Podcast Episodes
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The Barbell of Pricing Risk
Episode 205
Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.
1 year, 6 months ago
Selling Your Professional Services Firm
Episode 204
Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer.
LINKS
Buy a copy of David's new book from him directl…
1 year, 6 months ago
Questions, Not Answers
Episode 203
Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about …
1 year, 7 months ago
Assume an Advantaged Player
Episode 202
Blair shares how to determine whether or not we are the advantaged player the "polite battle for control" within the game of sales, and how we can ge…
1 year, 7 months ago
The Four Conversations: A New Model for Selling Expertise
Episode 201
David interviews Blair about his new book, which lays out his proven framework B2B service providers can use to increase closing ratios and average p…
1 year, 8 months ago
200th Episode Special
Episode 200
Blair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they've learned…
1 year, 8 months ago
How Account Managers Deliver Strategy
Episode 199
David unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers.
LINKS
"Account…
1 year, 9 months ago
How to Avoid Commodifying Your Offering
Episode 198
Blair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertainty that e…
1 year, 9 months ago
Are Email Newsletter Even Viable Anymore?
Episode 197
Every few years we're told that we need to move on from using email newsletters as a part of our marketing platform. And David says that advice has a…
1 year, 10 months ago
How to Make Horizontal Positioning Work
Episode 196
David provides some clear examples of what is required for a firm to be successful at offering one service for many different verticals.
Links
"Str…
1 year, 10 months ago