The Dichotomy of the Expert Salesperson

Blair and David consider the hundreds of firms they have each worked with over the years to identify the characteristics of highest performing firms and what they have seen agency principals do to succeed.

23 Loka 201925min

Blair shares some new data (at the time he and David recorded this discussion in January of 2016) that points to the one variable that can predict the likelihood of a prospect hiring your firm.

9 Loka 201928min

David wants to know if Blair thinks it's harder for creative firms to find great prospective clients, or great employees, as they unpack how to attract the right candidates using a “lead generation” plan.   Ideas for “Lead Generation” of candidates: Social media presence Guest teach a single class at a known school that typically turns out a best student every semester Offer your facility as a meeting place for trade/association meetings Put a rotating art gallery with an open house when the display rotates Quarterly webinar for prospective employees on topics they would be fascinated with, including guests (or even a podcast) Skill-building workshops open to the community, bringing in expert teachers Build a model that depends on a steady rotation of contractors to test them out Keep a great relationship w/ employees who leave you—they are frequently your best people when they return after an interim education somewhere else

25 Syys 201934min

Blair is in the spotlight discussing some bad practices driven by assumptions he's seen his clients make over the past couple decades, a few of which are new to David. 10. Branding and Full Service Advertising are Specializations 9. The More You Have to Sell the More Likely a Sale 8. An Increase in Meetings Leads to an Increase in Sales 7. The Written Proposal is a Necessary Step in the Sales Process 6. Build Personal Relationships to Build Sales 5. Presentation Skills Training Leads to Improved Business Development Success 4. Chemistry Wins New Business 3. Selling is Persuading 2. It’s Everyone’s Job to Sell 1. You Have to Pitch (for Free) to Win a Creative Assignment   LINKS Original article by Blair Enns, “Top Ten New Business Development Myths” The Challenger Sale by Neil Rackham Contagious Culture: Show Up, Set the Tone, and Intentionally Create an Organization that Thrives by Anese Cavanaugh

11 Syys 201934min

Blair interviews David about six employee archetypes which can end up being big hiring mistakes for creative firms.

28 Elo 201931min

Blair has another podcast therapy session about “good clients vs. bad clients,” as David tries to help him see procurement people as actual human beings who sometimes are just overwhelmed.

14 Elo 201935min

Blair has an aversion to the topic of personal branding, so David offers examples of why, when, and how the personal brands he’s seen principals develop can be either helpful or harmful for their firms.   LINKS “Launch Your Career as a Podcast Guest” by David C. Baker Episode 1 of Dexter Guff is Smarter Than You: “You Don’t Exist Without a Personal Brand” The Visible Expert® by Hinge Marketing “Personal Branding for Creative Professionals” course by Dorie Clark

31 Heinä 201934min

Blair and David explore the differences they see between consultants and agencies in an effort to understand how the landscape is changing and what creative firms can do to beat consultants at their own game.   Links The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth by David C. Baker Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life by Rory Sutherland

17 Heinä 201934min