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"
Understanding Account People
What Leverage Do You Have With Client Contracts and MSAs?
When You Put Someone Else In Charge of Your Firm
Productized Vs Customized Services and Monthly Recurring Revenue
Which RFPs Should You Respond To?
A Podcast After-Action Review
Common Traits of Success
The Only New Business Indicator That Matters
Taking the Team Seriously
Top Ten New Business Development Myths
Six Staffing Blunders
Making Adversarial Assumptions in the Sales Process
Building Your Personal Brand
Can We Learn Anything From the Consulting Firms?
Be the Client You Want to See in the World
Size Matters
Different Pricing Models
Greatness Requires Discomfort
Selling to Clients With In-house Resources
Things Principals Should Do More Of
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