Everything Can Change in One Conversation
Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.
2 Feb 202237min
Languishing
The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic a...
19 Jan 202229min
Your Job Is the Future—Theirs Is to Keep You Honest in the Present
Blair has David expand on his recent article titled "You're A Dictatorship That Gathers Individual Democracies—Good For You."
5 Jan 202230min
Sales Clichés and the Damage Done
Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See the episode notes, links, and transcript
15 Des 202136min
Ten Set Pieces
Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some "set piece" phrases that are handy to have at the ready.
1 Des 202139min
Collecting From Deadbeat Clients
If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy's front lines.
17 Nov 202131min
Firing a Client
Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.
3 Nov 202130min
Attribution Errors
Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses...
20 Okt 202130min
