2Bobs—with David C. Baker and Blair Enns – Détails, épisodes et analyse
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2Bobs—with David C. Baker and Blair Enns
David C. Baker and Blair Enns
Fréquence : 1 épisode/14j. Total Éps: 243
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See allScore global : 38%
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The Four Priorities of Winning New Business
Épisode 228
mercredi 5 novembre 2025 • Durée 27:32
What do we do in those situations where we have to pitch? Blair simplifies some important principles from his books into a sequence of four precepts we can follow when the sales process doesn't progress like we'd hoped.
Links
"The Only New Business Indicator That Matters" 2Bobs episode
Understanding Earnouts
Épisode 227
mercredi 22 octobre 2025 • Durée 25:03
If/when you sell your firm, it'll likely be the largest transaction of your life, and so it makes sense to understand it! In this episode David gives a crash course in everything earnouts.
LINKS
"Understanding Earnouts" by David C. Baker for punctuation.com
There Is No Credential Meeting
Épisode 218
mercredi 18 juin 2025 • Durée 30:32
Instead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the "Probative Conversation" from his Four Conversations sales model.
LINKS
"There Is No Credentials Meeting" article by Blair Enns for WinWithoutPitching.com
"The Four Conversations: A New Model for Selling Expertise" 2Bobs episode
The Four Conversations: A New Model for Selling Expertise book by Blair Enns
Your Job Is the Future—Theirs Is to Keep You Honest in the Present
Épisode 128
mercredi 5 janvier 2022 • Durée 30:17
Blair has David expand on his recent article titled "You're A Dictatorship That Gathers Individual Democracies—Good For You."
Sales Clichés and the Damage Done
Épisode 127
mercredi 15 décembre 2021 • Durée 36:16
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
Ten Set Pieces
Épisode 126
mercredi 1 décembre 2021 • Durée 39:53
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.
Collecting From Deadbeat Clients
Épisode 125
mercredi 17 novembre 2021 • Durée 31:07
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.
Firing a Client
Épisode 124
mercredi 3 novembre 2021 • Durée 30:41
Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.
Attribution Errors
Épisode 123
mercredi 20 octobre 2021 • Durée 30:26
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.
How to Write That Book
Épisode 122
mercredi 6 octobre 2021 • Durée 30:44
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.
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