Ditch The (Sales) Script 2Bobs—with David C. Baker And Blair Enns podcast

2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

MBA Blair Enns Entrepreneur Business David C Baker And Blair Enns David C Baker

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Το περιεχόμενο παρέχεται από το David C. Baker and Blair Enns, David C. Baker, and Blair Enns. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον David C. Baker and Blair Enns, David C. Baker, and Blair Enns ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.

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Biscuits & Jam Returns on March 4th for Season 6 with The War & Treaty! 1:42

πριν 6 μέρες1:42

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1:42

Join us for the launch of Season 6 of Biscuits & Jam on Tuesday, March 4th, 2025 with The War and Treaty’s Michael and Tanya Trotter. Learn more about your ad choices. Visit podcastchoices.com/adchoices

2Bobs—with David C. Baker and Blair Enns « »
Ditch the (Sales) Script

πριν περίπου ένα χρόνο 24:30

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MP3•Αρχική οθόνη επεισοδίου

Το περιεχόμενο παρέχεται από το David C. Baker and Blair Enns, David C. Baker, and Blair Enns. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον David C. Baker and Blair Enns, David C. Baker, and Blair Enns ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.

Blair sees too many creative firms talking at prospective clients using sales scripts instead of having a series of wide ranging conversations on their unique issues and objectives that set the tone for the potential long-term engagement.

Links

“Ten Set Pieces”

“Mastering the Value Conversation”

… continue reading

210 επεισόδια

#MBA #Blair Enns #Entrepreneur #Business #David C Baker And Blair Enns #David C Baker

2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

Ditch the (Sales) Script

2Bobs—with David C. Baker and Blair Enns

91 subscribers

published πριν περίπου ένα χρόνο

Μοίρασέ το

MP3•Αρχική οθόνη επεισοδίου

Το περιεχόμενο παρέχεται από το David C. Baker and Blair Enns, David C. Baker, and Blair Enns. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον David C. Baker and Blair Enns, David C. Baker, and Blair Enns ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.

Blair sees too many creative firms talking at prospective clients using sales scripts instead of having a series of wide ranging conversations on their unique issues and objectives that set the tone for the potential long-term engagement.

Links

“Ten Set Pieces”

“Mastering the Value Conversation”

… continue reading

210 επεισόδια

#MBA #Blair Enns #Entrepreneur #Business #David C Baker And Blair Enns #David C Baker

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

1
Who Should Set Prices? 41:01

πριν 5 μέρες41:01

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41:01

As Blair continues to encourage expert practice owners to price the client and not the service, he and David discuss the pros and cons of four levels of pricing authority they should be thinking about within their firm, instead of just assuming pricing responsibility automatically defaults to a specific role or job title. Links “Who Should Set Prices In Your Firm?” written by Blair Enns for WinWithoutPitching.com…

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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10 Reasons a Buyer Might Want Your Firm 32:41

πριν 19 μέρες32:41

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32:41

David thinks principals should build their firms as if they were going to sell it while Blair’s advice is to run it as if you’ll never sell it. Being aware of options as your firm matures can give you the leverage you might need in negotiations. Links “Ten Reasons Firms Are Bought” by David C. Baker for punctuation.com…

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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To Standardize or Customize 35:31

πριν 5 weeks35:31

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35:31

Through the process of writing his latest book, Blair's thinking has evolved on whether or not firms should resist the urge to productize their services as they work to creatively meet the unique needs of each client.

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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Don't Bother Eating Your Veggies 24:56

πριν 7 weeks24:56

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24:56

In Blair's experience, the most common reason a lead generation plan doesn’t get executed is it doesn’t recognize and leverage the strengths or motivations of the individuals executing. LINKS "The Best Lead Generation Plan" article by Blair Enns for WinWithoutPitching.com "The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode…

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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Adapting Hiring Strategies Over Time 26:05

πριν 9 weeks26:05

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26:05

David describes the differences in what kind of people principals should hire during the early stage of their creative firm’s development when it’s all about “what we can afford,” the middle stage when it’s about “what we need,” and then the later days of an agency when it’s about “what we can learn.” LINKS “How Your Hiring Strategies Change” by David C. Baker for punctuation.com “The Problem of Standards” by David Maister…

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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The Barbell of Pricing Risk 26:14

πριν 11 weeks26:14

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26:14

Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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Selling Your Professional Services Firm 41:23

πριν 13 weeks41:23

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41:23

Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer . LINKS Buy a copy of David's new book from him directly. Buy David's new book and audiobook on Amazon.

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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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Questions, Not Answers 24:04

πριν 15 weeks24:04

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24:04

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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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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Assume an Advantaged Player 22:25

πριν 17 weeks22:25

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22:25

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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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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The Four Conversations: A New Model for Selling Expertise 30:34

πριν 19 weeks30:34

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30:34

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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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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200th Episode Special 30:21

πριν 21 weeks30:21

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30:21

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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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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How Account Managers Deliver Strategy 23:46

πριν 23 weeks23:46

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23:46

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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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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How to Avoid Commodifying Your Offering 29:47

πριν 25 weeks29:47

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29:47

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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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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Are Email Newsletter Even Viable Anymore? 29:37

πριν 27 weeks29:37

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29:37

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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2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns podcast artwork

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How to Make Horizontal Positioning Work 23:25

πριν 29 weeks23:25

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23:25

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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