Decoy or Anchor?
Blair differentiates between decoy pricing and price anchoring, which are two different techniques that are often confused for each other, and can increase your average proposal value in multi-option ...
25 Feb 21min
We Are All Closet Socialists
Despite the fact that many entrepreneurs hate people telling them what to do, they end up running their own agencies using a "central planning" model. Instead, David encourages entrepreneurial leaders...
11 Feb 20min
Shower Your Way to Sales Success
David interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological responses that can be triggered when unforeseen events unfold with...
28 Jan 20min
Why Entrepreneurs Are Unemployable
Blair interviews David about a recent article in which he argues that the very traits that make entrepreneurs successful also make it hard for them to give up being their own boss and join someone els...
14 Jan 23min
The Problem of Mechanistic Thinking
David interviews Blair about his recent article in which he explores how our businesses are not simple machines that can be tuned (or killed) with specific wrenches, but they are complex adaptive orga...
31 Des 202520min
Oppositio Singularis: The Positioner's Folly
David sees too many marketing agencies trying to attract new business by staking claims of specialness on things for which nobody is claiming the opposite, instead of building their positioning on uni...
17 Des 202513min
Dealing With the Ghosting Problem
Are prospects not responding to your follow-up after you submit a proposal? Blair goes through what might be causing their lack of response and then provides three tools to address the ghosting proble...
3 Des 202524min
Defending the Castle When the Moats Are Drained
One characteristic of our industry is disappearing moats. After a brief overview of the fourteen moats we've lost from 1965 to today, we'll look at what turf we really have left to defend and what the...
19 Nov 202530min
