Selling Should Be Fun or You Aren't Doing It Right
Blair had fun on a week of sales calls and came up with four reasons why he thinks most people can learn to have fun selling like he did. Read the episode notes and transcript at http://2bobs.com/pod...
31 Aug 202238min
Models Everywhere
Blair and David go into detail about what a model is for a creative firm and how they can be useful in closing new business and improving profitability. Read the transcript and episode notes at http:...
17 Aug 202231min
How Categories and Positioning Options Might Change
David and Blair follow up their previous discussion about how marketing firms have evolved, going deeper into how different service categories and positioning might look in the near future. Read this...
3 Aug 202232min
The Evolution of a Marketing Firm
Creative or marketing firms look a lot different today than they did 20 years ago. What happened to the ad agencies and design firms? And what trends are Blair and David seeing as businesses and techn...
20 Jul 202232min
Shortcomings of the EBITDA Multiplier
David keeps getting asked: "what multiple are you seeing these days?" As if there's some simple, magic answer that'll lead to a company's value. EBITDA is a great tool…but an incomplete one. Read th...
6 Jul 202234min
The Emotional Journey of Buying and Selling
When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales p...
22 Jun 202233min
Hard Lines, Soft Lines
Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping. Read the epi...
8 Jun 202235min
Designing Your Service Offerings
Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five principles of effective service offering design. Read th...
25 Mai 202229min
