Win Without Pitching®: Thinking

Podcasts

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.

If I Were Starting Over

David and Blair take turns asking each other questions about what they each would do differently if they were going to start a new firm today based on what they know now.

The X-Factor

Blair gives David some homework to identify patterns in the principals of creative practices who are successful and have that “je ne sais quoi.”

Starting…Existing…Thriving

Blair interviews David on what each of the three levels of success in running a creative firm looks like.

Replacing Presentations With Conversations

David re-reads the 2nd chapter of Blair’s first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them.

Reviewing the “Surveillance Footage”

There are seven patterns that almost all principals are guilty of. When David and Blair point them out, it lead their clients to say, “you must have hidden cameras in my office!”

Blair leads a discussion on how clients tend to take mental shortcuts in making business decisions, and how we can nudge clients without manipulating them to make a decision that is in their best interest.

Collaborating with Competitors

David and Blair compare each other’s competitiveness and then offer some specific ways principals can actually collaborate with their competitors as a part of building beneficial business relationships.

Four Segments of New Business

Blair and David come up with descriptive words that help clarify each of the four parts of what David calls the “pantheon” for new business: positioning, lead generation, sales, and pricing.

The End of the RFP?

Our mission at Win Without Pitching is to change the way creative services are bought and sold, our focus is really on the selling side of the buy-sell relationship.

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.