2Bobs—with David C. Baker and Blair Enns
Business:Management
The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.
Links
“How and When to Talk About Your Firm”
“Replacing Presentations With Conversations”
What Tech Bros Get Right...and Wrong
Turning Your Delivery Team Into a Sales Team
Advising Clients Ethically
Working With a Maverick
The Dichotomy of the Expert Salesperson
Maximizing Pro Bono Opportunities
Attending the Way
A 7-part Theory of Principal Compensation
The Time Value of Knowledge
Revisiting Remote Work
Ditch the (Sales) Script
Constrained by Artificial Boundaries
A Theory of Leisure
The Death Throes of the Pitch
How Much Should You Spend on Your Own Marketing?
The Conflicting Ethics of Selling and Negotiating
Doing Employee Orientation Right
The War on Payment Terms
What Your Team Wants From You
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