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”
Seven Positioning Mistakes to Avoid
Debriefing After a New Business Call
Shoot - Now What Do We Do?
Selling in One Lesson
The Risk Episode
Open Book Management
Alternative Forms of Reassurance
Seven Strategies to Grow Accounts
The Best Ways to Disrespect Account People
The Seven Masteries of the Rainmaker
If I Were Starting Over
The X-Factor
Starting...Existing...Thriving
Replacing Presentations With Conversations
Reviewing the "Surveillance Footage"
Hacking Heuristics
Collaborating with Competitors
Four Segments of New Business
Using Assessment Instruments in Your Firm
Thoughts on Partnership
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