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It's a Small World After All
Episode 55
David finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a fi…
7 years, 3 months ago
Why Account People Should Close New Business
Episode 54
David gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.
7 years, 4 months ago
A Beginner's Guide to Negotiating
Episode 53
David gets into Blair's head to get his 10 basic negotiating tips that he has worked with clients on over the years.
LINKS
"10 Negotiating Tips" (w…
7 years, 4 months ago
Seven Positioning Mistakes to Avoid
Episode 52
After having discussed positioning in multiple previous episodes, David puts together in this one episode the seven most common mistakes firms make w…
7 years, 5 months ago
Debriefing After a New Business Call
Episode 51
David asks Blair about using "after action reviews" following sales calls, and the two key questions that should be asked as a part of that debriefin…
7 years, 5 months ago
Shoot - Now What Do We Do?
Episode 50
Blair asks David to make some predictions about the new year, and then they discuss some ways that businesses can prepare for and react to (God forbi…
7 years, 5 months ago
Selling in One Lesson
Episode 49
Blair describes to David how he was able to distill his Win Without Pitching approach into a simple formula:
P=db/DPower = desirability / Desire
L…
7 years, 6 months ago
The Risk Episode
Episode 48
After touching on the topic of risk in many other episodes of this podcast, David and Blair finally take a full episode to discuss at length the role…
7 years, 6 months ago
Open Book Management
Episode 47
Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades …
7 years, 7 months ago
Alternative Forms of Reassurance
Episode 46
Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their und…
7 years, 7 months ago