Ten Set Pieces
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.
1 Des 202139min
Collecting From Deadbeat Clients
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.
17 Nov 202131min
Firing a Client
Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.
3 Nov 202130min
Attribution Errors
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.
20 Okt 202130min
How to Write That Book
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.
6 Okt 202130min
Should You Write That Book?
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.
22 Sep 202134min
Are You Ready for a Minority Partner?
David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.
8 Sep 202129min
Approaching Normal
In this follow-up to their July 2020 discussion, “Four Regrets You’re About to Have,” David interrogates Blair on the extent to which he is a valuable and accurate predictor of what is happening in the marketplace.
25 Aug 202134min
