Search a title or topic

Over 20 million podcasts, powered by 

Player FM logo
Artwork

Content provided by Janice Porter. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Janice Porter or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Player FM - Podcast App
Go offline with the Player FM app!

Why B2B Relationships Start Before the First Pitch with Michael Haynes | RR325

44:48
 
Share
 

Manage episode 502542050 series 2521398
Content provided by Janice Porter. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Janice Porter or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Are your client relationships strong enough to earn their trust before the first pitch?

Michael Haynes, a B2B market specialist, author and speaker, joins me from Sydney. He guides us on how to unpack what it truly takes to win and keep business clients today. It’s not just about being client-focused anymore—it’s about becoming buyer-centric. We talked through his AIR framework (Advice, Insights, Recommendations), why trust is built long before the sale, and how business development now relies more on connection and value than cold calls and pitches. He also shares how strategic networking and micro-engagements like panels and roundtables can set you apart in a crowded B2B world.

If you’re a small service firm trying to grow, this episode is your reminder to stop guessing and start listening. You’ll get clear strategies to position your business as a trusted advisor—not just another vendor.

Highlights:

1. Beyond Client-Centric: Go Buyer-Centric - Michael explains why knowing the buyer’s priorities and decision process matters more than general client needs.

2. The AIR Framework for Real Impact - Delivering Advice, Insights, and Recommendations is how you prove your expertise and build credibility with decision-makers.

3. Why Relationships Close Sales Faster - He shares how warm intros plus value-based insight can turn long sales cycles into two-call conversions.

4. LinkedIn: Visibility vs. Connection - Michael talks about using LinkedIn strategically, from voice notes to DMs, to build true relationships—not just grow your follower count.

5. Listening as a Growth Strategy - Learn how structured conversations with clients and prospects can reveal gaps, improve services, and inspire innovation.

Connect with Michael:

Website: https://listeninnovategrow.com/

LinkedIn: https://www.linkedin.com/in/michaelhhaynes/

Check this out:

Get your free downloadable Go-To-Market Playbook for service firms at https://listeninnovategrow.com/sme-playbook/

------------------------------------------------------------------------------

In appreciation for being here, I have some gifts for you:

A LinkedIn Checklist for setting up your fully optimized Profile:

An opportunity to test drive the Follow Up system I recommend by checking this presentation page - you won’t regret it.

AND … Don’t forget to connect with me on LinkedIn and be eligible for my complimentary LinkedIn profile audit – I do one each month for a lucky listener!

Connect with me:

http://JanicePorter.com

https://www.linkedin.com/in/janiceporter/

https://www.facebook.com/janiceporter1

https://www.instagram.com/socjanice/

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and

think that others could benefit from listening, please share it using the social

media buttons on this page.

Do you have some feedback or questions about this episode? Leave a note in

the comment section below!

Subscribe to the podcast

If you would like to get automatic updates of new podcast episodes, you can

subscribe to the podcast on Apple Podcasts or your favorite podcast app.

Leave us an Apple Podcast review

Ratings and reviews from our listeners are extremely valuable to us and

greatly appreciated. They help our podcast rank higher on Apple, which

exposes our show to more awesome listeners like you. If you have a minute,

please leave an honest review on Apple Podcasts.

  continue reading

325 episodes

Artwork
iconShare
 
Manage episode 502542050 series 2521398
Content provided by Janice Porter. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Janice Porter or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Are your client relationships strong enough to earn their trust before the first pitch?

Michael Haynes, a B2B market specialist, author and speaker, joins me from Sydney. He guides us on how to unpack what it truly takes to win and keep business clients today. It’s not just about being client-focused anymore—it’s about becoming buyer-centric. We talked through his AIR framework (Advice, Insights, Recommendations), why trust is built long before the sale, and how business development now relies more on connection and value than cold calls and pitches. He also shares how strategic networking and micro-engagements like panels and roundtables can set you apart in a crowded B2B world.

If you’re a small service firm trying to grow, this episode is your reminder to stop guessing and start listening. You’ll get clear strategies to position your business as a trusted advisor—not just another vendor.

Highlights:

1. Beyond Client-Centric: Go Buyer-Centric - Michael explains why knowing the buyer’s priorities and decision process matters more than general client needs.

2. The AIR Framework for Real Impact - Delivering Advice, Insights, and Recommendations is how you prove your expertise and build credibility with decision-makers.

3. Why Relationships Close Sales Faster - He shares how warm intros plus value-based insight can turn long sales cycles into two-call conversions.

4. LinkedIn: Visibility vs. Connection - Michael talks about using LinkedIn strategically, from voice notes to DMs, to build true relationships—not just grow your follower count.

5. Listening as a Growth Strategy - Learn how structured conversations with clients and prospects can reveal gaps, improve services, and inspire innovation.

Connect with Michael:

Website: https://listeninnovategrow.com/

LinkedIn: https://www.linkedin.com/in/michaelhhaynes/

Check this out:

Get your free downloadable Go-To-Market Playbook for service firms at https://listeninnovategrow.com/sme-playbook/

------------------------------------------------------------------------------

In appreciation for being here, I have some gifts for you:

A LinkedIn Checklist for setting up your fully optimized Profile:

An opportunity to test drive the Follow Up system I recommend by checking this presentation page - you won’t regret it.

AND … Don’t forget to connect with me on LinkedIn and be eligible for my complimentary LinkedIn profile audit – I do one each month for a lucky listener!

Connect with me:

http://JanicePorter.com

https://www.linkedin.com/in/janiceporter/

https://www.facebook.com/janiceporter1

https://www.instagram.com/socjanice/

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and

think that others could benefit from listening, please share it using the social

media buttons on this page.

Do you have some feedback or questions about this episode? Leave a note in

the comment section below!

Subscribe to the podcast

If you would like to get automatic updates of new podcast episodes, you can

subscribe to the podcast on Apple Podcasts or your favorite podcast app.

Leave us an Apple Podcast review

Ratings and reviews from our listeners are extremely valuable to us and

greatly appreciated. They help our podcast rank higher on Apple, which

exposes our show to more awesome listeners like you. If you have a minute,

please leave an honest review on Apple Podcasts.

  continue reading

325 episodes

All episodes

×
 
Loading …

Welcome to Player FM!

Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.

 

Copyright 2025 | Privacy Policy | Terms of Service | | Copyright
Listen to this show while you explore
Play