Nov 7, 2018
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 underlying motivations.
DAVID C. BAKER: Blair, today I...
Oct 24, 2018
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.
The Challenger Sale by Matthew Dixon and Brent Adamson
DAVID C. BAKER: Today Blair, we are coming to you live from the...
Oct 10, 2018
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.
BLAIR ENNS: David, we're talking today about how to disrespect people. This is your topic...
Sep 26, 2018
Blair offers seven mindsets that any seller of expertise needs to master so that they can behave like the expert in the sales cycle.
Sep 12, 2018
"The Great Convergence Is Upon Us" by Blair Enns
"CRM: The Train Coming At You" by Blair Enns
"Eight Gauges on Your Agency Dashboard" by David C. Baker