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Selling to Different Buyer Types
Episode 135
Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiati…
4 years, 2 months ago
The Power of Process
Episode 134
Blair discusses what they mean by having a process, how to develop it, what to avoid, and how your process at its highest level can be turned into va…
4 years, 3 months ago
What Would YOUR Employee Review Look Like?
Episode 133
Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.
4 years, 3 months ago
Secrets Behind the Killer Proposal
Episode 132
WARNING: If you only listen to only one episode of 2Bobs it should NOT be this one. In this send up of the ridiculous things people put in their prop…
4 years, 3 months ago
Six Hidden Benefits of Client Concentration
Episode 131
Every firm will face the possibility of a client concentration challenge, and every client should probably say "yes" to that opportunity in spite of …
4 years, 4 months ago
Everything Can Change in One Conversation
Episode 130
Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.
4 years, 4 months ago
Languishing
Episode 129
The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without …
4 years, 5 months ago
Your Job Is the Future—Theirs Is to Keep You Honest in the Present
Episode 128
Blair has David expand on his recent article titled "You're A Dictatorship That Gathers Individual Democracies—Good For You."
4 years, 5 months ago
Sales Clichés and the Damage Done
Episode 127
Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements.
See…
4 years, 6 months ago
Ten Set Pieces
Episode 126
Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some "set piece" phr…
4 years, 7 months ago