Podcast Episodes
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Selling Should Be Fun or You Aren't Doing It Right
Episode 145
Blair had fun on a week of sales calls and came up with four reasons why he thinks most people can learn to have fun selling like he did.
Read the ep…
3 years, 10 months ago
Models Everywhere
Episode 144
Blair and David go into detail about what a model is for a creative firm and how they can be useful in closing new business and improving profitabili…
3 years, 10 months ago
How Categories and Positioning Options Might Change
Episode 143
David and Blair follow up their previous discussion about how marketing firms have evolved, going deeper into how different service categories and po…
3 years, 10 months ago
The Evolution of a Marketing Firm
Episode 142
Creative or marketing firms look a lot different today than they did 20 years ago. What happened to the ad agencies and design firms? And what tr…
3 years, 11 months ago
Shortcomings of the EBITDA Multiplier
Episode 141
David keeps getting asked: "what multiple are you seeing these days?" As if there's some simple, magic answer that'll lead to a company's value. EBIT…
3 years, 11 months ago
The Emotional Journey of Buying and Selling
Episode 140
When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that …
4 years ago
Hard Lines, Soft Lines
Episode 139
Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitchi…
4 years ago
Designing Your Service Offerings
Episode 138
Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five princ…
4 years, 1 month ago
Secrets Behind the Killer Website
Episode 137
In a follow-up to the popular "Secrets Behind the Killer Proposal" episode, David unloads everything firms can do to make sure their website is locke…
4 years, 1 month ago
Why All My Content Is Ungated
Episode 136
David has seven reasons for removing all barriers on his website for readers and prospects to access what he writes - but admits that it may not be f…
4 years, 2 months ago