Why Account People Should Close New Business
David gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.
27 Feb 201923min
A Beginner's Guide to Negotiating
David gets into Blair's head to get his 10 basic negotiating tips that he has worked with clients on over the years. LINKS "10 Negotiating Tips" (with 5 bonus tips) "Selling in One Lesson," 2Bobs ep...
13 Feb 201935min
Seven Positioning Mistakes to Avoid
After having discussed positioning in multiple previous episodes, David puts together in this one episode the seven most common mistakes firms make when positioning themselves.
30 Jan 201934min
Debriefing After a New Business Call
David asks Blair about using "after action reviews" following sales calls, and the two key questions that should be asked as a part of that debriefing process. LINKS Episode #15 - The Best Learning ...
16 Jan 201930min
Shoot - Now What Do We Do?
Blair asks David to make some predictions about the new year, and then they discuss some ways that businesses can prepare for and react to (God forbid) an economic downturn. TRANSCRIPT BLAIR ENNS: D...
2 Jan 201934min
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 Dec 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 Dec 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
