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”
You Contain Multitudes
The Challenges of Growing Too Quickly
The Tao of No
What a Normal Person Thinks of Your Creative Firm
Communication Components in Your Sales Toolbox
Performance Bands
Creative Bullshit Bingo
Is "Agency" Still the Right Word?
Let's Talk About Money
The Enemy Within
Holding Opposite Perspectives in a Healthy Tension
Slapping Down Your Childlike Glee
Myth of "I Just Need More Opportunities to Get in Front of Prospects"
Big Clients Vs Small Clients
The Great Migration
Foibles of an Executive Leadership Team
Transcending Timesheets
How Our Deepest Fears Shape Our Approach to Business
Objections to Specialization
Do Generalists Really Triumph Over Specialists?
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