2Bobs—with David C. Baker and Blair Enns
By David C. Baker and Blair Enns
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Category: Management
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Subscribers: 69
Reviews: 1
Episodes: 205
Peter
Feb 12, 2022
If you work in a digital or creative agency this is a top podcast. Don't miss the back catalogue - there is so much valuable sales advice.
Description
Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
| Episode | Date |
|---|---|
|
The Barbell of Pricing Risk
|
Dec 18, 2024 |
|
Selling Your Professional Services Firm
|
Dec 04, 2024 |
|
Questions, Not Answers
|
Nov 20, 2024 |
|
Assume an Advantaged Player
|
Nov 06, 2024 |
|
The Four Conversations: A New Model for Selling Expertise
|
Oct 23, 2024 |
|
200th Episode Special
|
Oct 09, 2024 |
|
How Account Managers Deliver Strategy
|
Sep 25, 2024 |
|
How to Avoid Commodifying Your Offering
|
Sep 11, 2024 |
|
Are Email Newsletter Even Viable Anymore?
|
Aug 28, 2024 |
|
How to Make Horizontal Positioning Work
|
Aug 14, 2024 |
|
Are You Fishing in the Right Pond?
|
Jul 31, 2024 |
|
Leading in a Chaotic World
|
Jul 17, 2024 |
|
Creating a Premium Pricing Culture
|
Jul 03, 2024 |
|
Building a Scalable Sales Strategy
|
Jun 19, 2024 |
|
Have We Hit Peak Strategy?
|
Jun 05, 2024 |
|
What Tech Bros Get Right...and Wrong
|
May 22, 2024 |
|
Turning Your Delivery Team Into a Sales Team
|
May 08, 2024 |
|
Advising Clients Ethically
|
Apr 24, 2024 |
|
Just Stop Talking
|
Apr 10, 2024 |
|
Working With a Maverick
|
Mar 27, 2024 |
|
The Dichotomy of the Expert Salesperson
|
Mar 13, 2024 |
|
Maximizing Pro Bono Opportunities
|
Feb 28, 2024 |
|
Attending the Way
|
Feb 14, 2024 |
|
A 7-part Theory of Principal Compensation
|
Jan 31, 2024 |
|
The Time Value of Knowledge
|
Jan 17, 2024 |
|
Revisiting Remote Work
|
Jan 03, 2024 |
|
Ditch the (Sales) Script
|
Dec 20, 2023 |
|
Constrained by Artificial Boundaries
|
Dec 06, 2023 |
|
A Theory of Leisure
|
Nov 22, 2023 |
|
The Death Throes of the Pitch
|
Nov 08, 2023 |
|
How Much Should You Spend on Your Own Marketing?
|
Oct 25, 2023 |
|
The Conflicting Ethics of Selling and Negotiating
|
Oct 11, 2023 |
|
Doing Employee Orientation Right
|
Sep 27, 2023 |
|
The War on Payment Terms
|
Sep 13, 2023 |
|
What Your Team Wants From You
|
Aug 30, 2023 |
|
How to Ask for Referrals
|
Aug 16, 2023 |
|
How to Make Referrals
|
Aug 02, 2023 |
|
Do You Even Need New Business People?
|
Jul 19, 2023 |
|
Predictive Traits of Successful Owners
|
Jul 05, 2023 |
|
Six Barriers to New Business Success
|
Jun 21, 2023 |
|
Ten Questions I Want to Ask You
|
Jun 07, 2023 |
|
Qualities of the World’s Best Project Managers
|
May 24, 2023 |
|
CRM and the Mistakes to Avoid
|
May 10, 2023 |
|
Why We Suck at Negotiating
|
Apr 26, 2023 |
|
Developing a Client Conflict Strategy
|
Apr 12, 2023 |
|
Inbound, Outbound, and In Between
|
Mar 29, 2023 |
|
The Perils of "Good/Better/Best" Pricing
|
Mar 15, 2023 |
|
Reverse Trojan Horse Syndrome
|
Mar 01, 2023 |
|
Is Your Firm Addicted to New Business?
|
Feb 15, 2023 |
|
Secret Tradecraft of Elite Advisors
|
Feb 01, 2023 |
|
Innoficiency in Your Agency
|
Jan 18, 2023 |
|
Churn, Baby, Churn
|
Jan 04, 2023 |
|
Reboot Your Culture Through New Business
|
Dec 21, 2022 |
|
Who Should Be Promoted?
|
Dec 07, 2022 |
|
Maintaining the Expert Position...After the Sale
|
Nov 23, 2022 |
|
When Your Engagement Level Drops
|
Nov 09, 2022 |
|
The Marketing Procurement Problem
|
Oct 26, 2022 |
|
The Agency Gatekeeper
|
Oct 12, 2022 |
|
Prostitutes and Scope Creep
|
Sep 28, 2022 |
|
How Would You Prepare for a Downturn?
|
Sep 14, 2022 |
|
Selling Should Be Fun or You Aren't Doing It Right
|
Aug 31, 2022 |
|
Models Everywhere
|
Aug 17, 2022 |
|
How Categories and Positioning Options Might Change
|
Aug 03, 2022 |
|
The Evolution of a Marketing Firm
|
Jul 20, 2022 |
|
Shortcomings of the EBITDA Multiplier
|
Jul 06, 2022 |
|
The Emotional Journey of Buying and Selling
|
Jun 22, 2022 |
|
Hard Lines, Soft Lines
|
Jun 08, 2022 |
|
Designing Your Service Offerings
|
May 25, 2022 |
|
Secrets Behind the Killer Website
|
May 11, 2022 |
|
Why All My Content Is Ungated
|
Apr 27, 2022 |
|
Selling to Different Buyer Types
|
Apr 13, 2022 |
|
The Power of Process
|
Mar 30, 2022 |
|
What Would YOUR Employee Review Look Like?
|
Mar 16, 2022 |
|
Secrets Behind the Killer Proposal
|
Mar 02, 2022 |
|
Six Hidden Benefits of Client Concentration
|
Feb 16, 2022 |
|
Everything Can Change in One Conversation
|
Feb 02, 2022 |
|
Languishing
|
Jan 19, 2022 |
|
Your Job Is the Future—Theirs Is to Keep You Honest in the Present
|
Jan 05, 2022 |
|
Sales Clichés and the Damage Done
|
Dec 15, 2021 |
|
Ten Set Pieces
|
Dec 01, 2021 |
|
Collecting From Deadbeat Clients
|
Nov 17, 2021 |
|
Firing a Client
|
Nov 03, 2021 |
|
Attribution Errors
|
Oct 20, 2021 |
|
How to Write That Book
|
Oct 06, 2021 |
|
Should You Write That Book?
|
Sep 22, 2021 |
|
Are You Ready for a Minority Partner?
|
Sep 08, 2021 |
|
Approaching Normal
|
Aug 25, 2021 |
|
Talking About Mental Health
|
Aug 11, 2021 |
|
Orbiting the Giant Hairball
|
Jul 28, 2021 |
|
Five Levels of Pricing Success
|
Jul 14, 2021 |
|
Your Four Advantages Over an In-House Department
|
Jun 30, 2021 |
|
A Ten Year Retrospective on the Manifesto
|
Jun 16, 2021 |
|
What an Acquirer Will - and Will Not - Care About
|
Jun 02, 2021 |
|
You Contain Multitudes
|
May 19, 2021 |
|
The Challenges of Growing Too Quickly
|
May 05, 2021 |
|
The Tao of No
|
Apr 21, 2021 |
|
What a Normal Person Thinks of Your Creative Firm
|
Apr 07, 2021 |
|
Communication Components in Your Sales Toolbox
|
Mar 24, 2021 |
|
Performance Bands
|
Mar 10, 2021 |
|
Creative Bullshit Bingo
|
Feb 24, 2021 |
|
Is "Agency" Still the Right Word?
|
Feb 10, 2021 |
|
Let's Talk About Money
|
Jan 27, 2021 |
|
The Enemy Within
|
Jan 13, 2021 |
|
Holding Opposite Perspectives in a Healthy Tension
|
Dec 30, 2020 |
|
Slapping Down Your Childlike Glee
|
Dec 16, 2020 |
|
Myth of "I Just Need More Opportunities to Get in Front of Prospects"
|
Dec 02, 2020 |
|
Big Clients Vs Small Clients
|
Nov 18, 2020 |
|
The Great Migration
|
Nov 04, 2020 |
|
Foibles of an Executive Leadership Team
|
Oct 21, 2020 |
|
Transcending Timesheets
|
Oct 07, 2020 |
|
How Our Deepest Fears Shape Our Approach to Business
|
Sep 23, 2020 |
|
Objections to Specialization
|
Sep 09, 2020 |
|
Do Generalists Really Triumph Over Specialists?
|
Aug 26, 2020 |
|
The Rungs You Can Reach on the Ladder of Lead Generation
|
Aug 12, 2020 |
|
The Journey From Generalist to Specialist
|
Jul 29, 2020 |
|
How and When to Talk About Your Firm
|
Jul 15, 2020 |
|
Four Regrets You're About to Have
|
Jul 01, 2020 |
|
When to Shut Up and Listen and When to Speak Up
|
Jun 17, 2020 |
|
Critical Questions Your New Business Person Should Be Able to Answer
|
Jun 03, 2020 |
|
The Hate Sandwich You're About to Eat
|
May 20, 2020 |
|
Will You Be My Friend
|
May 06, 2020 |
|
Changes in the Agency Client Landscape
|
Apr 22, 2020 |
|
Business As Unusual - Managing in a Pandemic
|
Apr 08, 2020 |
|
When Rightsizing Makes Sense...And How to Do It
|
Mar 25, 2020 |
|
The Power of Options
|
Mar 11, 2020 |
|
How Digital Firms Are Different
|
Feb 26, 2020 |
|
The Impact of Agile in the Real World
|
Feb 12, 2020 |
|
Phase Your Client Engagements
|
Jan 29, 2020 |
|
Understanding Account People
|
Jan 15, 2020 |
|
What Leverage Do You Have With Client Contracts and MSAs?
|
Jan 01, 2020 |
|
When You Put Someone Else In Charge of Your Firm
|
Dec 18, 2019 |
|
Productized Vs Customized Services and Monthly Recurring Revenue
|
Dec 04, 2019 |
|
Which RFPs Should You Respond To?
|
Nov 20, 2019 |
|
A Podcast After-Action Review
|
Nov 06, 2019 |
|
Common Traits of Success
|
Oct 23, 2019 |
|
The Only New Business Indicator That Matters
|
Oct 09, 2019 |
|
Taking the Team Seriously
|
Sep 25, 2019 |
|
Top Ten New Business Development Myths
|
Sep 11, 2019 |
|
Six Staffing Blunders
|
Aug 28, 2019 |
|
Making Adversarial Assumptions in the Sales Process
|
Aug 14, 2019 |
|
Building Your Personal Brand
|
Jul 31, 2019 |
|
Can We Learn Anything From the Consulting Firms?
|
Jul 17, 2019 |
|
Be the Client You Want to See in the World
|
Jul 03, 2019 |
|
Size Matters
|
Jun 19, 2019 |
|
Different Pricing Models
|
Jun 05, 2019 |
|
Greatness Requires Discomfort
|
May 22, 2019 |
|
Selling to Clients With In-house Resources
|
May 08, 2019 |
|
Things Principals Should Do More Of
|
Apr 24, 2019 |
|
There Are NOT Seven Reasons Why Clients Hire You
|
Apr 10, 2019 |
|
Where Do Ideas Come From?
|
Mar 27, 2019 |
|
It's a Small World After All
|
Mar 13, 2019 |
|
Why Account People Should Close New Business
|
Feb 27, 2019 |
|
A Beginner's Guide to Negotiating
|
Feb 13, 2019 |
|
Seven Positioning Mistakes to Avoid
|
Jan 30, 2019 |
|
Debriefing After a New Business Call
|
Jan 16, 2019 |
|
Shoot - Now What Do We Do?
|
Jan 02, 2019 |
|
Selling in One Lesson
|
Dec 19, 2018 |
|
The Risk Episode
|
Dec 05, 2018 |
|
Open Book Management
|
Nov 21, 2018 |
|
Alternative Forms of Reassurance
|
Nov 07, 2018 |
|
Seven Strategies to Grow Accounts
|
Oct 24, 2018 |
|
The Best Ways to Disrespect Account People
|
Oct 10, 2018 |
|
The Seven Masteries of the Rainmaker
|
Sep 26, 2018 |
|
If I Were Starting Over
|
Sep 12, 2018 |
|
The X-Factor
|
Aug 29, 2018 |
|
Starting...Existing...Thriving
|
Aug 15, 2018 |
|
Replacing Presentations With Conversations
|
Aug 01, 2018 |
|
Reviewing the "Surveillance Footage"
|
Jul 18, 2018 |
|
Hacking Heuristics
|
Jul 04, 2018 |
|
Collaborating with Competitors
|
Jun 20, 2018 |
|
Four Segments of New Business
|
Jun 06, 2018 |
|
Using Assessment Instruments in Your Firm
|
May 16, 2018 |
|
Thoughts on Partnership
|
May 02, 2018 |
|
What Good Clients Are Really Looking For
|
Apr 18, 2018 |
|
Mastering the Value Conversation
|
Apr 04, 2018 |
|
Defining Success for Creatives
|
Mar 21, 2018 |
|
Words That Make Us Wince
|
Mar 07, 2018 |
|
Positioning Cheats
|
Feb 21, 2018 |
|
Words We Try to Define
|
Feb 07, 2018 |
|
The Business of Expertise - Part 3, Live from London
|
Jan 24, 2018 |
|
Pricing Creativity
|
Jan 10, 2018 |
|
Planning for the New Year
|
Dec 27, 2017 |
|
Valuing and Selling Your Firm
|
Dec 13, 2017 |
|
The Complexities of Commission Culture
|
Nov 29, 2017 |
|
The Role of Profit in a Creative Enterprise
|
Nov 15, 2017 |
|
Mea Culpa
|
Nov 01, 2017 |
|
The Science Behind Structuring Roles
|
Oct 18, 2017 |
|
The Business of Expertise - Part 2
|
Oct 04, 2017 |
|
Seven Words You Can't Say in Business Development
|
Sep 20, 2017 |
|
Paid Time Off or Earned Time On
|
Sep 06, 2017 |
|
An Introduction to Blair Enns
|
Aug 23, 2017 |
|
How to Drive Your Employees Bat Sh*t Crazy
|
Aug 09, 2017 |
|
Being Like Everyone Else
|
Jul 26, 2017 |
|
An Introduction to David C. Baker
|
Jul 12, 2017 |
|
How Much Should You Write?
|
Jun 28, 2017 |
|
The Business of Expertise - Part 1
|
Jun 14, 2017 |
|
What Happens When You're Away
|
May 31, 2017 |
|
Why Advertising Agencies Don't Advertise
|
May 17, 2017 |
|
Thriving In the Middle of the Road
|
May 03, 2017 |
|
A Sales Skeptic Interviews a Sales Expert
|
Apr 19, 2017 |
|
Five Irrational Fears
|
Apr 05, 2017 |
|
The New Entrepreneur
|
Mar 15, 2017 |
|
Truths and Myths About Money
|
Mar 01, 2017 |
|
Say What You Think
|
Feb 15, 2017 |
|
How Not to Act Like an Expert
|
Feb 01, 2017 |