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"
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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