Blair differentiates between decoy pricing and price anchoring, which are two different techniques that are often confused for each other, and can increase your average proposal value in multi-option pricing when used appropriately.

"Decoy or Anchor?" article by Blair Enns for winwithoutpitching.com

"The Perils of 'Good/Better/Best' Pricing" 2Bobs episode

Despite the fact that many entrepreneurs hate people telling them what to do, they end up running their own agencies using a "central planning" model. Instead, David encourages entrepreneurial leaders to set clear standards, give staff more freedom, and institute kind accountability, for them and ourselves.

"Countering Your 'Central Planning' Tendencies" by David C. Baker for punctuation.com

David interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological responses that can be triggered when unforeseen events unfold within sales conversations.

LINKS

"Can Improv and Cold Plunges Improve Your Sales?" by Blair Enns for winwithoutpitching.com

Blair's interview on the Undisputed Authority podcast with Liam Curley

What Doesn't Kill Us by Scott Carney

Blair interviews David about a recent article in which he argues that the very traits that make entrepreneurs successful also make it hard for them to give up being their own boss and join someone else's company.

LINKS

"What Makes Entrepreneurs Unemployable" by David C. Baker for punctuation.com

David interviews Blair about his recent article in which he explores how our businesses are not simple machines that can be tuned (or killed) with specific wrenches, but they are complex adaptive organisms that we need to understand differently.

LINKS

"Your Business Is Not a Machine" by Blair Enns for winwitoutpitching.com

"Innofficiency in Your Agency" 2Bobs episode

"Grow or Die?" 2Bobs episode

David sees too many marketing agencies trying to attract new business by staking claims of specialness on things for which nobody is claiming the opposite, instead of building their positioning on uniquely defined expertise.

Are prospects not responding to your follow-up after you submit a proposal? Blair goes through what might be causing their lack of response and then provides three tools to address the ghosting problem.

"Ghosted. Now What?" by Blair Enns for winwithoutpitching.com

"The Power of a Metaphor" 2Bobs episode

Blair's annual 100 Day Sprint post on LinkedIn

One characteristic of our industry is disappearing moats. After a brief overview of the fourteen moats we've lost from 1965 to today, we'll look at what turf we really have left to defend and what the future will look like if we get this right. It'll be very different, and you'd better get ahead of it.

What do we do in those situations where we have to pitch? Blair simplifies some important principles from his books into a sequence of four precepts we can follow when the sales process doesn't progress like we'd hoped.

"The Only New Business Indicator That Matters" 2Bobs episode

"Assume an Advantaged Player" 2Bobs episode

"Slapping Down Your Childlike Glee" 2Bobs episode

If/when you sell your firm, it'll likely be the largest transaction of your life, and so it makes sense to understand it! In this episode David gives a crash course in everything earnouts.

LINKS

"Understanding Earnouts" by David C. Baker for punctuation.com