2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

Shortcomings of the EBITDA Multiplier Jul 06, 2022

Show notes

David keeps getting asked: "what multiple are you seeing these days?" As if there's some simple, magic answer that'll lead to a company's value. EBITDA is a great tool…but an incomplete one. Read the transcript and episode notes at http://2bobs.com/podcast/shortcomings-of-the-ebitda-multiplier

The Emotional Journey of Buying and Selling Jun 22, 2022

Show notes

When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales process, and we need to adjust accordingly at the right times to close the sale. Read the transcript and episode notes at http://2bobs.com/podcast/the-emotional-journey-of-buying-and-selling

Hard Lines, Soft Lines Jun 08, 2022

Show notes

Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping. Read the episode notes and transcript at http://2bobs.com/podcast/hard-lines-soft-lines

Designing Your Service Offerings May 25, 2022

Show notes

Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five principles of effective service offering design.

Read the transcript and episode notes at http://2bobs.com/podcast/designing-your-service-offerings

Secrets Behind the Killer Website May 11, 2022

Show notes

In a follow-up to the popular "Secrets Behind the Killer Proposal" episode, David unloads everything firms can do to make sure their website is locked and loaded for winning over new clients (wink wink).

Why All My Content Is Ungated Apr 27, 2022

Show notes

David has seven reasons for removing all barriers on his website for readers and prospects to access what he writes - but admits that it may not be for everyone.

Read the show notes and transcript at http://2bobs.com/podcast/why-all-my-content-is-ungated

Selling to Different Buyer Types Apr 13, 2022

Show notes

Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer you're selling to. Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types

The Power of Process Mar 30, 2022

Show notes

Blair discusses what they mean by having a process, how to develop it, what to avoid, and how your process at its highest level can be turned into valuable IP. Get the episode notes and transcript at http://2bobs.com/podcast/the-power-of-process

What Would YOUR Employee Review Look Like? Mar 16, 2022

Show notes

Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.

Secrets Behind the Killer Proposal Mar 02, 2022

Show notes

WARNING: If you only listen to only one episode of 2Bobs it should NOT be this one. In this send up of the ridiculous things people put in their proposals David and Blair give exactly the WRONG advice, hoping you get the joke.