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İçerik David C. Baker and Blair Enns, David C. Baker, and Blair Enns tarafından sağlanmıştır. Bölümler, grafikler ve podcast açıklamaları dahil tüm podcast içeriği doğrudan David C. Baker and Blair Enns, David C. Baker, and Blair Enns veya podcast platform ortağı tarafından yüklenir ve sağlanır. Birinin telif hakkıyla korunan çalışmanızı izniniz olmadan kullandığını düşünüyorsanız burada https://tr.player.fm/legal özetlenen süreci takip edebilirsiniz.
Player FM - Podcast Uygulaması
Player FM uygulamasıyla çevrimdışı Player FM !
Player FM uygulamasıyla çevrimdışı Player FM !
Predictive Traits of Successful Owners
Manage episode 367925932 series 1428215
İçerik David C. Baker and Blair Enns, David C. Baker, and Blair Enns tarafından sağlanmıştır. Bölümler, grafikler ve podcast açıklamaları dahil tüm podcast içeriği doğrudan David C. Baker and Blair Enns, David C. Baker, and Blair Enns veya podcast platform ortağı tarafından yüklenir ve sağlanır. Birinin telif hakkıyla korunan çalışmanızı izniniz olmadan kullandığını düşünüyorsanız burada https://tr.player.fm/legal özetlenen süreci takip edebilirsiniz.
David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.
207 bölüm
Manage episode 367925932 series 1428215
İçerik David C. Baker and Blair Enns, David C. Baker, and Blair Enns tarafından sağlanmıştır. Bölümler, grafikler ve podcast açıklamaları dahil tüm podcast içeriği doğrudan David C. Baker and Blair Enns, David C. Baker, and Blair Enns veya podcast platform ortağı tarafından yüklenir ve sağlanır. Birinin telif hakkıyla korunan çalışmanızı izniniz olmadan kullandığını düşünüyorsanız burada https://tr.player.fm/legal özetlenen süreci takip edebilirsiniz.
David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.
207 bölüm
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2Bobs—with David C. Baker and Blair Enns
1 Don't Bother Eating Your Veggies 24:56
24:56
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24:56In Blair's experience, the most common reason a lead generation plan doesn’t get executed is it doesn’t recognize and leverage the strengths or motivations of the individuals executing. LINKS "The Best Lead Generation Plan" article by Blair Enns for WinWithoutPitching.com "The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode…
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2Bobs—with David C. Baker and Blair Enns
1 Adapting Hiring Strategies Over Time 26:05
26:05
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26:05David describes the differences in what kind of people principals should hire during the early stage of their creative firm’s development when it’s all about “what we can afford,” the middle stage when it’s about “what we need,” and then the later days of an agency when it’s about “what we can learn.” LINKS “How Your Hiring Strategies Change” by David C. Baker for punctuation.com “The Problem of Standards” by David Maister…
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2Bobs—with David C. Baker and Blair Enns
1 The Barbell of Pricing Risk 26:14
26:14
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26:14Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.
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2Bobs—with David C. Baker and Blair Enns
1 Selling Your Professional Services Firm 41:23
41:23
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41:23Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer . LINKS Buy a copy of David's new book from him directly. Buy David's new book and audiobook on Amazon.
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2Bobs—with David C. Baker and Blair Enns
Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offering a few answers after the truth surfaces. Links “Expertise Is Mainly About Asking Great Questions” by David C. Baker on Punctuation.com…
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2Bobs—with David C. Baker and Blair Enns
1 Assume an Advantaged Player 22:25
22:25
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22:25Blair shares how to determine whether or not we are the advantaged player the “polite battle for control” within the game of sales, and how we can get the odds of winning the sale to be more in our favor. Links “Assume an Advantaged Player” article by Blair Enns on WinWithoutPitching.com
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2Bobs—with David C. Baker and Blair Enns
1 The Four Conversations: A New Model for Selling Expertise 30:34
30:34
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30:34David interviews Blair about his new book , which lays out his proven framework B2B service providers can use to increase closing ratios and average proposal values. Links Order The Four Conversations: A New Model for Selling Expertise by Blair Enns
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2Bobs—with David C. Baker and Blair Enns
Blair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they've learned along the way, and what they might like to try with the podcast in the future.
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2Bobs—with David C. Baker and Blair Enns
1 How Account Managers Deliver Strategy 23:46
23:46
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23:46David unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers. LINKS "Account Managers and Strategy" by David C. Baker at punctuation.com
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2Bobs—with David C. Baker and Blair Enns
1 How to Avoid Commodifying Your Offering 29:47
29:47
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29:47Blair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertainty that end up doing long term harm to their positioning and pricing. LINKS "Four Ways to Commodify Your Offering" by Blair Enns on WinWithoutPitching.com "Phase Your Client Engagements" 2Bobs episode…
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2Bobs—with David C. Baker and Blair Enns
1 Are Email Newsletter Even Viable Anymore? 29:37
29:37
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29:37Every few years we’re told that we need to move on from using email newsletters as a part of our marketing platform. And David says that advice has always been wrong. Links David’s article on Punctuation.com (subscribe to his newsletter at the bottom of the page) “Email is the Most Consistent, Reliable Marketing Channel on the Web and I Can Prove It” by Rand Fishkin…
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2Bobs—with David C. Baker and Blair Enns
1 How to Make Horizontal Positioning Work 23:25
23:25
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23:25David provides some clear examples of what is required for a firm to be successful at offering one service for many different verticals. Links “Strengthening a Weak Horizontal Positioning” by David C. Baker on punctuation.com
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2Bobs—with David C. Baker and Blair Enns
1 Are You Fishing in the Right Pond? 32:10
32:10
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32:10Given these uncertain economic times we are in right now, Blair is asking if some creative firms might need to rethink the market they serve, looking at whether their positioning might be too broad, too narrow, or just wrong. LINKS "The Target Is Not the Market" by Blair Enns on winwithoutpitching.com…
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2Bobs—with David C. Baker and Blair Enns
David shares his decision-making framework that will help agency principals make better decisions during chaotic times like these. LINKS “Leading in a Chaotic World” article by David C. Baker on Punctuation.com
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2Bobs—with David C. Baker and Blair Enns
1 Creating a Premium Pricing Culture 31:05
31:05
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31:05Pricing is a prison cell of our own making. And it’s cultural. Blair has come up with a series of prompts as a creative exercise to help us all move into a realm of higher pricing. Links “Creating a Culture of Premium Pricing” by Blair Enns at WinWithoutPitching.com “Have we Hit Peak Strategy?” “Be the Client You Want to See in the World”…
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Player FM şu anda sizin için internetteki yüksek kalitedeki podcast'leri arıyor. En iyi podcast uygulaması ve Android, iPhone ve internet üzerinde çalışıyor. Aboneliklerinizi cihazlar arasında eş zamanlamak için üye olun.