Mar 13, 2019
David finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a firm should be a factor.
Feb 27, 2019
David gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.
Feb 13, 2019
David gets into Blair's head to get his 10 basic negotiating tips that he has worked with clients on over the years.
Jan 30, 2019
After having discussed positioning in multiple previous episodes, David puts together in this one episode the seven most common mistakes firms make when positioning themselves.
Jan 16, 2019
David asks Blair about using "after action reviews" following sales calls, and the two key questions that should be asked as a part of that debriefing process.