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.

T

TechSurge: Deep Tech VC Podcast

TechSurge: Deep Tech VC Podcast podcast artwork

TechSurge: Deep Tech VC Podcast podcast artwork

1
Understanding the Elegant Math Behind Modern Machine Learning 1:14:43

πριν 4 μέρες1:14:43

Αναπαραγωγή αργότερα

Αναπαραγωγή αργότερα

1:14:43

Artificial intelligence is evolving at an unprecedented pace—what does that mean for the future of technology, venture capital, business, and even our understanding of ourselves? Award-winning journalist and writer Anil Ananthaswamy joins us for our latest episode to discuss his latest book Why Machines Learn: The Elegant Math Behind Modern AI . Anil helps us explore the journey and many breakthroughs that have propelled machine learning from simple perceptrons to the sophisticated algorithms shaping today’s AI revolution, powering GPT and other models. The discussion aims to demystify some of the underlying math that powers modern machine learning to help everyone grasp this technology impacting our lives, even if your last math class was in high school. Anil walks us through the power of scaling laws, the shift from training to inference optimization, and the debate among AI’s pioneers about the road to AGI—should we be concerned, or are we still missing key pieces of the puzzle? The conversation also delves into AI’s philosophical implications—could understanding how machines learn help us better understand ourselves? And what challenges remain before AI systems can truly operate with agency? If you enjoy this episode, please subscribe and leave us a review on your favorite podcast platform. Sign up for our newsletter at techsurgepodcast.com for exclusive insights and updates on upcoming TechSurge Live Summits. Links: Read Why Machines Learn, Anil’s latest book on the math behind AI https://www.amazon.com/Why-Machines-Learn-Elegant-Behind/dp/0593185749 Learn more about Anil Ananthaswamy’s work and writing https://anilananthaswamy.com/ Watch Anil Ananthaswamy’s TED Talk on AI and intelligence https://www.ted.com/speakers/anil_ananthaswamy Discover the MIT Knight Science Journalism Fellowship that shaped Anil’s AI research https://ksj.mit.edu/ Understand the Perceptron, the foundation of neural networks https://en.wikipedia.org/wiki/Perceptron Read about the Perceptron Convergence Theorem and its significance https://www.nature.com/articles/323533a0…

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

×

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…

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…

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.

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…

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…

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.

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.

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…

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

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

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.

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

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…

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…

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