2Bobs—with David C. Baker and Blair Enns
Business:Management
The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.
Links
“How and When to Talk About Your Firm”
“Replacing Presentations With Conversations”
What Would YOUR Employee Review Look Like?
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
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