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"
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
Hard Lines, Soft Lines
Designing Your Service Offerings
Secrets Behind the Killer Website
Why All My Content Is Ungated
Selling to Different Buyer Types
The Power of Process
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