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.
Win more business at a lower cost of saleJoin Blair Enns live for the Win Without Pitching Workshop and learn how to take control of your sales process (and actually enjoy it).
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.
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.
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?”
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.
