2Bobs—with David C. Baker and Blair Enns
Business:Management
As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.
LINKS
"The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com
"Ditch the (Sales) Script"
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
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
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