2bobs - With David C. Baker And Blair Enns

Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping. Read the episode notes and transcript at http://2bobs.com/podcast/hard-lines-soft-lines

Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five principles of effective service offering design. Read the transcript and episode notes at http://2bobs.com/podcast/designing-your-service-offerings

In a follow-up to the popular “Secrets Behind the Killer Proposal” episode, David unloads everything firms can do to make sure their website is locked and loaded for winning over new clients (wink wink).

David has seven reasons for removing all barriers on his website for readers and prospects to access what he writes - but admits that it may not be for everyone. Read the show notes and transcript at http://2bobs.com/podcast/why-all-my-content-is-ungated

Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer you’re selling to. Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types

Blair discusses what they mean by having a process, how to develop it, what to avoid, and how your process at its highest level can be turned into valuable IP. Get the episode notes and transcript at http://2bobs.com/podcast/the-power-of-process

Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.

Blair and David try not to give their best stuff away on this free podcast but they can’t hold back any longer. It’s time to unleash onto the world Blair's killer proposal, which should raise your closing ratio by 62-67%.

Every firm will face the possibility of a client concentration challenge, and every client should probably say “yes” to that opportunity in spite of the warnings going off in their heads.

Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.

The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic and how they feel about the new year.

Blair has David expand on his recent article titled "You’re A Dictatorship That Gathers Individual Democracies—Good For You."

Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See the episode notes, links, and transcript

Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some “set piece” phrases that are handy to have at the ready.

If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy’s front lines.

Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.

Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses all of these sales attribution questions.

You don’t need a degree or license or permission to write a book. David and Blair share the steps they took and what they have learned from the writing process.

If you think you might have a book in you but aren't sure writing and publishing your own book as an entrepreneur is worth the effort, this episode is for you.

David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.