Where Do Ideas Come From?
Blair and David share the places they find good ideas that they turn into content, the best of which end up being incorporated into their services. Read the transcript ➝
27 Mars 201932min
It's a Small World After All
David finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a firm should be a factor.
13 Mars 201929min
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
