• Questions, Not Answers
    2024/11/20

    Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offering a few answers after the truth surfaces.

    Links

    “Expertise Is Mainly About Asking Great Questions” by David C. Baker on Punctuation.com

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    24 分
  • Assume an Advantaged Player
    2024/11/06

    Blair shares how to determine whether or not we are the advantaged player the “polite battle for control” within the game of sales, and how we can get the odds of winning the sale to be more in our favor.

    Links

    “Assume an Advantaged Player” article by Blair Enns on WinWithoutPitching.com

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    22 分
  • The Four Conversations: A New Model for Selling Expertise
    2024/10/23

    David interviews Blair about his new book, which lays out his proven framework B2B service providers can use to increase closing ratios and average proposal values.

    Links

    Order The Four Conversations: A New Model for Selling Expertise by Blair Enns

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    31 分
  • 200th Episode Special
    2024/10/09

    Blair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they've learned along the way, and what they might like to try with the podcast in the future.

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    30 分
  • How Account Managers Deliver Strategy
    2024/09/25

    David unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers.

    LINKS

    "Account Managers and Strategy" by David C. Baker at punctuation.com

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    24 分
  • How to Avoid Commodifying Your Offering
    2024/09/11

    Blair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertainty that end up doing long term harm to their positioning and pricing.

    LINKS

    "Four Ways to Commodify Your Offering" by Blair Enns on WinWithoutPitching.com

    "Phase Your Client Engagements" 2Bobs episode

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    30 分
  • Are Email Newsletter Even Viable Anymore?
    2024/08/28

    Every few years we’re told that we need to move on from using email newsletters as a part of our marketing platform. And David says that advice has always been wrong.

    Links

    David’s article on Punctuation.com (subscribe to his newsletter at the bottom of the page)

    “Email is the Most Consistent, Reliable Marketing Channel on the Web and I Can Prove It” by Rand Fishkin

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    30 分
  • How to Make Horizontal Positioning Work
    2024/08/14

    David provides some clear examples of what is required for a firm to be successful at offering one service for many different verticals.

    Links

    “Strengthening a Weak Horizontal Positioning” by David C. Baker on punctuation.com

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    23 分