Earn the Call with Gregg Bedol https://www.bd4pros.com en Gregg Bedol sits down with lawyers, accountants, consultants, and fractional executives to talk about building relationships, and how they became top of mind. They spent years earning the call, and they talk about the successes, the takeaways, and the regrets and mistakes along the way. Hosted by Gregg Bedol. Presented by BD4. https://megaphone.imgix.net/podcasts/bcd7ab16-a60b-11f1-9bdb-4b1df1390f96/image/45813ac9a00dd7edb6d86461ed6b8df8.png?ixlib=rails-4.3.1&max-w=3000&max-h=3000&fit=crop&auto=format,compress Earn the Call with Gregg Bedol https://www.bd4pros.com episodic Gregg Bedol Gregg Bedol sits down with lawyers, accountants, consultants, and fractional executives to talk about building relationships, and how they became top of mind. They spent years earning the call, and they talk about the successes, the takeaways, and the regrets and mistakes along the way. Hosted by Gregg Bedol. Presented by BD4. Gregg Bedol sits down with lawyers, accountants, consultants, and fractional executives to talk about building relationships, and how they became top of mind.


They spent years earning the call, and they talk about the successes, the takeaways, and the regrets and mistakes along the way.


Hosted by Gregg Bedol. Presented by BD4.

]]> Gregg Bedol production@flecko.com Why The Best Pitches Aren't About What You're Selling with Alan Spurgin Alan Spurgin's 30-second pitch never mentioned the loan he was selling. Al spent 35 years in technology, finance, and banking, most recently co-managing CIBC Innovation Banking's US software and technology practice, after leadership roles at Silicon Valley Bank, Square 1 Bank, and Bridge Bank. He is now a Partner at Marlborough Street Partners (marlboroughst.com). In this conversation with Gregg Bedol, Al explains why expertise gets you in the door but doesn't necessarily close, how warm intros he never got paid for built trust with investors, what happened when he had to tell a client he couldn't deliver a deal, and why some of his best relationships took two years to turn into business. Learn more about BD4 at bd4pros.com. (00:00) Cold Open and Meet Al Spurgin (01:54) Fly Fishing, Golf, Travel, and Italy (04:13) His First Deal, a Warm Intro (07:07) Why Money Is Not the Pitch (08:38) Learning on a Low-Risk Deal (10:04) Build Relationships a Year Early (12:17) Earning Trust with Active Investors (14:40) How Warm Intros Built Goodwill (17:10) Staying Top of Mind Without Pestering (19:02) From Cocktail Reception to Follow-Up (22:02) Expertise Gets You in the Door (25:51) Not the Big Personality in the Room (26:57) Becoming the Trusted Advisor (28:26) Offering a Straw Man on Terms (29:55) When Deals Go Sideways (32:21) Pitching a Deal You Can't Get (33:58) Telling a Client You Can't Deliver (36:09) Knowing When to Walk Away (37:04) A Belief Others Disagree With (39:33) First Step for the Uncomfortable (42:29) Practicing the 30-Second Pitch (43:40) What Al's 30-Second Pitch Left Out (45:05) What Made People Remember Him (46:55) Networking Is a Long Game (48:51) Inflection Points in Relationships Tue, 27 Oct 2026 09:00:00 -0000 full 5 Gregg Bedol Alan Spurgin's 30-second pitch never mentioned the loan he was selling. Al spent 35 years in technology, finance, and banking, most recently co-managing CIBC Innovation Banking's US software and technology practice, after leadership roles at Silicon Valley Bank, Square 1 Bank, and Bridge Bank. He is now a Partner at Marlborough Street Partners (marlboroughst.com). In this conversation with Gregg Bedol, Al explains why expertise gets you in the door but doesn't necessarily close, how warm intros he never got paid for built trust with investors, what happened when he had to tell a client he couldn't deliver a deal, and why some of his best relationships took two years to turn into business. Learn more about BD4 at bd4pros.com. (00:00) Cold Open and Meet Al Spurgin (01:54) Fly Fishing, Golf, Travel, and Italy (04:13) His First Deal, a Warm Intro (07:07) Why Money Is Not the Pitch (08:38) Learning on a Low-Risk Deal (10:04) Build Relationships a Year Early (12:17) Earning Trust with Active Investors (14:40) How Warm Intros Built Goodwill (17:10) Staying Top of Mind Without Pestering (19:02) From Cocktail Reception to Follow-Up (22:02) Expertise Gets You in the Door (25:51) Not the Big Personality in the Room (26:57) Becoming the Trusted Advisor (28:26) Offering a Straw Man on Terms (29:55) When Deals Go Sideways (32:21) Pitching a Deal You Can't Get (33:58) Telling a Client You Can't Deliver (36:09) Knowing When to Walk Away (37:04) A Belief Others Disagree With (39:33) First Step for the Uncomfortable (42:29) Practicing the 30-Second Pitch (43:40) What Al's 30-Second Pitch Left Out (45:05) What Made People Remember Him (46:55) Networking Is a Long Game (48:51) Inflection Points in Relationships Alan Spurgin's 30-second pitch never mentioned the loan he was selling. Al spent 35 years in technology, finance, and banking, most recently co-managing CIBC Innovation Banking's US software and technology practice, after leadership roles at Silicon Valley Bank, Square 1 Bank, and Bridge Bank. He is now a Partner at Marlborough Street Partners (marlboroughst.com). In this conversation with Gregg Bedol, Al explains why expertise gets you in the door but doesn't necessarily close, how warm intros he never got paid for built trust with investors, what happened when he had to tell a client he couldn't deliver a deal, and why some of his best relationships took two years to turn into business. Learn more about BD4 at bd4pros.com.


(00:00) Cold Open and Meet Al Spurgin (01:54) Fly Fishing, Golf, Travel, and Italy (04:13) His First Deal, a Warm Intro (07:07) Why Money Is Not the Pitch (08:38) Learning on a Low-Risk Deal (10:04) Build Relationships a Year Early (12:17) Earning Trust with Active Investors (14:40) How Warm Intros Built Goodwill (17:10) Staying Top of Mind Without Pestering (19:02) From Cocktail Reception to Follow-Up (22:02) Expertise Gets You in the Door (25:51) Not the Big Personality in the Room (26:57) Becoming the Trusted Advisor (28:26) Offering a Straw Man on Terms (29:55) When Deals Go Sideways (32:21) Pitching a Deal You Can't Get (33:58) Telling a Client You Can't Deliver (36:09) Knowing When to Walk Away (37:04) A Belief Others Disagree With (39:33) First Step for the Uncomfortable (42:29) Practicing the 30-Second Pitch (43:40) What Al's 30-Second Pitch Left Out (45:05) What Made People Remember Him (46:55) Networking Is a Long Game (48:51) Inflection Points in Relationships



]]> 3045 Pick the Market You Can Own with Gale Crosley When Gale Crosley starts with a firm, one of the first things she asks is how many fish are in the pond. The CPA and former IBM mainframe seller walks Gregg Bedol through picking an industry to go all in on, finding who holds the power in a deal, and the research calls she makes instead of cold calls. Follow the show. Learn more at bd4pros.com. 0:00 Three quarters will never buy 0:10 Welcome Gale Crosley 1:14 The trouble with rainmakers 3:00 Big Four selling like the 1970s 4:12 What cross selling gets wrong 4:36 Power and politics in the deal 7:00 The questions nobody asks 9:07 Harry and the human problem 10:55 What relationships are for 12:08 Generally accepted growth principles 12:55 Persuasion happens one on one 14:10 How a CPA landed at IBM 17:19 Both at Arthur Andersen Cleveland 18:07 Selling around your billings 19:35 Books to train yourself 21:03 Where BD4 fits 22:15 Coaching and muscle memory 23:12 Pick your school of fish 25:00 Choose the industry first 26:30 Stop taking all comers 28:35 The Decatur, Georgia trade off 29:45 How many fish in the pond 31:20 Check the competition 32:20 The awards and her purpose 35:22 $11,000 in year one 36:19 Where research calls started 38:21 Fired after 90 days 40:52 Research calls, not cold calls 43:32 Presented by BD4 Tue, 13 Oct 2026 05:00:00 -0000 full 4 Gregg Bedol When Gale Crosley starts with a firm, one of the first things she asks is how many fish are in the pond. The CPA and former IBM mainframe seller walks Gregg Bedol through picking an industry to go all in on, finding who holds the power in a deal, and the research calls she makes instead of cold calls. Follow the show. Learn more at bd4pros.com. 0:00 Three quarters will never buy 0:10 Welcome Gale Crosley 1:14 The trouble with rainmakers 3:00 Big Four selling like the 1970s 4:12 What cross selling gets wrong 4:36 Power and politics in the deal 7:00 The questions nobody asks 9:07 Harry and the human problem 10:55 What relationships are for 12:08 Generally accepted growth principles 12:55 Persuasion happens one on one 14:10 How a CPA landed at IBM 17:19 Both at Arthur Andersen Cleveland 18:07 Selling around your billings 19:35 Books to train yourself 21:03 Where BD4 fits 22:15 Coaching and muscle memory 23:12 Pick your school of fish 25:00 Choose the industry first 26:30 Stop taking all comers 28:35 The Decatur, Georgia trade off 29:45 How many fish in the pond 31:20 Check the competition 32:20 The awards and her purpose 35:22 $11,000 in year one 36:19 Where research calls started 38:21 Fired after 90 days 40:52 Research calls, not cold calls 43:32 Presented by BD4 When Gale Crosley starts with a firm, one of the first things she asks is how many fish are in the pond. The CPA and former IBM mainframe seller walks Gregg Bedol through picking an industry to go all in on, finding who holds the power in a deal, and the research calls she makes instead of cold calls. Follow the show. Learn more at bd4pros.com. 0:00 Three quarters will never buy 0:10 Welcome Gale Crosley 1:14 The trouble with rainmakers 3:00 Big Four selling like the 1970s 4:12 What cross selling gets wrong 4:36 Power and politics in the deal 7:00 The questions nobody asks 9:07 Harry and the human problem 10:55 What relationships are for 12:08 Generally accepted growth principles 12:55 Persuasion happens one on one 14:10 How a CPA landed at IBM 17:19 Both at Arthur Andersen Cleveland 18:07 Selling around your billings 19:35 Books to train yourself 21:03 Where BD4 fits 22:15 Coaching and muscle memory 23:12 Pick your school of fish 25:00 Choose the industry first 26:30 Stop taking all comers 28:35 The Decatur, Georgia trade off 29:45 How many fish in the pond 31:20 Check the competition 32:20 The awards and her purpose 35:22 $11,000 in year one 36:19 Where research calls started 38:21 Fired after 90 days 40:52 Research calls, not cold calls 43:32 Presented by BD4

]]> 2640 Know If Your Deal Actually Has a Path to Winning with Bruce Kopkin Bruce Kopkin puts two numbers on a deal. The first is whether the client will buy at all, and the second is whether they'll buy from him. If he's 80% sure they want him but there's only a 25% chance the budget gets approved, he's looking at a 20% deal, even though most salespeople would log it as an 80. Bruce is a fractional chief sales and revenue officer at TechCXO, and he walks Gregg Bedol through how he reads the odds. He narrows to the customers most likely to buy, finds the person who actually has the vote, and exits when the signs aren't there. He also admits it took him about 20 years to learn when to leave. What You'll Hear in This Episode - Bruce still plays competitive baseball in the men’s senior league, second base after the shoulder, Braves all the way. - An electrical engineer who left the drafting board for sales engineering, then spent decades solving problems in high tech and manufacturing. - How selling yourself as a fractional executive is still selling an outcome, not bragging, once you back it with proof. - Jack Burke’s logic chain: keep asking so what until you hit a business gain and a personal gain. - Why a wide net wastes time, and why chase five and win three beats chase ten and win one. - How to earn the right to get introduced up, and how to exit when there is no path to a yes. - Building a BD habit when delivery is still the job, including about 20% of your time and volunteering instead of circling the room. - What he would tell himself 40 years ago about letting emotion keep a low probability deal alive. (0:00) Brain knew it was time to leave (0:13) Welcome Bruce Kopkin (0:50) Baseball and the Braves (2:49) Engineer who got into sales (4:04) Selling yourself as fractional (5:31) Lemonade stand and cost of goods (8:20) Jack Burke and the logic chain (9:55) Business gain and personal gain (11:05) You are what delivers the outcome (13:30) Why they came to you (14:53) Ideal customer profile (16:45) Chase five and win three (18:34) How you know they need it (20:10) When the deal went wrong (22:27) Feedback after wins and losses (23:20) Earn the right to ask up (24:25) Exit when there is no path (26:45) Twenty percent for business development (28:50) How a fifteen-year person starts (30:17) Face to face still matters (31:19) Volunteer, do not just attend (32:35) Advice for introverts (35:45) What he would tell himself then (37:54) Keep the fit warm when it is not now (39:32) How to reach Bruce (40:50) Presented by BD4 Bruce is a partner in TechCXO's revenue growth practice. Email: bruce.kopkin@techcxo.com https://www.techcxo.com/partners/bruce-kopkin/ Tue, 29 Sep 2026 09:00:00 -0000 full 3 Gregg Bedol Bruce Kopkin puts two numbers on a deal. The first is whether the client will buy at all, and the second is whether they'll buy from him. If he's 80% sure they want him but there's only a 25% chance the budget gets approved, he's looking at a 20% deal, even though most salespeople would log it as an 80. Bruce is a fractional chief sales and revenue officer at TechCXO, and he walks Gregg Bedol through how he reads the odds. He narrows to the customers most likely to buy, finds the person who actually has the vote, and exits when the signs aren't there. He also admits it took him about 20 years to learn when to leave. What You'll Hear in This Episode - Bruce still plays competitive baseball in the men’s senior league, second base after the shoulder, Braves all the way. - An electrical engineer who left the drafting board for sales engineering, then spent decades solving problems in high tech and manufacturing. - How selling yourself as a fractional executive is still selling an outcome, not bragging, once you back it with proof. - Jack Burke’s logic chain: keep asking so what until you hit a business gain and a personal gain. - Why a wide net wastes time, and why chase five and win three beats chase ten and win one. - How to earn the right to get introduced up, and how to exit when there is no path to a yes. - Building a BD habit when delivery is still the job, including about 20% of your time and volunteering instead of circling the room. - What he would tell himself 40 years ago about letting emotion keep a low probability deal alive. (0:00) Brain knew it was time to leave (0:13) Welcome Bruce Kopkin (0:50) Baseball and the Braves (2:49) Engineer who got into sales (4:04) Selling yourself as fractional (5:31) Lemonade stand and cost of goods (8:20) Jack Burke and the logic chain (9:55) Business gain and personal gain (11:05) You are what delivers the outcome (13:30) Why they came to you (14:53) Ideal customer profile (16:45) Chase five and win three (18:34) How you know they need it (20:10) When the deal went wrong (22:27) Feedback after wins and losses (23:20) Earn the right to ask up (24:25) Exit when there is no path (26:45) Twenty percent for business development (28:50) How a fifteen-year person starts (30:17) Face to face still matters (31:19) Volunteer, do not just attend (32:35) Advice for introverts (35:45) What he would tell himself then (37:54) Keep the fit warm when it is not now (39:32) How to reach Bruce (40:50) Presented by BD4 Bruce is a partner in TechCXO's revenue growth practice. Email: bruce.kopkin@techcxo.com https://www.techcxo.com/partners/bruce-kopkin/ Bruce Kopkin puts two numbers on a deal. The first is whether the client will buy at all, and the second is whether they'll buy from him. If he's 80% sure they want him but there's only a 25% chance the budget gets approved, he's looking at a 20% deal, even though most salespeople would log it as an 80. Bruce is a fractional chief sales and revenue officer at TechCXO, and he walks Gregg Bedol through how he reads the odds. He narrows to the customers most likely to buy, finds the person who actually has the vote, and exits when the signs aren't there. He also admits it took him about 20 years to learn when to leave.


What You'll Hear in This Episode

- Bruce still plays competitive baseball in the men’s senior league, second base after the shoulder, Braves all the way.

- An electrical engineer who left the drafting board for sales engineering, then spent decades solving problems in high tech and manufacturing.

- How selling yourself as a fractional executive is still selling an outcome, not bragging, once you back it with proof.

- Jack Burke’s logic chain: keep asking so what until you hit a business gain and a personal gain.

- Why a wide net wastes time, and why chase five and win three beats chase ten and win one.

- How to earn the right to get introduced up, and how to exit when there is no path to a yes.

- Building a BD habit when delivery is still the job, including about 20% of your time and volunteering instead of circling the room.

- What he would tell himself 40 years ago about letting emotion keep a low probability deal alive.


(0:00) Brain knew it was time to leave

(0:13) Welcome Bruce Kopkin

(0:50) Baseball and the Braves

(2:49) Engineer who got into sales

(4:04) Selling yourself as fractional

(5:31) Lemonade stand and cost of goods

(8:20) Jack Burke and the logic chain

(9:55) Business gain and personal gain

(11:05) You are what delivers the outcome

(13:30) Why they came to you

(14:53) Ideal customer profile

(16:45) Chase five and win three

(18:34) How you know they need it

(20:10) When the deal went wrong

(22:27) Feedback after wins and losses

(23:20) Earn the right to ask up

(24:25) Exit when there is no path

(26:45) Twenty percent for business development

(28:50) How a fifteen-year person starts

(30:17) Face to face still matters

(31:19) Volunteer, do not just attend

(32:35) Advice for introverts

(35:45) What he would tell himself then

(37:54) Keep the fit warm when it is not now

(39:32) How to reach Bruce

(40:50) Presented by BD4


Bruce is a partner in TechCXO's revenue growth practice.

Email: bruce.kopkin@techcxo.com

https://www.techcxo.com/partners/bruce-kopkin/


]]> 2481 John Yates on Becoming Good at Business Development When It's Not Natural You don't have to be a scratch golfer. John Yates isn't. He's a partner at Gunderson Dettmer who started by tagging along with his sister Jean in Palo Alto, then giving a Comdex talk in the dark because he did not want anyone to see him. The guy in that room sent a purple check. Follow the show. Learn more at bd4pros.com. 0:00 A marathon, not a sprint 0:26 John Yates 1:32 His sister was the Sherpa 3:44 Southeastern Software Association 4:52 Lights off at Comdex 5:32 A purple check 7:06 Tear out the magazine ads 8:09 Dictating on the drive 10:51 LinkedIn as a column 13:43 Ask smart questions 16:26 Sticky, not a vendor 19:19 A PS, not a trick 23:21 High, medium, low 25:28 I'm not buying 27:30 Play their words back 29:05 Turn the work away 33:49 Build a system that helps 36:01 Presented by BD4 Tue, 15 Sep 2026 10:00:00 -0000 full 2 Gregg Bedol You don't have to be a scratch golfer. John Yates isn't. He's a partner at Gunderson Dettmer who started by tagging along with his sister Jean in Palo Alto, then giving a Comdex talk in the dark because he did not want anyone to see him. The guy in that room sent a purple check. Follow the show. Learn more at bd4pros.com. 0:00 A marathon, not a sprint 0:26 John Yates 1:32 His sister was the Sherpa 3:44 Southeastern Software Association 4:52 Lights off at Comdex 5:32 A purple check 7:06 Tear out the magazine ads 8:09 Dictating on the drive 10:51 LinkedIn as a column 13:43 Ask smart questions 16:26 Sticky, not a vendor 19:19 A PS, not a trick 23:21 High, medium, low 25:28 I'm not buying 27:30 Play their words back 29:05 Turn the work away 33:49 Build a system that helps 36:01 Presented by BD4 You don't have to be a scratch golfer. John Yates isn't. He's a partner at Gunderson Dettmer who started by tagging along with his sister Jean in Palo Alto, then giving a Comdex talk in the dark because he did not want anyone to see him. The guy in that room sent a purple check. Follow the show. Learn more at bd4pros.com. 0:00 A marathon, not a sprint 0:26 John Yates 1:32 His sister was the Sherpa 3:44 Southeastern Software Association 4:52 Lights off at Comdex 5:32 A purple check 7:06 Tear out the magazine ads 8:09 Dictating on the drive 10:51 LinkedIn as a column 13:43 Ask smart questions 16:26 Sticky, not a vendor 19:19 A PS, not a trick 23:21 High, medium, low 25:28 I'm not buying 27:30 Play their words back 29:05 Turn the work away 33:49 Build a system that helps 36:01 Presented by BD4

]]> 2191 A Call, a Card, a Letter a Day with Cesar Brea Cesar Brea, partner at AlixPartners, sits down with Gregg Bedol on Earn the Call. They talk about how trust has to emerge before the work does, and about an old line Cesar still carries, a call, a card, a letter a day. You will hear Sunfish racing, Nashoba Learning Group, Morgan Guaranty, Bain, and why showing up is not a straight line. Subscribe for more conversations about how people actually earn the inbound call. Learn more at https://bd4pros.com 0:00 Intro 1:15 Championship sailing 2:58 Nashoba Learning Group 7:34 Put the client first 12:40 How the work emerges 16:16 Krugerrands in the loafers 21:03 A call, a card, a letter a day 23:11 Jazz, not a classical concert 27:50 Too many cooks 31:34 The first push-up 34:07 A seed in the driveway 36:46 Don't wait for the perfect note 39:13 Final thoughts Tue, 15 Sep 2026 09:00:00 -0000 full 1 Gregg Bedol Cesar Brea, partner at AlixPartners, sits down with Gregg Bedol on Earn the Call. They talk about how trust has to emerge before the work does, and about an old line Cesar still carries, a call, a card, a letter a day. You will hear Sunfish racing, Nashoba Learning Group, Morgan Guaranty, Bain, and why showing up is not a straight line. Subscribe for more conversations about how people actually earn the inbound call. Learn more at https://bd4pros.com 0:00 Intro 1:15 Championship sailing 2:58 Nashoba Learning Group 7:34 Put the client first 12:40 How the work emerges 16:16 Krugerrands in the loafers 21:03 A call, a card, a letter a day 23:11 Jazz, not a classical concert 27:50 Too many cooks 31:34 The first push-up 34:07 A seed in the driveway 36:46 Don't wait for the perfect note 39:13 Final thoughts Cesar Brea, partner at AlixPartners, sits down with Gregg Bedol on Earn the Call. They talk about how trust has to emerge before the work does, and about an old line Cesar still carries, a call, a card, a letter a day. You will hear Sunfish racing, Nashoba Learning Group, Morgan Guaranty, Bain, and why showing up is not a straight line. Subscribe for more conversations about how people actually earn the inbound call. Learn more at https://bd4pros.com 0:00 Intro 1:15 Championship sailing 2:58 Nashoba Learning Group 7:34 Put the client first 12:40 How the work emerges 16:16 Krugerrands in the loafers 21:03 A call, a card, a letter a day 23:11 Jazz, not a classical concert 27:50 Too many cooks 31:34 The first push-up 34:07 A seed in the driveway 36:46 Don't wait for the perfect note 39:13 Final thoughts

]]> 2408 The Story of BD4 You're heads down in a project for 10, 12 months, and you look up and there's no prospects. No pipeline, no next project. Host Gregg Bedol shares his story of doing that for close to 40 years as a consultant, and the learnings, insights, and ultimately the business that came out of that. Welcome to Earn the Call, the podcast where we have honest conversations with professionals about building relationships, and how they became the first person people think of. What You'll Hear in This Episode Gregg looks up at the end of a ten or twelve month project with no pipeline. He stayed in touch with one CEO for years, then finally sat down with him at breakfast. He talks about listening, staying top of mind, and not walking in to pitch. He names how hard this is when you bill hours in law or accounting. He closes on why BD4 exists, and the ask to follow and share. Earn the Call is presented by BD4. Learn more at bd4pros.com. https://bd4pros.com Mon, 14 Sep 2026 16:15:00 -0000 trailer Gregg Bedol You're heads down in a project for 10, 12 months, and you look up and there's no prospects. No pipeline, no next project. Host Gregg Bedol shares his story of doing that for close to 40 years as a consultant, and the learnings, insights, and ultimately the business that came out of that. Welcome to Earn the Call, the podcast where we have honest conversations with professionals about building relationships, and how they became the first person people think of. What You'll Hear in This Episode Gregg looks up at the end of a ten or twelve month project with no pipeline. He stayed in touch with one CEO for years, then finally sat down with him at breakfast. He talks about listening, staying top of mind, and not walking in to pitch. He names how hard this is when you bill hours in law or accounting. He closes on why BD4 exists, and the ask to follow and share. Earn the Call is presented by BD4. Learn more at bd4pros.com. https://bd4pros.com You're heads down in a project for 10, 12 months, and you look up and there's no prospects. No pipeline, no next project. Host Gregg Bedol shares his story of doing that for close to 40 years as a consultant, and the learnings, insights, and ultimately the business that came out of that. Welcome to Earn the Call, the podcast where we have honest conversations with professionals about building relationships, and how they became the first person people think of.

What You'll Hear in This Episode

  • Gregg looks up at the end of a ten or twelve month project with no pipeline.
  • He stayed in touch with one CEO for years, then finally sat down with him at breakfast.
  • He talks about listening, staying top of mind, and not walking in to pitch.
  • He names how hard this is when you bill hours in law or accounting.
  • He closes on why BD4 exists, and the ask to follow and share.


Earn the Call is presented by BD4. Learn more at bd4pros.com. https://bd4pros.com

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