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"
Big Clients Vs Small Clients
The Great Migration
Foibles of an Executive Leadership Team
Transcending Timesheets
How Our Deepest Fears Shape Our Approach to Business
Objections to Specialization
Do Generalists Really Triumph Over Specialists?
The Rungs You Can Reach on the Ladder of Lead Generation
The Journey From Generalist to Specialist
How and When to Talk About Your Firm
Four Regrets You're About to Have
When to Shut Up and Listen and When to Speak Up
Critical Questions Your New Business Person Should Be Able to Answer
The Hate Sandwich You're About to Eat
Will You Be My Friend
Changes in the Agency Client Landscape
Business As Unusual - Managing in a Pandemic
When Rightsizing Makes Sense...And How to Do It
The Power of Options
How Digital Firms Are Different
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Bank of America Treasury Insights
Human Capital Leadership
The Power of Music Thinking
BusinessWISE
3 Takeaways