2Bobs—with David C. Baker and Blair Enns

David C. Baker and Blair Enns
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Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns

  1. When a Key Employee Wants Equity

    27 AUG

    When a Key Employee Wants Equity

    David provides a framework for one of the most important conversations in a creative agency principal’s life.   LINKS "When A Key Employee Wants Equity" by David C. Baker for punctuation.com "Pros + Cons of Having a Partner" by David C. Baker for punctuation.com

    21 min
  2. SpamHack Your Way to Growth!

    13 AUG

    SpamHack Your Way to Growth!

    Instead of railing against AI-generated spam, Blair decides to "get in on the action" with his brand new SpamHack AI Growth System™️ in this spoof episode.

    20 min
  3. What I Learned From Teaching Motorcycle Racing

    30 JUL

    What I Learned From Teaching Motorcycle Racing

    David recognizes more than a few parallels between his passion for motorcycle racing and the work being done in creative and marketing agencies.   LINKS “What I Learned from the Race Track” by David C. Baker for punctuation.com

    25 min
  4. A DIY New Business System

    16 JUL

    A DIY New Business System

    Instead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as a part of their organization’s long-term sales system.   LINKS "Critical Questions Your New Business Person Should Be Able to Answer" 2Bobs episode "How to Ask for Referrals" 2Bobs episode "CRM and the Mistakes to Avoid" 2Bobs episode "Who Should Set Prices?" 2Bobs episode "Mastering the Value Conversation" 2Bobs episode

    33 min
  5. Dealing With Today's Employee

    2 JUL

    Dealing With Today's Employee

    David finds the courage to address a topic he’s been putting off for awhile, as he is seeing more agency principals struggling to maintain both healthy and productive work environments by leading the ongoing process of resolving tensions within their teams.   LINKS "Adapting to a Modern Workforce" by David C. Baker for punctuation.com

    25 min
  6. There Is No Credentials Meeting

    18 JUN

    There Is No Credentials Meeting

    Instead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the “Probative Conversation” from his Four Conversations sales model.   LINKS "There Is No Credentials Meeting" article by Blair Enns for WinWithoutPitching.com "The Four Conversations: A New Model for Selling Expertise" 2Bobs episode The Four Conversations: A New Model for Selling Expertise book by Blair Enns

    31 min
  7. The Waterfall of Differentiation

    4 JUN

    The Waterfall of Differentiation

    When it comes to positioning, David is still seeing creative firms failing to answer three essential questions in the proper sequence: category, specialization, and then secondary differentiators (or qualifying characteristics).

    27 min
  8. Always Be Anchoring

    21 MAY

    Always Be Anchoring

    Blair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And when is the best time to present the anchor option within the sales conversation?   Links “Anchor High” by Blair Enns for winwithoutpitching.com

    30 min
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Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns

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