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”
The Perils of "Good/Better/Best" Pricing
Reverse Trojan Horse Syndrome
Is Your Firm Addicted to New Business?
Secret Tradecraft of Elite Advisors
Innoficiency in Your Agency
Churn, Baby, Churn
Reboot Your Culture Through New Business
Who Should Be Promoted?
Maintaining the Expert Position...After the Sale
When Your Engagement Level Drops
The Marketing Procurement Problem
The Agency Gatekeeper
Prostitutes and Scope Creep
How Would You Prepare for a Downturn?
Selling Should Be Fun or You Aren't Doing It Right
Models Everywhere
How Categories and Positioning Options Might Change
The Evolution of a Marketing Firm
Shortcomings of the EBITDA Multiplier
The Emotional Journey of Buying and Selling
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Bank of America Treasury Insights
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3 Takeaways