Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns

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Hard Lines, Soft Lines

June 08, 2022 35:10 50.92 MB Downloads: 0

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

May 25, 2022 29:58 43.42 MB Downloads: 0

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

May 11, 2022 32:57 47.7 MB Downloads: 0

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

April 27, 2022 30:29 44.16 MB Downloads: 0

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

April 13, 2022 40:39 58.8 MB Downloads: 0

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

March 30, 2022 32:25 46.95 MB Downloads: 0

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?

March 16, 2022 33:32 48.56 MB Downloads: 0

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

March 02, 2022 32:18 46.77 MB Downloads: 0

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 proposals David and Blair give exactly the WRONG advice, hoping you get the joke.

Six Hidden Benefits of Client Concentration

February 16, 2022 34:39 50.16 MB Downloads: 0

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

February 02, 2022 37:09 53.75 MB Downloads: 0

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

Languishing

January 19, 2022 29:33 42.83 MB Downloads: 0

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

January 05, 2022 30:17 43.87 MB Downloads: 0

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

December 15, 2021 36:16 52.49 MB Downloads: 0

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

December 01, 2021 39:53 57.69 MB Downloads: 0

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.

Collecting From Deadbeat Clients

November 17, 2021 31:07 45.07 MB Downloads: 0

If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy’s front lines.