Podcast appearances and mentions of blair enns

Blair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And when is the best time to present the anchor option within the sales conversation?   Links “Anchor High” by Blair Enns for winwithoutpitching.com

Jordan explores "The Four Conversations" by Blair Enns, focusing on the qualifying and value conversations in the sales process. He talks about transforming sales from presentations to meaningful dialogues, examining how to qualify prospects and understand what truly constitutes value for clients.

The more unexpected the metaphor, the more information it carries. Blair has four less-obvious metaphors to give you access to entire playbooks in just four words when selling your expertise.   LINKS "The Power of a Metaphor" written by Blair Enns for winwithoutpitching.com

Episode summary:In this episode of OnBase, host Chris Moody sits down with Trent Talbert to dissect the 2025 B2B marketing landscape—from evolving ABM strategies to the real reason high-growth companies are struggling despite bigger budgets. Trent shares insights from the newly released AMP25 survey and offers sharp, data-backed guidance on where modern marketers should double down and what they should ditch.You'll hear why personalization is still broken in most orgs, how bold messaging can break through the noise, and why “do more with less” is a dangerous myth. Packed with practical wisdom and a few mic-drop moments, this episode is a must-listen for any B2B marketer looking to elevate their strategy this year.Key TakeawaysOptimism in Goals: A significant majority (80%) of B2B tech marketers are optimistic about achieving their goals this year.  Growth Challenges: Faster-growing companies often face more challenges, requiring a broader approach to marketing.  ABM and Personalization: Organizational silos can hinder effective ABM and personalization. Emerging brands have an advantage in implementing these strategies due to their lack of legacy systems.  Standing Out: Brands can capture attention through bold, creative, and emotionally resonant messaging that balances rational appeals.  Customer Focus: There's a growing emphasis on customer loyalty, lifetime value, and downstream engagement, including onboarding and renewals.  Budget Trends: Most budgets are flat or increasing, but companies are urged to choose either a cost-reduction or growth strategy.  Tactic Stability: The top six marketing tactics have remained consistent, highlighting the importance of executing fundamentals well and creating a coherent customer experience across channels.  Best Moments (00:35) - Trent Talbert's career journey in B2B tech.  (02:39) - The relationship between growth and marketing challenges.  (03:54) - Obstacles to fully leveraging ABM and personalization.  (06:51) - Strategies for brands to stand out.  (10:05) - Budget trends and strategic recommendations.  (14:05) - The importance of strategic focus.  (16:54) - Recommended tools in the intent and personalization space.  (18:05) - Trent's favorite reads and the importance of brand building.Tech RecommendationsDemandbase – ABM + intent toolsMutiny – Website personalizationBooks:The Four Conversations by Blair EnnsPodcasts:Two Bobs Podcast with Blair Enns & David C. BakerReports:April Six Marketing Pulse 2025Blair Enns, Founder, Win Without PitchingApril Dunford, Founder, Ambient Strategy, and positioning expert for tech companiesBob Wright, Founder, FirebrickAnna Powell, RevOps influencer in the B2B spaceAbout the guest:Trent Talbert is a seasoned professional with a strong background in strategy and account management. At April Six, Trent currently holds the position of Head of Strategy for North America. Prior to this role, Trent worked at Doremus as an Account Supervisor, gaining experience in various account executive roles. Trent has also worked in advertising and PR, further showcasing their diverse skill set. With a BS in Business-Marketing from the University of Missouri Trulaske College of Business, Trent is well-equipped to handle the challenges of their dynamic roles in the industry.Connect with Trent.

Most founders wait too long to adapt. Ray Deck says that's a mistake—and shows how to scale smarter using the tools you already have.What if the biggest leverage in your business isn't new funding or a bigger team—but the knowledge and trust you've already built?This week, I'm joined by Ray Deck, founder of State Change, to break down how AI, no-code, and personal reputation are changing the game for founders ready to scale—without burning out.Ray's seen it all—from the dot-com bust to the rise of SaaS—and now he's helping entrepreneurs build smarter by tapping into tools that amplify what they already know.We get into:

As Blair continues to encourage expert practice owners to price the client and not the service, he and David discuss the pros and cons of four levels of pricing authority they should be thinking about within their firm, instead of just assuming pricing responsibility automatically defaults to a specific role or job title. Links “Who Should Set Prices In Your Firm?” written by Blair Enns for WinWithoutPitching.com

The 4 Steps to Selling Your Expertise as an ArchitectBlair Enns, founder of Win Without Pitching and author of The Four Conversations, joins the podcast to share a powerful framework for selling expertise as an architect. He explains how positioning yourself as a trusted advisor rather than just a service provider leads to stronger client relationships and better business outcomes.The conversation explores the four key stages of selling—probative, qualifying, value, and closing conversations—helping architects identify the right clients, set prices based on value rather than industry norms, and confidently say no to misaligned projects. Blair also discusses common sales pitfalls, how to recognize red flags in client relationships, and why shifting the focus from selling to advising creates more successful engagements.Whether you're struggling with pricing, client fit, or closing deals, this episode provides actionable insights to help you build a more profitable and sustainable architectural practice.This week at EntreArchitect Podcast, The 4 Steps to Selling Your Expertise as an Architect with Blair Enns.Learn more about Blair online at Win Without Pitching, check out his podcast 2Bobs, and connect with him on LinkedIn.Referenced in this EpisodeEA219: Pricing Creativity with Author Blair Enns [Podcast]The Four Conversations: A New Model for Selling Expertise by Blair Enns [book]Please visit Our Platform SponsorsGo to https://betterhelp.com/architect for 10% off your first month of therapy with BetterHelp and get matched with a therapist who will listen and help. Thank you to our sponsor BetterHelp for supporting our community of small firm entrepreneur architects.ARCAT.com is much more than a product catalog, with CAD, BIM, and specifications created in collaboration with manufacturers. ARCAT.com also offers LEED data, continuing education resources, newsletters, and the Detailed podcast. Visit https://ARCAT.com to learn more.

One of the worst parts of the job for many? Figuring out pricing. If you've ever had to price anything, this is a must listen episode. Blair Enns is the visionary behind Win Without Pitching, the organization that's rewritten the rules on how expert advisors and creatives close deals. As the author of The Win Without Pitching Manifesto and Pricing Creativity, plus co-host of the 2Bobs Podcast, Blair has redefined integrity-based selling and value-based pricing for countless leaders. In this episode, he and Ryan explore why fear is an inevitable part of the sales process and how embracing courage can help you command higher fees. Blair shares practical strategies to avoid “pitching prisons,” from anchoring high on pricing to structuring proposals with multiple options. He also shares some nuggets from his new book, The Four Conversations: A New Model for Selling Expertise, and reveals the unexpected path that led him from big-city advertising to a remote Canadian mountain town, where his mission to help businesses thrive took root.

In 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

Blair 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

Blair Enns, the visionary behind Win Without Pitching, joins us to chat about how creative professionals approach sales. Sharing his insights from a tranquil mountain village in British Columbia, Blair challenges the traditional sales narrative with integrity-based selling and value-based pricing. With his latest book, "The Four Conversations," Blair encourages shifting from providing solutions to probing with the right questions, setting the stage for those eager to refine their sales strategies in the creative sector.We tackle the stigma around sales roles, redefining them for experts, advisors, and practitioners. Blair advocates for a shift from sales pitches to advisory roles, focusing on establishing trust and authenticity from the get-go. This approach not only secures more business but also leads to richer collaborations. By maintaining an expert persona throughout, we explore how genuine connections lead to more successful client partnerships.Explore the nuances of avoiding needy sales dynamics and the significance of listening over persuasion. Blair delves into the power of maintaining authority without desperation, navigating the delicate balance of desirability and desire. Recognising the pivotal "flip" moment, where one transforms from vendor to expert, we discuss how this can shift the entire sales process. Whether you're grappling with the fear of narrowing your focus or striving to become a trusted advisor, this episode offers valuable frameworks to master the art of expertise-based selling.Blair's new book 'Sell and Price Like the Expert You Are is available here.TakeawaysEstablishing oneself as an expert in the sales process is crucial for success.The sale itself is a sample of the engagement, and the roles are established in this conversation.Behaving as an expert in the sales conversation sets the tone for the engagement.Not establishing the expert self can lead to decreased odds of winning, higher costs, and a less impactful engagement. The book introduces a new approach to selling based on four conversations: value, qualification, discovery, and closing.Shifting from a vendor mindset to an expert mindset is crucial in selling.The 'flip' moment, where the client sees the seller as the expert, is a key turning point in the sales process.Selling in a tough market requires maintaining confidence and expertise.Niching down and focusing on a specific area of expertise can enhance credibility and attract clients.Listening is more important than presenting or convincing in sales conversations.

Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: The Four Conversations: A New Model for Selling ExpertisePub date: 2024-10-23Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationDavid 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 EnnsThe podcast and artwork embedded on this page are from David C. Baker and Blair Enns, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.

David 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

Blair 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

For this episode of Sell With Authority we are doubling down on value-based pricing to help you future-proof your agency. Our guest expert is a true authority when it comes to pricing and sales strategy. Blair Enns, the CEO of Win Without Pitching and the author of the widely acclaimed Win Without Pitching Manifesto joins the podcast. His latest book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour, is a must-read for anyone looking to get a handle on pricing in their business. I was inspired by one of his articles on quantifying the value of pricing. Specifically, the part about ‘the elephant in the room' when it comes to pricing really hit home — because we've all been there. The uncertainty pricing brings to agency owners is a challenge we just can't ignore. So, I knew we had to bring Blair on the show to dive into this topic and help us all navigate the complexities of pricing with confidence. And to make this conversation even richer, also joining is our very own Mad Scientist and Strategist, Hannah Roth. Hannah works tirelessly in the trenches with our clients, helping them fill their sales pipelines with right-fit clients so they can sell more of what they do best. If you're an agency owner struggling with pricing, this episode will give you the framework and confidence you need to untether from time-based billing. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How to shift from selling inputs and outputs to focusing on value creation for right-fit clients Why mastering the value conversation can radically transform your agency's profitability Blair's simple – yet powerful – four-step framework for implementing value-based pricing How to view your client portfolio as an investment portfolio to tailor pricing strategies The pitfalls to avoid when transitioning away from traditional pricing models Resources: Website: https://www.winwithoutpitching.com/ LinkedIn Personal: https://www.linkedin.com/in/blairenns/ LinkedIn Business: https://www.linkedin.com/company/win-without-pitching/ Win Without Pitching Manifesto Pricing Creativity: A Guide to Profit Beyond the Billable Hour Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

In this episode, Kenrick Mills shares his journey from odd jobs to building a successful video production business. He emphasizes the importance of finding a niche and focusing on a specific type of client. Kenrick's favorite type of project is interior design videos, as they allow him to be creative and showcase beautiful spaces. He also discusses the benefits of working with retainer clients and building long-term relationships. In this conversation, Ryan and Kenrick discuss the importance of finding a niche and the power of YouTube for businesses. They emphasize the need to practice what you preach and the value of showing up on social media platforms. Kenrick shares his plans to start a YouTube channel to reach business owners who need creative services. Ryan encourages him to focus on his unique perspective and personality to stand out in the market. They both highlight the abundance of opportunities and the importance of consistency in content creation. Key Takeaways Finding a niche and focusing on a specific type of client can make your job easier and more enjoyable. Building long-term relationships with retainer clients can provide consistent work and a steady income. Interior design videos offer the opportunity to be creative and showcase beautiful spaces. Creating a landing page and marketing content that speaks directly to your target audience can help attract more clients. Crossover opportunities often arise when working within a specific niche, allowing you to expand your client base. Finding a niche within a specific industry opens up more opportunities within that niche. Being consistent and showing up on social media platforms, especially YouTube, can help businesses grow and attract clients. Every individual and business has a unique perspective and personality that sets them apart from competitors. Practicing what you preach and investing in your own brand and content can build trust and credibility with potential clients. Creating content that provides value and speaks to your ideal clients can make it easier for them to connect with you and book your services. About Kenrick Mills Kenrick Mills has been running a boutique content agency in Jupiter, Florida since 2014. He helps small to medium sized businesses grow their brand, sell their projects more efficiently, and help them tell their story. In This Episode [00:00] Welcome to the show! [05:54] Meet Kenrick Mills [07:31] Earth Walker Media [18:41] Benefits Of Niching Down [27:15] Niching Through YouTube [48:15] Connect with Kenrick [49:11] Outro Quotes "I just have this type of person that I'm trying to work with more than a specific type of client." - Kenrick Mills “That makes your job so much harder when you don't have a specific persona, a specific niche, or a specific problem that you solve with a particular kind of video. And my challenge to people is like, well, just pick something and you don't have to do that work forever. It's just going to be for a period of time. Like you need to create some momentum and some traction.” - Ryan Koral “I think it's Blair Enns says something about a creative sees 10 doors and wants to open every single one. But niching down is going into that door, that one door, and just finding that there are actually 10 more doors behind that one door.” - Kenrick “If you feel like, ‘I'm just afraid of having a niche because I don't want to get stuck doing the same old thing,' that's not how you're wired. You're not going to do the same old thing. You're going to think of new things. And it's going to challenge you. And you're going to rise to the challenge because you are a creative.” - Ryan Guest Links Find Kenrick Mills online Follow Earthwalker Media on Instagram | Facebook Links Download a copy of Ryan's Networking Guide Join the Grow Your Video Business Facebook Group  Follow Ryan Koral on Instagram Follow Grow Your Video Business on Instagram Check out the full show notes

Thinking about quitting your job to start a business? Think again! Veteran entrepreneur Steve Lomas shares candid advice on the realities of entrepreneurship, the importance of mentorship, and the emotional rollercoaster of building a business.

Given 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

Pricing 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”

In this episode, Chip and Gini examine whether agencies have hit 'peak strategy' as suggested recently by Blair Enns.

Tiago Faria –Digital Business Mentor in the “Help Industry”About meI help experts do the most fun marketing they'll ever do and attract the most presold leads they'll ever get. Oh, and by the way, I do it through podcast guesting.Target AudienceMy expertise primarily caters to coaches, consultants, service providers, or freelancers who rely on trust and expertise to sell high-ticket products or services.AchievementsOver my 15 years in the world of marketing and digital business, I have had the pleasure of:Working at Google's European headquarters in Dublin for 8 years, as a Google Ads specialist and consultant for some of the biggest companies in Europe and the Middle EastCompleted a 120 day challenge on YouTube in 2021, creating 120 videos in 120 consecutive days (this after interviewing more than 60 entrepreneurs and experts on my podcast, including Chris Do, Miles Beckler, Marty Neumeier, Mike Michalowicz, Blair Enns, Pia Silva, and others)Booked 67 podcasts in only 4 months, being featured as a guest on top 1-2% podcasts like Podcasting Your Global Career, Straight Talk No Sugar Added Podcast, and Marketing SpeakSuggested QuestionsWhy podcast guesting and not any other marketing method or media?How do I pitch myself to podcasts without sounding sleazy?I'm not sure I can be an interesting guest… is this really for me?How do I make sure I can convert listeners into clients?How does this integrate into my overall marketing strategy?How much time does it take to get results?Just for FunOutside of the world of online business, I wouldn't trade anything for time with my wife, Natasha, and my 3-year-old daughter, Kira. In my downtime, I am continually learning new things (mainly through audiobooks and podcasts). I've already traveled to more than 22% of the world (according to TripAdvisor...), and my next goal is to visit all of the 50 US states (9/50).Connect with Mehttps://www.linkedin.com/in/tiagofaria/The Doctor offers a complimentary strategy session at TheDoctorOfDigital@pm.me.https://swellai.com/?via=mick-the-doctor-of-digitalOn Track Ian Hunterhttps://www.amazon.com/dp/1789523044?ref_=cm_sw_r_cp_ud_dp_WOLGDN9AD6UWV1H4EG8OBurning America: In the Best Interest of the Children?Mick, The Doctor of Digital, Smith mick.smith@wsiworld.comBurning America: In the Best Interest of the Children?https://burning-america.comAmazon: https://www.amazon.com/G-Mick-Smith/e/B0B59X5R79Also at Barnes & Noble, Walmart, and TargetLeave a message for The Doctor of Digital:https://podinbox.com/thedoctorofdigitalpodcastInstagram: burningamericacommunityPatreon burningamericacommunity:https://www.patreon.com/SmithConsultingWSITheDoctorofDigitalPodcastListen, subscribe, share, and positively review The Aftermath:https://podcasts.apple.com/us/podcast/the-aftermath-the-epidemic-of-divorce-custody-and-healing/id1647001828Substack:https://micksmith.substack.com/Commercials Voice Talent ||https://www.spreaker.com/user/7768747/track-1-commercialsNarratives Voice Talenthttps://www.spreaker.com/user/7768747/track-2-narrativesDo you want a free competitive analysis for your business?https://marketing.wsiworld.com/free-competitive-analysis?utm_campaign=Mick_Smith_Podcast&utm_source=SpreakerMake an Appointment:https://www.picktime.com/TheDoctorOfDigitalBe sure to subscribe, like, & review The Doctor of Digital™ PodcastSign up for the Doctor Up Your Life courseFacebook || Instagram || Twitter || LinkedIn || YouTubehttps://www.linkedin.com/in/g-mick-smith-24495127Become a supporter of this podcast: https://www.spreaker.com/podcast/the-doctor-of-digital-gmick-smith-phd--1279468/support.

This webinar/podcast series is the official companion to the ⁠⁠REFRAME2024.com⁠⁠ we are going to have in October 2024. Parts 4 to 8 will be released the second Friday of each month until October 2024 Topics that will be covered in this series: Communications strategy with clients Communicating your value to command price, standards, and expectations Negotiating terms, pricing, scope, with new and existing clients “Magic Words” that get the other person on your side quickly Fundamental communications skills to transmit your message/ideas to others in an effective matter The most important communications skill set: self-talk How to give advice that customers will follow How to influence the people you do work for and work with to become better people and value your vision (leadership) How to apply this skills in the real world to get significant results

Welcome to episode 112. I'm joined by Shannyn Lee, Managing Director of Win Without Pitching ®, which is widely recognised by the creative industry as one of the best quality sales training programs because it's specifically tailored to agencies. This episode will be particularly valuable for you if your job at the agency is winning new business and you'd like to know how to do that without having to go through a costly pitch process. During our chat, Shannyn shares: - the Win Without Pitching ® principles - what it takes to circumnavigate a client's pitch process - the common sales challenges faced by agencies today - her advice for agency owners who want to stand out in the market, and lots more. Please visit the Win Without Pitching ® website (https://www.winwithoutpitching.com) to find out more about everything the company does, find which workshops are coming up. and to buy Blair Enns' book, ‘The Win Without Pitching Manifesto', which is practically the industry bible. You can connect with Shannyn Lee on LinkedIn: https://www.linkedin.com/in/shannyn-lee-2a32846/ If you're listening to this episode in April 2024 we are opening enrolments for our May Account Accelerator™ training for those in the agency who are responsible for existing client growth. If your job is to manage client relationships and grow your accounts, check out the details on my website: https://www.accountmanagementskills.com/account-accelerator

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.   LINKS "The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com "Ditch the (Sales) Script"

Tiago Faria –Digital Business Mentor in the Help IndustryAbout meI'm a business mentor in the “Help Industry” with a unique "Anti-Marketing" approach. After working at the EU headquarters of Google for 8 years, I have been simplifying marketing and business to its core, and I truly believe you already have everything you need in your world to grow a sustainable and fun business. Target AudienceMy expertise primarily caters to entrepreneurs who want to help people online, and solve problems for which these people are willing to pay a premium to solve. I understand the challenges they face every day in finding these people online, and I offer easy-to-implement solutions, using only what they already have in their world.AchievementsOver my 14 years in the world of marketing and digital business, I have had the pleasure of:Having helped hundreds of Portuguese (and recently international) entrepreneurs through my courses, workshops and programs since 2020Working at Google's European headquarters in Dublin for 8 years, as a Google Ads specialist and consultant for some of the biggest companies in Europe and the Middle EastCompleted a 120 day challenge in YouTube in 2021, creating 120 videos in 120 consecutive days (this after interviewing more than 60 entrepreneurs and experts on my podcast, including Chris Do, Miles Beckler, Marty Neumeier, Mike Michalowicz, Blair Enns, Pia Silva, and others)Just for FunOutside of the world of online business, I wouldn't trade anything for time with my wife, Natasha, and my 3-year-old daughter, Kira. In my downtime I am continually learning new things (mainly through audiobooks and podcasts). I've already traveled to more than 22% of the world (according to TripAdvisor...), and my next goal is to visit all of the 50 US states (9/50).Connect with Mehttps://tiagofaria.pt/https://www.linkedin.com/in/tiagofaria/https://www.facebook.com/tiagofariapontoptThe Doctor offers a complimentary website analysis, or a custom software open door session with Amplifi Labs: mick.smith@amplifilabs.com.https://swellai.com/?via=mick-the-doctor-of-digitalOn Track Ian Hunterhttps://www.amazon.com/dp/1789523044?ref_=cm_sw_r_cp_ud_dp_WOLGDN9AD6UWV1H4EG8OBurning America: In the Best Interest of the Children?Mick, The Doctor of Digital, Smith mick.smith@wsiworld.comBurning America: In the Best Interest of the Children?https://burning-america.comAmazon: https://www.amazon.com/G-Mick-Smith/e/B0B59X5R79Also at Barnes & Noble, Walmart, and TargetLeave a message for The Doctor of Digital:https://podinbox.com/thedoctorofdigitalpodcastInstagram: burningamericacommunityPatreon burningamericacommunity:https://www.patreon.com/SmithConsultingWSITheDoctorofDigitalPodcastListen, subscribe, share, and positively review The Aftermath:https://podcasts.apple.com/us/podcast/the-aftermath-the-epidemic-of-divorce-custody-and-healing/id1647001828Substack:https://micksmith.substack.com/Commercials Voice Talent ||https://www.spreaker.com/user/7768747/track-1-commercialsNarratives Voice Talenthttps://www.spreaker.com/user/7768747/track-2-narrativesDo you want a free competitive analysis for your business?https://marketing.wsiworld.com/free-competitive-analysis?utm_campaign=Mick_Smith_Podcast&utm_source=SpreakerMake an Appointment:https://www.picktime.com/TheDoctorOfDigitalBe sure to subscribe, like, & review The Doctor of Digital™ PodcastSign up for the Doctor Up Your Life courseFacebook || Instagram || Twitter || LinkedIn || YouTubehttps://www.linkedin.com/in/g-mick-smith-24495127Become a supporter of this podcast: https://www.spreaker.com/podcast/the-doctor-of-digital-gmick-smith-phd--1279468/support.

Welcome to episode 106. If you'd like to know how one agency has been using AI since 2011 to predict the future for their clients, this chat will be interesting for you. It will also be insightful if you're curious how the agency works with their global CPG and FMCG brands. ‌Nik Pearmine, Chief Strategy Officer at Black Swan Data, and I cover a range of topics including: - his view on what it takes to be successful in account management - what he thinks is in store for the future - and whether we should be worried about AI replacing our jobs. You can get in contact with Nik via LinkedIn: https://www.linkedin.com/in/nikolas-pearmine-138bb612/ If you're listening to this at the beginning of 2024 and are based in the US, I wanted to let you know I'll be running a value-packed seminar with David C Baker and Jack Skeels on 12th and 13th March in Atlanta. ‌The event is all about the account management and project management roles. I'll be talking about the essentials of account management, how to grow an account and how account managers work with project managers. ‌David is extremely well known in the agency industry as he's an agency advisor, the author of “The Business of Expertise” and “Secret Tradecraft of Elite Advisors” as well as co-hosting the 2Bobs podcast with Blair Enns. ‌You can find all the details and book your tickets at David's website: https://www.punctuation.com

Blair's latest obsession is bounded rationality, in which he sees too many creative firms failing to make “rational” decisions because they choose to bind their businesses with outdated and overly-constraining ideals like the 80/20 principle.   Links “The Great Convergence is Upon Us” by Blair Enns for Win Without Pitching Award-winning “Unapologetically Human” ad campaign by Kruger and BHLA Productize: The Ultimate Guide to Turning Professional Services to Scalable Products by Eisha Tierney Armstrong

Blair weighs in on this year's Forrester report, which shows the ridiculous amount of money agencies have been wasting on pitches.   LINKS "Are These the Last Days of the Pitch?" by Blair Enns for Win Without Pitching "A New Forrester Report Urges Brands and Agencies to 'Ditch the Pitch'" by Olivia Morley for AdWeek published on 4 A's  

Blair identifies the differences between the ethics of selling expertise and the three schools of bargaining ethics, and what happens when we don't adapt our bargaining approach to match our opponents in the game of negotiation.   Links “The Conflicting Ethics of Selling & Negotiating” article by Blair Enns on WinWithoutPitching.com

In the world of professional services, how you approach sales and how you price your products or services can make or break your business. Our guest this week has seen how shifting from a price buyer to a value buyer mindset has a massive impact on the success of a business.This week we're learning from Blair Enns, the founder of Win Without Pitching. Blair is known for his impactful insights on pricing strategies and value-based selling in professional services, whose journey began 21 years ago. He perceived creative professionals as people working in advertising or design, a mindset that gradually transformed with the shifting dynamics of the creative firm market. He realised that creativity was more than that; it was the ability to see, bring a novel perspective to a problem, and propel entrepreneurs towards their vision. He now guides them through the process of selling, not as a predatory act, but as a path of facilitating and helping clients buy. Blair's path was not without its challenges. He grappled with the balance between selling as an expert versus a vendor, and the different outcomes each role could produce. While being an expert provided more power and leverage, being a vendor resulted in reduced impact, lower margins, and a higher cost of sale. Recognising the importance of vision and selling, Blair began to view these roles as the foundations of leadership, a perspective that helped him let go, take risks, and say no in order to scale his business. Embracing these lessons, Blair is now inspiring others to do the same, helping them navigate their own journeys in the world of professional services.Download and listen to learn more. On today's podcast: Overcoming the fear of sellingWinning without pitchingImplementing a bold pricing strategyShifting from price-buyer to value-buyer Follow Blair Enns:BooksLinkedIn2BOBS podcastTwitterYouTube Book recommendations:Million Dollar ConsultingImplementing Value Pricing$100M OffersThe Boutique. How to start, scale and sale a professional services firmSecret Tradecraft of Elite Advisors Enjoyed the show? Leave a Review

Blair Enns is the founder of Win Without Pitching, a sales training and coaching organization for creative professionals. You can find more information on his website: https://www.blairenns.com/

Blair Enns is the founder of Win Without Pitching, the sales training organization for creative professionals. He is the author of two books, The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He is the co-host, along with David C. Baker, of the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Best of all, he is the guest on this week's show with Ron and Ed. A good portion of the show will be spend talking about The Innoficiency Principle. Blair laid out the thoughts behind this principle at this link and described it quite succinctly. From Blair: “The Innoficiency Principle states that innovation and efficiency are mutually opposable goals. In any reasonably functioning organization, one cannot be increased without decreasing the other.”

Blair Enns is the founder of Win Without Pitching, the sales training organization for creative professionals. He is the author of two books, The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He is the co-host, along with David C. Baker, of the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Best of all, he is the guest on this week's show with Ron and Ed. A good portion of the show will be spend talking about The Innoficiency Principle. Blair laid out the thoughts behind this principle at this link and described it quite succinctly. From Blair: “The Innoficiency Principle states that innovation and efficiency are mutually opposable goals. In any reasonably functioning organization, one cannot be increased without decreasing the other.”

Following eyewitness reports of stolen genius, we hurtled down the highway to catch ad land's own Bonnie and Clyde; it's Rosie and Faris Yakob.  Together they form Genius Steals, a nomadic creative consultancy helping brands, agencies, and rebels find the awesome at the intersection of new communication ideas, new product concepts, and new ways of thinking.  They give us the low down on life on the run road, how Rosie earned $10,000 babysitting, ‘Ask Faris', US vs UK education system, the lack of industry practitioners as professors, engineering moments of in-betweenness, K-shaped recovery, Blair Enns, charging for what you know (not what you do), entertainment as the cost of admission to someone's brain, the key to creative effectiveness, and a whole lot more.  ///// Here's Genius Steals  Follow Rosie on Instagram  And follow Faris on Twitter (yes, he's still on there) For our chinwag with Blair Enns, hear here  Everybody's Free (To Wear Sunscreen) by Baz Luhrmann  Timestamps (01:44) - Quick fire questions (Ask Jeeves or Ask Faris?) (03:42) - How Rosie made $10,000 babysitting and her first jobs  (10:32) - Faris's beginnings collecting golf balls, management consultancy and working at lads mags   (18:41) - The education system, subjectivity and outdated teaching methods  (26:52) - Life on the road and why you shouldn't be a prisoner to your preferences (32:47) - Engineering moments of in-betweenness  (42:08) - Listener questions  (42:24) - Attention, emotion and the importance of context  (52:56) - How we can create more effective work (01:02:00) - Trends for marketers and the emergence of luxury products  (01:04:50) - 4 pertinent posers  Rosie and Faris's book recommendations are:  To Sell is Human by Dan Pink  The Righteous Mind by Jonathan Haidt  XX by Rian Hughes  Tomorrow, and Tomorrow, and Tomorrow by Gabrielle Zevin  Understanding Comics by Scott McCloud  Stone Junction by Jim Dodge  /////

In this podcast episode, Jeff Echols and Co-Host Katie Kengas welcomed Blair Enns to Context & Clarity LIVE. Blair is the founder of Win Without Pitching, the sales training and coaching organization for creative professionals, the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He co-hosts of the popular podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship with David Baker. Blair is on a mission to change the way creative services are bought and sold the world over. To watch the full conversation, visit YouTube. If you enjoy this show, you can find similar content at Gābl Media.

Chris Do turned his passion for teaching into a thriving business when he launched The Futur in 2016. Now, he's on a mission to teach 1 billion people how to make money from their passion, and he's sharing his advice with our listeners in this interview. Before starting The Futur, Chris ran a production company called Blind for 12 years. He drew on the business skills he learned in that venture when he founded The Futur, drawing on his experience in design, sales, marketing, and video production to make and sell courses that would help people follow in his footsteps. Even with this experience under his belt, starting a new company wasn't easy. Chris shares the biggest challenges he faced while building The Futur and how he overcame those difficulties to make the business what it is today. We'll also find out how he grew to more than 2 million subscribers on The Futur's YouTube channel, as well as his other advice on how to use social media and other digital marketing to drive business growth. If you want to make a living doing what you love, this interview is a great place to start!Resources:The Futur - Learn more about Chris' business on The Futur's websiteThe Futur on YouTube - Hear more insights about how to make money doing what you love on the Futur YouTube channelGrow a Small Business by Doing These Things - Hear advice from entrepreneur Barry Moltz on how to grow a small business on the UpFlip podcastUpFlip Hub - Start and grow a business from scratch with the step-by-step advice on the UpFlip HubUpFlip Blog - More strategies and tips to start and grow a business on the UpFlip blogThe Win Without Pitching Manifesto - Book by Blair Enns that outlines 12 steps to differentiate a business from its competitorsConnect with UpFlip On Facebook On Instagram @UpFlipOfficial on Twitter For more insights to start, build, or grow a business, check out the resources on UpFlip.com or head to the UpFlip YouTube channel to see more interviews with business owners and experts. Thanks for listening!

On this episode of The Professional Services Pursuit, we are joined by Blair Enns, esteemed author and founder of Win Without Pitching. Our host Brent Tremble joins Blair to discuss the art of winning deals without the need to pitch for a client. The conversation includes valuable insights from his book, The Win Without Pitching Manifesto, which has sold over 80,000 copies and garnered more than 1,500 5-star reviews on Amazon.Other topics also discussed in this episode include:Where winning without pitching is applicable to a firmAn “advantaged player” and how that influences a relationshipThe new value-based approach to agency pricingA special giveaway opportunity for those who listen through the entire episode! For more information about the podcast or to enter the giveaway, please contact podcast@kantata.com.Click here to learn more about Blair's company – Win Without PitchingClick here to learn more about Blair's marketing podcast – 20% – The Marketing Procurement PodcastClick here to learn more about Blair's entrepreneurship podcast – 2Bobs: Conversations on the Art of Creative Entrepreneurship

Blair Enns is the Founder and CEO of Win Without Pitching, a sales training and coaching organization for creative professionals. He has advised hundreds of design firms, advertising agencies, and other creative authorities on how to deprogram themselves from the standard approach to win new business.  Blair is the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He is also the co-host of the 2Bobs podcast and 20% - The Marketing Procurement Podcast. In this episode of the Smart Business Revolution Podcast, John Corcoran interviews Blair Enns, the Founder and CEO of Win Without Pitching, about his manifesto for helping companies pitch and win better business deals. They also discuss Blair's specialization principle, tips for having conversations about money, and the secret behind the success of Blair's 2Bobs podcast.

Blair Enns and David C. Baker are highly successful entrepreneurs and authors, as well as hosts of the podcast, 2 Bobs.

Are you undercharging for your services? The truth is, most people do… But it's time to take back the power in your relationships with clients so you can maximize your growth and profits… This week, we're revisiting my interview with Blair Enns, founder and CEO of Win Without Pitching.  Blair is a pricing expert who helps professionals revolutionize the way they sell their services. In this episode, he'll share: A system to set prices for any project or client The “Meet in the Middle” technique for getting the fee you want Why taking any project that comes your way loses you money How to sell your value, not your time The right way to set up retainer agreements And more

Marketing industry veteran Kathryn Fitzwilliam joins the podcast to advocate for better agency/client relationships, and makes the case for marketers to strive to be their agency's favorite client. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies Kathryn Fitzwilliam https://www.linkedin.com/in/kathryn-fitzwilliam http://kfitzwilliamconsulting.ca/ https://aprais.com/ Qualifications Based Selection (QBS) https://qbscanada.ca/ https://theica.ca/qbs-principles https://youtu.be/8nmUh2orS5g

Julie Cohen, Founder and CEO of Across The Pond, joins Blair and Leah to discuss the negative impacts of pitching. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies Julie Cohenhttps://acrossthepond.com/ https://www.linkedin.com/company/across-the-pond/ Don't Pitch Your Mental Health https://www.linkedin.com/pulse/dont-pitch-your-mental-health-jim-de-zoete/ You Don't Really Partner With Your Clients https://www.winwithoutpitching.com/you-dont-really-partner-with-your-clients/

Blair and Leah are joined by Mike Sutton, President of Zulu Alpha Kilo an award-winning independent agency famous for their viral videos mocking spec creative and RFP-driven selection processes.  Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mike Suttonwww.zulualphakilo.com https://www.linkedin.com/company/zulu-alpha-kilo-inc./ https://www.youtube.com/@zulualphakilo/videos Say No To Spec https://youtu.be/essNmNOrQto World's Worst RFP https://youtu.be/WB-KUB35_CM Left-Handed Mango Chutneyhttps://youtu.be/3VwxkfTLPSs Winston's Instagramhttps://www.instagram.com/sup_its_winston/

Piscari's Mike Lander models the conversations agencies and procurement should be having but rarely do. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mike Lander https://piscari.com/ https://www.linkedin.com/in/mikelander/ Hear more from Mike on his podcast “It's a Good Start” https://www.pantheon.fm/show/its-a-good-start-podcast/ Project Spring Report ​​https://wfanet.org/leadership/project-spring The Win Without Pitching Manifesto https://www.amazon.com/win-without-pitching-manifesto/s?k=win+without+pitching+manifesto Are RFPs The Spawn of Satan? https://www.winwithoutpitching.com/are-rfps-the-spawn-of-satan/

Kathie Jones joins the podcast to discuss lessons learned from selling to procurement years ago up to running procurement today. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Kathie Jones https://www.linkedin.com/in/kathieconway148/ https://khoros.com/ https://www.linkedin.com/company/khoros/ Pricing Creativity https://www.winwithoutpitching.com/pricing-creativity/

Should you participate in that RFP? Is that RFP really an RFI in disguise? Enrique Cordero joins the podcast to answer those questions and much more. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Enrique Cordero https://www.linkedin.com/in/enriquecordero/

Mary Ann Brennan joins Blair and Leah to discuss the transformed procurement professional and the journey from cost saver to value creator. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mary Ann Brennan https://www.linkedin.com/in/maryabrennan/ ProcureCon Marketing https://procurecondm.wbresearch.com/

Hosts Leah Power and Blair Enns welcome their first guest to the podcast, John Gleason. John shares his views on the procurement/agency relationship and lays out the same 8 claims almost every agency makes.   Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns   Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/   John Gleason https://www.linkedin.com/in/johngleason   You Don't Really Partner With Your Clients  https://www.winwithoutpitching.com/you-dont-really-partner-with-your-clients/

Blair puts forward his Innoficiency Principle—the idea that innovation and efficiency are mutually opposable goals—and discusses why the “Marketing Procurement Problem” can be explained by this principle.   Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns   Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ The Innoficiency Problem https://www.winwithoutpitching.com/the-innoficiency-problem/ Buying Less for Less: How to avoid the Marketing Procurement Dilemma by Gerry Preece & Russel Wohlwerthhttps://www.goodreads.com/book/show/19660676-buying-less-for-less Holding Opposite Perspectives In a Healthy Tension https://2bobs.com/podcast/holding-opposite-perspectives-in-a-healthy-tension Nick Skillicorn https://www.ideatovalue.com/author/nickskillicorn/ Clayton Christensen https://www.christenseninstitute.org/disruptive-innovations/

Has this ever happened to you? A new client contacts you looking for a designer. Their project sounds fun, and you seem to hit it off well with them. They verbally agree to your terms, and since everything sounds encouraging, you send them a formal proposal. And you wait in anticipation for them to approve your proposal and give you the go-ahead to get started on their project. And then you wait and wait, but you don't hear back. You send follow-up emails but don't receive any replies. The client has ghosted you. If you're not familiar with the term "ghosted," it's when someone ends all communication and contact with another person without any apparent warning or justification. Subsequently, they ignore any attempts to reach out or communication made by the person they're ghosting. And by that definition, this client is ghosting you. And it's not only with new clients. Sometimes an exiting client may ghost you in the middle of a project. You send them a proof and don't hear back. Or you ask them a question or for content you need, and you don't get a reply. This is any time you don't hear back from a client for whatever reason, even after several failed attempts at contacting them. What do you do? You send them The Magic Email, that's what. The Magic Email. What is The Magic Email, you ask? According to Blair Enns, Author and CEO of Win Without Pitching, a sales training organization for creative professionals. The Magic Email is a message you send to raise deals from the dead. That's its purpose, to solicit a response from someone who has been avoiding you. According to Enns, you must resist the temptation of sending an overly polite email. He suggests you do the opposite. Don't make excuses for your client's behaviour. And don't go soliciting a yes or any other answer from them. Enns suggests you strip away all emotions and let your prospect go matter-of-factly. And you that that with the following Magic Email. Within the last existing email thread, you had with your client, hit reply, change the subject to "Closing the Loop," and then write the following. Hi [FirstName]; I haven't heard back from you on [project/opportunity], so I'm going to assume you've gone in a different direction or your priorities have changed. Let me know if we can be of assistance in the future. Regards, [You] That's it. Enns says this removes the emotional reasons for the prospect to continue avoiding you. You are stripping out your neediness by no longer feigning politeness, by not asking how they've been or by being anything other than completely practical. This Magic Email says, "I can read between the lines, and you have decided we are not doing business together. No hard feelings – it's just business. You can call me if things change." What to expect after sending The Magic Email. You can expect one of three things to happen when you send The Magic Email. 1. Silence. Silence is the least likely scenario where you don't get a response at all. There's no longer any reason for the client not to wrap things up. All they have to do is send you a one-line acknowledgement email to remove this stress from their own lives. 2. Thank You. The client will send you a reply acknowledging that they have decided to cancel the project or they've moved in a different direction. This gives you closure and allows you to stop wasting energy over something that wasn't going to happen and move on to other clients and projects. There's no need to sulk about it. The deal was already done, probably a long time ago. The client just didn't tell you. 3. No, Wait! This is the response you're hoping for. According to Enns, by retreating unemotionally, where you might otherwise be inclined to advance, you suddenly become the one that might get away. The client stops seeing you as the predator that keeps sending them emails, to the prize they're about to lose. There's a psychological effect of this unemotional retreat that can be staggering in its effectiveness. And any resentment the client had over you harassing them turns into guilt about not replying to you earlier. This gives you the upper hand emotionally, and you suddenly become much more attractive to the client. You can learn more about all of this on Blair Enns site winwithoutpitching.com Variations of The Magic Email. Variation by Kai Davis We recently had a discussion in the Resourceful Designer Community about The Magic Email. Particularly about the different variations. Kai Davis of kaidavis.com adapted his Magic Email from Blair Enns' He says he split-tested it, and his version works better. His version is to send this one-sentence email. "Since I have not heard from you on this, I have to assume your priorities have changed." That's it, nothing else. Davis says it works because it's simple, intentionally vague, and effective. People are loss averse. Meaning their natural inclination is to reply immediately to keep you from walking away. You are taking back control of the situation by declaring it's over. Davis goes on to say that you may find this email rude. And that's the discussion we had in the Resourceful Designer Community. But he says it's not rude, just direct. It's the client who doesn't answer your emails that is rude. The person has already ignored you for weeks, so you have nothing to lose. It's just business. To learn more from Kai Davis' use of The Magic Email at themagicemail.com Variation by Chris Voss You can find another variation of The Magic Email in former FBI negotiator Chris Voss's book Never Split The Difference. Voss' variation is a simple message that provokes a "no" response, which gives the other party a feeling of safety and the illusion of control while encouraging them to define their position and explain it to you. This is how it works. Reply to an existing email thread. Change the subject line to a "no-oriented question." such as "have you given up on this?" In the body of the message, write the same or a very similar sentence. Don't add details or explanations. One short sentence is all you need. For example. "Have you given up on this project?" or "Have you moved in a different direction?" According to Voss, this is not a trick or technique. It's a respectful approach that gives the other party the freedom to respond truthfully to you without pressure. Which variation would you use? What version of The Magic Email would you use? We had our discussion in the Resourceful Designer Community, but I would love to know your thoughts. Leave a comment below and let me know how you approach clients who are ghosting you. Nobody likes to be ignored. And it's a waste of time and energy pursuing someone ghosting you. It's frustrating. So the next time something like this happens to you, try sending a variation of The Magic Email and see what happens. Who knows. You may light that fire under the client and get your stalled project back on track.