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”
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
How to Ask for Referrals
How to Make Referrals
Do You Even Need New Business People?
Predictive Traits of Successful Owners
Six Barriers to New Business Success
Ten Questions I Want to Ask You
Qualities of the World’s Best Project Managers
CRM and the Mistakes to Avoid
Why We Suck at Negotiating
Developing a Client Conflict Strategy
Inbound, Outbound, and In Between
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3 Takeaways