2Bobs—with David C. Baker and Blair Enns

The Agency Gatekeeper

Oct 12, 2022

31:15

Creator website

Highlights

AI Chapters

Episode notes

Early Stage Buyers, Not Late Stage Buyer?

02:53

How to Map Out the Next Steps in a Better Qualifying Organization

01:55

Dedicated Qualifiers Are the Right Kind of People

02:45

Introduction

2min

The Agency Gatekeeper

2min

The Most Costly Mistake in Agency Business Development

3min

Early Stage Buyers, Not Late Stage Buyer?

3min

The Five Things That Are Needed in a Sales Process

3min

Do You Have a Bad Client Engagement?

2min

Dedicated Qualifiers Are the Right Kind of People

3min

Should You Make Your Qualifying Criteria Public?

3min

What Are the Questions You Want Answered?

2min

10.

Is There a Difference Between Lead Generation and Qualifying?

2min

11.

The Fourth Question Is Framework for Organizing Your Questions

4min

12.

How to Map Out the Next Steps in a Better Qualifying Organization

2min

13.

Is There a Systematic Review of the Opportunities?

3min

Blair recommends five things firms need to be effective at qualifying new business opportunities in order to prevent the over-allocation of resources against early-stage buyers.

Links

Slapping Down Your Childlike Glee

Mastering the Value Conversation

Models Everywhere

Critical Questions Your New Business Person Should Be Able to Answer

How and When to Talk About Your Firm

Read the episode notes and transcript at http://2bobs.com/podcast/the-agency-gatekeeper

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2Bobs—with David C. Baker and Blair Enns

The Agency Gatekeeper

Early Stage Buyers, Not Late Stage Buyer?

How to Map Out the Next Steps in a Better Qualifying Organization

Dedicated Qualifiers Are the Right Kind of People

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