The Seven Masteries of the Rainmaker
Blair offers seven mindsets that any seller of expertise needs to master so that they can behave like the expert in the sales cycle. Links "The Jedi Mindset" by Blair Enns McClelland's Human Motivat...
26 Sep 201833min
If I Were Starting Over
LINKS "The Great Convergence Is Upon Us" by Blair Enns "CRM: The Train Coming At You" by Blair Enns AltGroup.net website "Eight Gauges on Your Agency Dashboard" by David C. Baker The Outsiders: Eight ...
12 Sep 201834min
The X-Factor
Blair gives David some homework to identify patterns in the principals of creative practices who are successful and have that "je ne sais quoi." LINKS 2Bobs Episode 28 - "Positioning Cheats" Start W...
29 Aug 201832min
Starting...Existing...Thriving
Blair interviews David on what each of the three levels of success in running a creative firm looks like. Links 2Bobs Episode 39 - "Replacing Presentations With Conversations" The Win Without Pitch...
15 Aug 201834min
Replacing Presentations With Conversations
David re-reads the 2nd chapter of Blair's first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them. TRANSCRIPT DAVID C....
1 Aug 201828min
Reviewing the "Surveillance Footage"
There are seven patterns that almost all principals are guilty of. When David and Blair point them out, it leads their clients to say, "you must have hidden cameras in my office!"
18 Juli 201826min
Hacking Heuristics
Blair leads a discussion on how clients tend to take mental shortcuts in making business decisions, and how we can nudge clients without manipulating them to make a decision that is in their best inte...
4 Juli 201840min
Collaborating with Competitors
David and Blair compare each other's competitiveness, and then offer some specific ways principals can actually collaborate with their competitors as a part of building beneficial business relationshi...
20 Juni 201827min
