2Bobs—with David C. Baker and Blair Enns

The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic and how they feel about the new year.

Blair has David expand on his recent article titled "You’re A Dictatorship That Gathers Individual Democracies—Good For You."

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

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.

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.

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

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.

You don’t need a degree or license or permission to write a book. David and Blair share the steps they took and what they have learned from the writing process.

If you think you might have a book in you but aren't sure writing and publishing your own book as an entrepreneur is worth the effort, this episode is for you.

David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.