The Dichotomy Of The Expert Salesperson 2Bobs—with David C. Baker And Blair Enns podcast

Artwork

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

Player FM - Internet Radio Done Right

91 subscribers

Entrepreneur Roundup

Προστέθηκε πριν από eight χρόνια

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.

B

Biscuits & Jam

Biscuits & Jam podcast artwork

Biscuits & Jam podcast artwork

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

πριν 6 μέρες1:42

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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 « »
The Dichotomy of the Expert Salesperson

πριν περίπου ένα χρόνο 23:51

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.

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.

LINKS

"The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com

"Ditch the (Sales) Script"

… continue reading

210 επεισόδια

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

Artwork

The Dichotomy of the Expert Salesperson

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.

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.

LINKS

"The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com

"Ditch the (Sales) Script"

… continue reading

210 επεισόδια

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

Όλα τα επεισόδια

×

Artwork

1
Who Should Set Prices? 41:01

πριν 5 μέρες41:01

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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…

Artwork

1
10 Reasons a Buyer Might Want Your Firm 32:41

πριν 19 μέρες32:41

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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…

Artwork

1
To Standardize or Customize 35:31

πριν 5 weeks35:31

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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.

Artwork

1
Don't Bother Eating Your Veggies 24:56

πριν 7 weeks24:56

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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…

Artwork

1
Adapting Hiring Strategies Over Time 26:05

πριν 9 weeks26:05

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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…

Artwork

1
The Barbell of Pricing Risk 26:14

πριν 11 weeks26:14

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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.

Artwork

1
Selling Your Professional Services Firm 41:23

πριν 13 weeks41:23

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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.

Artwork

1
Questions, Not Answers 24:04

πριν 15 weeks24:04

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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…

Artwork

1
Assume an Advantaged Player 22:25

πριν 17 weeks22:25

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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

Artwork

1
The Four Conversations: A New Model for Selling Expertise 30:34

πριν 19 weeks30:34

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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

Artwork

1
200th Episode Special 30:21

πριν 21 weeks30:21

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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.

Artwork

1
How Account Managers Deliver Strategy 23:46

πριν 23 weeks23:46

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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

Artwork

1
How to Avoid Commodifying Your Offering 29:47

πριν 25 weeks29:47

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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…

Artwork

1
Are Email Newsletter Even Viable Anymore? 29:37

πριν 27 weeks29:37

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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…

Artwork

1
How to Make Horizontal Positioning Work 23:25

πριν 29 weeks23:25

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

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

Καλώς ήλθατε στο Player FM!

Το FM Player σαρώνει τον ιστό για podcasts υψηλής ποιότητας για να απολαύσετε αυτή τη στιγμή. Είναι η καλύτερη εφαρμογή podcast και λειτουργεί σε Android, iPhone και στον ιστό. Εγγραφή για συγχρονισμό συνδρομών σε όλες τις συσκευές.

Ακούστε 500 + θέματα

Οδηγός γρήγορης αναφοράς

Κορυφαία podcast

Marketing Podcasts από το σύμβουλο μάρκετινγκ Θέμη Σαρανταένα

ΜΑΡΜΕΛΑΔΑ ΦΡΑΟΥΛΑ

Όσα ξέρει η Μαρία με τη Μαρία Σολωμού

POP για τις Δύσκολες Ώρες

Sugarenia and Stelabouras make a podcast (#ssmap)

Πρωταγωνιστές με τον Σταύρο Θεοδωράκη

Τροφή Για Σκέψη

CyberSpectrum (ex Feta Report)

Ακούστε αυτήν την εκπομπή ενώ εξερευνάτε

Αναπαραγωγή