Dec 15, 2021

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

Dec 1, 2021

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.

Nov 17, 2021

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.

Nov 3, 2021

Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.

Oct 20, 2021

Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses all of these sales attribution questions.