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Your hosts are David C. Baker of ReCourses, author, speaker, and advisor to owners of expert firms, and Blair Enns of Win Without Pitching, the sales training and coaching program for creative entrepreneurs.

2bobs.com

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.

 

LINKS

“Transtheoretical Model” (Prochaska & DiClemente, 1983; Prochaska, DiClemente, & Norcross, 1992)

 

TRANSCRIPT

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.

 

Links

The Peter principle

The Challenger Sale by Matthew Dixon and Brent Adamson

Tony Mikes

 

Transcript

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.

 

LINKS

“How to Drive Your Employees Bat Sh*t Crazy” 2Bobs episode

 

TRANSCRIPT

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.

 

Links

"The Jedi Mindset" by Blair Enns

McClelland's Human Motivation Theory, also known as Three Needs Theory, Acquired Needs Theory, Motivational Needs Theory, and Learned Needs...