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"
Secrets Behind the Killer Proposal
Six Hidden Benefits of Client Concentration
Everything Can Change in One Conversation
Languishing
Your Job Is the Future—Theirs Is to Keep You Honest in the Present
Sales Clichés and the Damage Done
Ten Set Pieces
Collecting From Deadbeat Clients
Firing a Client
Attribution Errors
How to Write That Book
Should You Write That Book?
Are You Ready for a Minority Partner?
Approaching Normal
Talking About Mental Health
Orbiting the Giant Hairball
Five Levels of Pricing Success
Your Four Advantages Over an In-House Department
A Ten Year Retrospective on the Manifesto
What an Acquirer Will - and Will Not - Care About
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
HCI Leadership Revolution
Human Capital Leadership
The Power of Music Thinking
BusinessWISE
Business Wars