The Enemy Within
In this 2Bobs podcast, Blair addresses the internal struggle for margin that happens in many firms between delivery teams and business development teams due to their lack of distinction between cost and price.
Win Without Pitching®: Thinking
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Seven Positioning Mistakes to Avoid
Blair and David discuss the seven most common mistakes firms make when positioning themselves.
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.”
The Only New Business Indicator That Matters
TRANSCRIPT David C. Baker: Blair, I’ve got this question, you got me started thinking about it. I’m just going to dive in here. This question is about the best indicator of new business success, not kind of a question. It cannot help but really make people curious. What’s the answer? Then I have a bunch
Open Book Management
Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually improve relationships with both employees and clients when used appropriately.
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.
Seven Strategies to Grow Accounts
David disagrees with Blair’s model for growing existing accounts in the post-AOR era and then offers his list of 6 ideas on the topic.
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.
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.
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