Here are our suggestions:
Almost every leader of a business of expertise has a moment when they realize their delivery team—account managers, project managers, developers, engineers, consultants or advisors—could be a source of instant scale to their sales efforts. Inspiration tends to hit in moments of sales stagnation or decline. If you’re considering enlisting your delivery team in your
I’ve always known about this pervasive problem but the true size and severity of it never fully dawned on me until recently. Almost everyone commits this error in sales conversations and it’s awful to behold. I probably do it too but I don’t notice it.
Everyone is talking too much.
The world needs more of expert you. Let’s explore both sides of the expert salesperson.
At Win Without Pitching we use a model that views the sale as a series of four conversations, each with its own objective and its own framework for navigating to that objective.
“A man, sitting in his house, attending the way, will be heard a hundred miles distant. Work done truly and conscientiously, in isolation, calls unknown friends.”
Just as the interest on money compounds over time, the interest on knowledge compounds similarly, under the right conditions.
If creative and production really are non-working then why be so irresponsible as to spend 20% of your budget on them? Shouldn’t you be focused on getting that to zero?
Your two main levers of profit are to lower your expenses and to raise your revenue. (Profound opening, I know. Stay with me.)
Something is in the air in Agencyland. After a long, cold and seemingly endless winter, something is finally in the air. Free pitching, the addictive and destructive opioid of both client and agency is disappearing like the White Witch’s endless winter. It may not yet be summer, but spring is most definitely here.
Selling and negotiating are related, but they’re different enough from each other that they may require different ethical standards.
You will get a curated collection of Blair’s best writing, videos, and podcast episodes immediately after signing up.
Then, you’ll receive Blair’s latest work as it’s published.
