If I Were Starting a New Firm
2Bobs—with David C. Baker and Blair Enns
Blair interviews David about a recent article he’s been receiving a lot of feedback on, in which he lists all of the things he would try to incorporate into a brand new creative agency, based on what he’s seen and learned from working with thousands of firms over the years. Links
info_outline
Decoy or Anchor?
2Bobs—with David C. Baker and Blair Enns
Blair differentiates between decoy pricing and price anchoring, which are two different techniques that are often confused for each other, and can increase your average proposal value in multi-option pricing when used appropriately. Links
info_outline
We Are All Closet Socialists
2Bobs—with David C. Baker and Blair Enns
Despite the fact that many entrepreneurs hate people telling them what to do, they end up running their own agencies using a “central planning” model. Instead, David encourages entrepreneurial leaders to set clear standards, give staff more freedom, and institute kind accountability, for them and ourselves. Links
info_outline
Shower Your Way to Sales Success
2Bobs—with David C. Baker and Blair Enns
David interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological responses that can be triggered when unforeseen events unfold within sales conversations. LINKS
info_outline
Why Entrepreneurs Are Unemployable
2Bobs—with David C. Baker and Blair Enns
Blair interviews David about a recent article in which he argues that the very traits that make entrepreneurs successful also make it hard for them to give up being their own boss and join someone else’s company. LINKS
info_outline
The Problem of Mechanistic Thinking
2Bobs—with David C. Baker and Blair Enns
David interviews Blair about his recent article in which he explores how our businesses are not simple machines that can be tuned (or killed) with specific wrenches, but they are complex adaptive organisms that we need to understand differently. LINKS
info_outline
Oppositio Singularis: The Positioner's Folly
2Bobs—with David C. Baker and Blair Enns
David sees too many marketing agencies trying to attract new business by staking claims of specialness on things for which nobody is claiming the opposite, instead of building their positioning on uniquely defined expertise.
info_outline
Dealing With the Ghosting Problem
2Bobs—with David C. Baker and Blair Enns
Are prospects not responding to your follow-up after you submit a proposal? Blair goes through what might be causing their lack of response and then provides three tools to address the ghosting problem. Links
info_outline
Defending the Castle When the Moats Are Drained
2Bobs—with David C. Baker and Blair Enns
One characteristic of our industry is disappearing moats. After a brief overview of the fourteen moats we've lost from 1965 to today, we'll look at what turf we really have left to defend and what the future will look like if we get this right. It'll be very different, and you'd better get ahead of it.
info_outline
The Four Priorities of Winning New Business
2Bobs—with David C. Baker and Blair Enns
What do we do in those situations where we have to pitch? Blair simplifies some important principles from his books into a sequence of four precepts we can follow when the sales process doesn’t progress like we’d hoped. Links
info_outlineDavid interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological responses that can be triggered when unforeseen events unfold within sales conversations.
LINKS
"Can Improv and Cold Plunges Improve Your Sales?" by Blair Enns for winwithoutpitching.com
Blair's interview on the Undisputed Authority podcast with Liam Curley