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Jaksot
205 jaksot
The Barbell of Pricing Risk
2024-12-18 • 26min
Selling Your Professional Services Firm
2024-12-04 • 41min
Questions, Not Answers
2024-11-20 • 24min
Assume an Advantaged Player
2024-11-06 • 22min
The Four Conversations: A New Model for Selling Expertise
2024-10-23 • 30min
200th Episode Special
2024-10-09 • 30min
How Account Managers Deliver Strategy
2024-09-25 • 23min
How to Avoid Commodifying Your Offering
2024-09-11 • 29min
Are Email Newsletter Even Viable Anymore?
2024-08-28 • 29min
How to Make Horizontal Positioning Work
2024-08-14 • 23min
Are You Fishing in the Right Pond?
2024-07-31 • 32min
Leading in a Chaotic World
2024-07-17 • 28min
Creating a Premium Pricing Culture
2024-07-03 • 31min
Building a Scalable Sales Strategy
2024-06-19 • 26min
Have We Hit Peak Strategy?
2024-06-05 • 24min
What Tech Bros Get Right...and Wrong
2024-05-22 • 21min
Turning Your Delivery Team Into a Sales Team
2024-05-08 • 30min
Advising Clients Ethically
2024-04-24 • 24min
Just Stop Talking
2024-04-10 • 31min
Working With a Maverick
2024-03-27 • 23min
The Dichotomy of the Expert Salesperson
2024-03-13 • 23min
Maximizing Pro Bono Opportunities
2024-02-28 • 19min
Attending the Way
2024-02-14 • 21min
A 7-part Theory of Principal Compensation
2024-01-31 • 23min
The Time Value of Knowledge
2024-01-17 • 29min
Revisiting Remote Work
2024-01-03 • 27min
Ditch the (Sales) Script
2023-12-20 • 24min
Constrained by Artificial Boundaries
2023-12-06 • 24min
A Theory of Leisure
2023-11-22 • 26min
The Death Throes of the Pitch
2023-11-08 • 28min
How Much Should You Spend on Your Own Marketing?
2023-10-25 • 29min
The Conflicting Ethics of Selling and Negotiating
2023-10-11 • 22min
Doing Employee Orientation Right
2023-09-27 • 23min
The War on Payment Terms
2023-09-13 • 32min
What Your Team Wants From You
2023-08-30 • 31min
How to Ask for Referrals
2023-08-16 • 27min
How to Make Referrals
2023-08-02 • 26min
Do You Even Need New Business People?
2023-07-19 • 23min
Predictive Traits of Successful Owners
2023-07-05 • 24min
Six Barriers to New Business Success
2023-06-21 • 28min
Ten Questions I Want to Ask You
2023-06-07 • 32min
Qualities of the World’s Best Project Managers
2023-05-24 • 29min
CRM and the Mistakes to Avoid
2023-05-10 • 27min
Why We Suck at Negotiating
2023-04-26 • 32min
Developing a Client Conflict Strategy
2023-04-12 • 17min
Inbound, Outbound, and In Between
2023-03-29 • 24min
The Perils of "Good/Better/Best" Pricing
2023-03-15 • 27min
Reverse Trojan Horse Syndrome
2023-03-01 • 31min
Is Your Firm Addicted to New Business?
2023-02-15 • 29min
Secret Tradecraft of Elite Advisors
2023-02-01 • 30min