2bobs - With David C. Baker And Blair Enns



Conversations on the art of creative entrepreneurship


  • Selling Should Be Fun or You Aren't Doing It Right

    31/08/2022 Duración: 38min

    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 episode notes and transcript at http://2bobs.com/podcast/selling-should-be-fun-or-you-arent-doing-it-right   Links “Are We Having Fun Yet?” “This Should Be Fun” “Coaches Corner: Now This Is Fun”

  • Models Everywhere

    17/08/2022 Duración: 31min

    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 profitability. Read the transcript and episode notes at http://2bobs.com/podcast/models-everywhere

  • How Categories and Positioning Options Might Change

    03/08/2022 Duración: 32min

    David and Blair follow up their previous discussion about how marketing firms have evolved, going deeper into how different service categories and positioning might look in the near future. Read this episode's transcript and get links to what was discussed at http://2bobs.com/podcast/how-categories-andpositioning-options-might-change

  • The Evolution of a Marketing Firm

    20/07/2022 Duración: 32min

    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 trends are Blair and David seeing as businesses and technology continue to evolve? Read the transcript and listen to more episodes at http://2bobs.com/podcast/the-evolution-of-a-marketing-firm

  • Shortcomings of the EBITDA Multiplier

    06/07/2022 Duración: 34min

    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. EBITDA is a great tool…but an incomplete one.   Read the transcript and episode notes at http://2bobs.com/podcast/shortcomings-of-the-ebitda-multiplier

  • The Emotional Journey of Buying and Selling

    22/06/2022 Duración: 33min

    When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales process, and we need to adjust accordingly at the right times to close the sale. Read the transcript and episode notes at http://2bobs.com/podcast/the-emotional-journey-of-buying-and-selling

  • Hard Lines, Soft Lines

    08/06/2022 Duración: 35min

    Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping. Read the episode notes and transcript at http://2bobs.com/podcast/hard-lines-soft-lines

  • Designing Your Service Offerings

    25/05/2022 Duración: 29min

    Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five principles of effective service offering design. Read the transcript and episode notes at http://2bobs.com/podcast/designing-your-service-offerings

  • Secrets Behind the Killer Website

    11/05/2022 Duración: 32min

    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 locked and loaded for winning over new clients (wink wink).

  • Why All My Content Is Ungated

    27/04/2022 Duración: 30min

    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 for everyone. Read the show notes and transcript at http://2bobs.com/podcast/why-all-my-content-is-ungated

  • Selling to Different Buyer Types

    13/04/2022 Duración: 40min

    Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer you’re selling to. Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types

  • The Power of Process

    30/03/2022 Duración: 32min

    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 valuable IP. Get the episode notes and transcript at http://2bobs.com/podcast/the-power-of-process

  • What Would YOUR Employee Review Look Like?

    16/03/2022 Duración: 33min

    Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.

  • Secrets Behind the Killer Proposal

    02/03/2022 Duración: 32min

    Blair and David try not to give their best stuff away on this free podcast but they can’t hold back any longer. It’s time to unleash onto the world Blair's killer proposal, which should raise your closing ratio by 62-67%.

  • Six Hidden Benefits of Client Concentration

    16/02/2022 Duración: 34min

    Every firm will face the possibility of a client concentration challenge, and every client should probably say “yes” to that opportunity in spite of the warnings going off in their heads.

  • Everything Can Change in One Conversation

    02/02/2022 Duración: 37min

    Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.

  • Languishing

    19/01/2022 Duración: 29min

    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 any plan for this conversation about the pandemic and how they feel about the new year.

  • Your Job Is the Future—Theirs Is to Keep You Honest in the Present

    05/01/2022 Duración: 30min

    Blair has David expand on his recent article titled "You’re A Dictatorship That Gathers Individual Democracies—Good For You."

  • Sales Clichés and the Damage Done

    15/12/2021 Duración: 36min

    Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See the episode notes, links, and transcript

  • Ten Set Pieces

    01/12/2021 Duración: 39min

    Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some “set piece” phrases that are handy to have at the ready.

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