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Seven Strategies to Grow Accounts
Episode 45
David disagrees with Blair (sort of) on his model for growing existing accounts in the post-AOR era, and then offers his list of 6 ideas on the topic…
7 years, 8 months ago
The Best Ways to Disrespect Account People
Blair remembers what it was like when he was an account person himself, and David shares five ways firms can treat their account people better.
LIN…
7 years, 8 months ago
The Seven Masteries of the Rainmaker
Blair offers seven mindsets that any seller of expertise needs to master so that they can behave like the expert in the sales cycle.
Links
"The Jed…
7 years, 9 months ago
If I Were Starting Over
LINKS
"The Great Convergence Is Upon Us" by Blair Enns
"CRM: The Train Coming At You" by Blair Enns
AltGroup.net website
"Eight Gauges on Your Agency…
7 years, 9 months ago
The X-Factor
Blair gives David some homework to identify patterns in the principals of creative practices who are successful and have that "je ne sais quoi."
LI…
7 years, 10 months ago
Starting...Existing...Thriving
Blair interviews David on what each of the three levels of success in running a creative firm looks like.
Links
2Bobs Episode 39 - "Replacing Pres…
7 years, 10 months ago
Replacing Presentations With Conversations
David re-reads the 2nd chapter of Blair's first book, leading to a discussion about how sales people have to choose between either presenting to clie…
7 years, 11 months ago
Reviewing the "Surveillance Footage"
There are seven patterns that almost all principals are guilty of. When David and Blair point them out, it leads their clients to say, "you must have…
7 years, 11 months ago
Hacking Heuristics
Blair leads a discussion on how clients tend to take mental shortcuts in making business decisions, and how we can nudge clients without manipulati…
7 years, 11 months ago
Collaborating with Competitors
David and Blair compare each other's competitiveness, and then offer some specific ways principals can actually collaborate with their competitors as…
8 years ago