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"
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
What Good Clients Are Really Looking For
Mastering the Value Conversation
Defining Success for Creatives
Words That Make Us Wince
Positioning Cheats
Words We Try to Define
The Business of Expertise - Part 3, Live from London
Pricing Creativity
Planning for the New Year
Valuing and Selling Your Firm
The Complexities of Commission Culture
The Role of Profit in a Creative Enterprise
Mea Culpa
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