Dec 19, 2018
Blair describes to David how he was able to distill his Win Without Pitching approach into a simple formula:
P=db/D
Power = desirability / Desire
Links
Economics in One Lesson: The Shortest and Surest Way to Understand Basic Economics by Henry Hazlitt
Dec 5, 2018
After touching on the topic of risk in many other episodes of this podcast, David and Blair finally take a full episode to discuss at length the role of risk in entrepreneurship.
LINKS
"Confessions of a Recovering Consultant" by Blair Enns
Nov 21, 2018
Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually benefit both employees and clients when used appropriately.
Links
Financial Management of a Marketing Firm by David C....
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 Challenger Sale by Matthew Dixon and Brent Adamson
Transcript
DAVID C. BAKER: Today Blair, we are coming to you live from the...