Four Segments of New Business
Blair and David come up with descriptive words that help clarify each of the...
Starting…Existing…Thriving
Blair interviews David on what each of the three levels of success in running...
The X-Factor
Blair gives David some homework to identify patterns in the principals of creative practices...
If I Were Starting Over
David and Blair take turns asking each other questions about what they each would...
The Seven Masteries of the Rainmaker
Blair offers seven mindsets that any seller of expertise needs to master so that...
The Best Ways to Disrespect Account People
Blair remembers what it was like when he was an account person himself, and...
Alternative Forms of Reassurance
Blair and David analyze and then look beyond the requests for reassurance potential clients...
Open Book Management
Blair gets David to admit that he was kind of wrong about open book...