Selling in One Lesson
Blair describes to David how he was able to distill his Win Without Pitching approach into a simple formula: P=db/D Power = desirability / Desire Links Economics in One Lesson: The Shortest and Sure...
19 Des 201834min
The Risk Episode
After touching on the topic of risk in many other episodes of this podcast, David and Blair finally take a full episode to discuss at length the role of risk in entrepreneurship. LINKS "Confessions ...
5 Des 201831min
Open Book Management
Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually ben...
21 Nov 201824min
Alternative Forms of Reassurance
Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations. LINKS "Transtheoretical Mode...
7 Nov 201829min
Seven Strategies to Grow Accounts
David disagrees with Blair (sort of) on his model for growing existing accounts in the post-AOR era, and then offers his list of 6 ideas on the topic. Links The Peter principle The Challenger Sale b...
24 Okt 201831min
The Best Ways to Disrespect Account People
Blair remembers what it was like when he was an account person himself, and David shares five ways firms can treat their account people better. LINKS "How to Drive Your Employees Bat Sh*t Crazy" 2B...
10 Okt 201829min
The Seven Masteries of the Rainmaker
Blair offers seven mindsets that any seller of expertise needs to master so that they can behave like the expert in the sales cycle. Links "The Jedi Mindset" by Blair Enns McClelland's Human Motivat...
26 Sep 201833min
If I Were Starting Over
LINKS "The Great Convergence Is Upon Us" by Blair Enns "CRM: The Train Coming At You" by Blair Enns AltGroup.net website "Eight Gauges on Your Agency Dashboard" by David C. Baker The Outsiders: Eight ...
12 Sep 201834min
