The Role of Models In Your Firm
If you run any business of expertise you will come to rely on all sorts of models. The longer you are in business, the larger your model toolbox becomes.
Win Without Pitching®: Thinking
Menu
Navigating the Sale
Are We Having Fun Yet?
It’s been a couple of years since I fully delegated the sales function at Win Without Pitching but last week I found myself taking a few sales calls. I logged off of each one with an overwhelming sense of exuberance. “That was fun!”
I wondered how many other people felt the same way. At the end of the week I posted a twitter poll asking, “Is selling fun for you?”
Everything Can Change In One Conversation
The Flip is our name for the moment in the conversation between you and a prospective client when you move, in their eyes, from the position of lowly vendor to the more lofty one of expert practitioner.
Leading Through Disruption
Enough time has passed now I can tell this story without naming names.
How Assuming Can Cost You Time and Money
You never want to make assumptions in the sale. If you feel yourself assuming something, you need to lean into that and ask a question about what it is that you are assuming. Because when you make assumptions in the sale, it will likely lead you down a really long and expensive path.
Five Alternatives to Cutting Price
The subjectivity of value works both ways. Value is highly personal and subjective but it is so to all parties on both sides of the buy-sell divide. Just as two different clients considering the same offering from the same firm will assign different value to that offering, so too will two different salespeople trying to sell that offering.
Selling in One Lesson
Your power in the sale is a function of having your desirability be greater than your own desire. Makes sense, right?
How and When to Talk About Your Firm
One of the things that creative firms need to let go of is the need to present. It’s one of the proclamations in The Win Without Pitching Manifesto. “We will replace presentations with conversations.”
How to Write a Proposal
Friends, have you ever struggled with how to write a proposal? Sure you have, but I’m here to help. After years of reviewing written proposals from hundreds of marketing firms and about a dozen years of writing my own 100+ page proposals, I give to you, The Can’t-Miss, Killer Proposal. Read this before your competitors
Who Will Be the Adult In the Room?
Why do agencies get themselves into these situations where they feel they have to take work on onerous terms, where they have to put up with procurement’s powerplay moves and where they have no power to affect price?
We help agencies close more business the Win Without Pitching Way
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.