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 you’re selling to. Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types
13 Apr 202240min
The Power of Process
Blair discusses what they mean by having a process, how to develop it, what to avoid, and how your process at its highest level can be turned into valuable IP. Get the episode notes and transcript at http://2bobs.com/podcast/the-power-of-process
30 Mars 202232min
What Would YOUR Employee Review Look Like?
Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.
16 Mars 202233min
Secrets Behind the Killer Proposal
WARNING: If you only listen to only one episode of 2Bobs it should NOT be this one. In this send up of the ridiculous things people put in their proposals David and Blair give exactly the WRONG advice, hoping you get the joke.
2 Mars 202232min
Six Hidden Benefits of Client Concentration
Every firm will face the possibility of a client concentration challenge, and every client should probably say “yes” to that opportunity in spite of the warnings going off in their heads.
16 Feb 202234min
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 and how they feel about the new year.
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
