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
Secrets Behind the Killer Website
In a follow-up to the popular "Secrets Behind the Killer Proposal" episode, David unloads everything firms can do to make sure their website is locked and loaded for winning over new clients (wink win...
11 Mai 202232min
Why All My Content Is Ungated
David has seven reasons for removing all barriers on his website for readers and prospects to access what he writes - but admits that it may not be for everyone. Read the show notes and transcript at ...
27 Apr 202230min
Selling to Different Buyer Types
Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer y...
13 Apr 202240min
