Win Without Pitching®: Thinking

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.

via 2Bobs

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Blair Enns
Blair Enns is the Win Without Pitching founder and CEO and the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour.
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Recent Thinking

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.

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.

Win more business at higher prices and a lower cost of sale