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
The X-Factor
Blair gives David some homework to identify patterns in the principals of creative practices who are successful and have that "je ne sais quoi." LINKS 2Bobs Episode 28 - "Positioning Cheats" Start W...
29 Aug 201832min
Starting...Existing...Thriving
Blair interviews David on what each of the three levels of success in running a creative firm looks like. Links 2Bobs Episode 39 - "Replacing Presentations With Conversations" The Win Without Pitch...
15 Aug 201834min
Replacing Presentations With Conversations
David re-reads the 2nd chapter of Blair's first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them. TRANSCRIPT DAVID C....
1 Aug 201828min
