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 Impact of Agile in the Real World
Phase Your Client Engagements
Understanding Account People
What Leverage Do You Have With Client Contracts and MSAs?
When You Put Someone Else In Charge of Your Firm
Productized Vs Customized Services and Monthly Recurring Revenue
Which RFPs Should You Respond To?
A Podcast After-Action Review
Common Traits of Success
The Only New Business Indicator That Matters
Taking the Team Seriously
Top Ten New Business Development Myths
Six Staffing Blunders
Making Adversarial Assumptions in the Sales Process
Building Your Personal Brand
Can We Learn Anything From the Consulting Firms?
Be the Client You Want to See in the World
Size Matters
Different Pricing Models
Greatness Requires Discomfort
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3 Takeaways