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Closing With Case Studies 11 Aug 2013 | 09:00 am
Program details on the Closing With Case Studies mastermind program that launches soon......
Closing With Case Studies 6 Aug 2013 | 09:00 am
In September I'm launching a third and final mastermind program for the year. This one is on what's been referred to as the "black box" of the Win Without Pitching approach: process-framed case studie...
Why Creative Firms Don't (Really) Scale 5 Aug 2013 | 09:00 am
Michael Gerber, author of The E-Myth, made his name on the idea that you should build and run your small business like you are going to franchise it, even if that’s not a goal. This means mapping out ...
Staffing Business Development Roles 11 Jul 2013 | 09:00 am
In this webcast re-record, Blair Enns discusses how changes in the broader B2B landscape have realigned and redefined the roles of sales and marketing in the business development efforts of a firm. He...
Business Development Dashboards 6 Jun 2013 | 09:00 am
A discussion of the indicators and metrics you should be tracking to predict sales performance and the dashboard building tools you can use to communicate this data....
Are You Trying Too Hard to Win New Business? 3 Jun 2013 | 09:00 am
A competitive mindset can sometimes be at odds with a creative one. David Brooks, author of The Social Animal, made this claim in a New York Times op-ed piece last year. (All links to external sourece...
The Case for Specialization 3 Jun 2013 | 09:00 am
Blair Enns makes the argument for a specialized positioning as the basis of business development success. If you already subscribe to the need to specialize then you can skip this one, but it does lay...
Decision Maker Dynamics 9 May 2013 | 09:00 am
Blair Enns discusses the information on decision makers and decision making process that you need to gather in the sales cycle, and then how to marshal all decision makers to a close....
A Book You Can Write – This Week 6 May 2013 | 09:00 am
In this, the era of content marketing, most agency principals are writing (the successful ones, anyway) and for many this leads to writing a book. Today, a book can take many forms and publishing has ...
Positioning Strategy 3 May 2013 | 09:00 am
The 1st step to winning without pitching is to change the power structure in the buy-sell relationship through positioning. Power is gained by reducing or eliminating competition. In most firms, this ...
