2Bobs—with David C. Baker and Blair Enns David C. Baker and Blair Enns
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- Business
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Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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Just Stop Talking
The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.
Links “How and When to Talk About Your Firm”
“Replacing Presentations With Conversations” -
Working With a Maverick
When it comes to qualifications for ideal clients, David doesn’t hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically skirts the rules within their own organization.
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The Dichotomy of the Expert Salesperson
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" -
Maximizing Pro Bono Opportunities
While discussing eight ways creative firms can do pro bono work better based on an article David wrote recently, both he and Blair discover a couple new profound insights together.
LINKS “Maximizing Your Pro-Bono Contributions” by David C. Baker at Punctuation.com
Left-handed Mango Chutney -
Attending the Way
Blair recognizes how a Confucius quote is really bad business advice, but is still moved by how a highly principled creative firm in New Zealand continues to thrive by prioritizing their creative practices and client fit over new business strategy.
LINKS
"Attending the Way" article by Blair on WinWithoutPitching.com
AltGroup.net -
A 7-part Theory of Principal Compensation
David frequently gets hired to help resolve issues at firms between multiple principles when it comes to who does what and how much each should get paid, so he’s come up with a 7-point framework he can use in each unique scenario.
Customer Reviews
Great content from industry experts
I love their takes and content. Very specific and relevant to creative agencies and their sales efforts
Good Work, Gentlemen!
Great podcast! Informative AND entertaining. I have one burning question. Which one of you is Bob?
Bless these Bobs!
First there was Tom and Jerry, Lennon and McCartney, Burt and Ernie, R2D2 and C3-PO and then Blair and David! I’ve learned so much from their great content, that has helped my business. It’s a great listen, humor and a real candidness I really appreciated. Two great professionals genuinely out to help others. They write great books too! A great listen.