomplete. Jeff and Jason dig deep into what a referral is and how to earn more of them. The post Referrals. What Are They? How to Position Yourself to Get More of Them. appeared first on Rattle and Pedal.

Jeff and Jason synthesize the high points they learned from their interviews on AI. And, they recommend what firms should do now. The post AI: What to Do Now appeared first on Rattle and Pedal.

For years firms have pursued productization strategies to drive efficiency or create repeatable revenue. AI is making the need to productize one of survival. Learn why and how to respond. The post How Generative AI is Making Productization More Urgent with Eisha Armstrong of Vecteris appeared first on Rattle and Pedal.

Decoding digital buying signals. Streamlining operations. Brian Wise talks about all this and more including a discussion about where AI is in the business “hype cycle.” The post Automation Domination. Lessons Learned from Efforts to Streamline and Scale 6Sense using AI with Brian Wise, CIO appeared first on Rattle and Pedal.

How many firms are using AI? What platforms are they using? How are the most effective firms using AI to drive their thought leadership programs? Jason breaks down his latest thought leadership research. The post How Professional Services Firms Are Using AI in Their Thought Leadership Programs appeared first on Rattle and Pedal.

In our first video podcast, Greg Baugues shows listeners just what you can do with tools like ChatGPT, Midjourney, and more to drive your personal productivity. The post Using AI to Drive Personal Productivity with Greg Baugues appeared first on Rattle and Pedal.

Professional services firms have the most to lose and the most to gain from AI. Getting your firm and your clients ready is the first step. What does it take? The post Assessing How Ready Your Firm and Your Clients Are For AI with Peter Buer and Courtney Baker of Knownwell appeared first on Rattle and Pedal.

Over 99% of AI deployments to date have been focused on personal productivity. David DeWolf shares how firms can unlock higher layers of operational and strategic value in their AI investments. The post Unlocking the Real Promise of AI with David DeWolf of Knownwell appeared first on Rattle and Pedal.

From writing code to amping up call centers to a virtual wingman — Michelle Swan joins us to talk about how services firms are using AI to drive value internally and with clients. The post Doomsday or New Day? How IT Services Firms Are Using AI with Michelle Swan of Tercera appeared first on Rattle and Pedal.

Jeff and Jason kick off a new series exploring current and future uses of generative AI in professional services. What are the opportunities and risks of its adoption? The post Generative AI: How Firms Are Using it Today and How They’ll Use it Tomorrow appeared first on Rattle and Pedal.

The best way to build relationships at scale is with email marketing. Acclaimed email expert, Ian Brodie, joins Jeff and Jason to share his thoughts on how to cut through the noise and “unsnooze your prospects’ inbox.” The post Unsnoozing the Inbox: Tips on Email Marketing with Ian Brodie appeared first on Rattle and Pedal.

When you’re missing your revenue targets it’s tempting to chase shortcuts — quick fixes like an aggressive cold email outreach program. Yet, usually, success in the short term requires taking the long view. The post No Shortcuts to Growth appeared first on Rattle and Pedal.

DCM Insights founding partners, Matt Dixon and Rory Channer, share the findings of their latest research on what the top pro services partners do differently to drive business development success. The post The Rainmaker Genome Project with Matt Dixon and Rory Channer appeared first on Rattle and Pedal.

From automating interactions at the drive-thru to writing website content, AI is taking the world by storm. In this episode, Jason and Jeff explore the strategic marketing implications of the latest news on generative AI. The post Behind the Headlines-AI’s Impact on Pro Service Marketing appeared first on Rattle and Pedal.

There’s an inherent dysfunction that keeps firms from reaching their full growth potential. Jason and Jeff revisit one of the podcast’s earliest episodes to discuss what’s changed. And, what’s stayed the same. The post Revisiting the BS of PS: Are Things Getting Better? Or Worse? appeared first on Rattle and Pedal.