The Rungs You Can Reach on the Ladder of Lead Generation
Blair and David discuss three tiers of inbound and outbound marketing that firms should be using for new business development.
12 Aug 202036min
The Journey From Generalist to Specialist
David and Blair address a listener request to go over the challenges that principals often go through once they decide to reposition their firm.
29 Jul 202034min
How and When to Talk About Your Firm
Blair wonders if he's made an error in his efforts to prevent agencies from going into presentation mode during the sales process.
15 Jul 202026min
Four Regrets You're About to Have
Blair predicts when we are through the COVID-19 pandemic and business is approaching normal (whatever that means), agency principals will look back with some regrets about the things they did not do, rather than the things they did. LINKS "Four Regrets You’re About to Have" by Blair Enns "Play the Game of Constraints" by Blair Enns
1 Jul 202028min
Critical Questions Your New Business Person Should Be Able to Answer
David is frequently surprised by how many new business people have trouble answering five particular important questions about their jobs and their firms.
3 Jun 202033min
The Hate Sandwich You're About to Eat
Blair gets David to share a part of his upcoming book about how all client relationships have a cycle of love-hate-love that we have to be prepared for and push through.
20 Mai 202032min
Will You Be My Friend
David expects to get in trouble discussing Blair's topic about the role of friendship in business—between sales people and prospects, account people and clients, and principals and employees.
6 Mai 202037min
