The Four Conversations That Change How Buyers Decide with Blair Enns
Blair Enns is the founder of Win Without Pitching, author of The Four Conversations, and co-host of the 2Bobs podcast. He helps experts, agencies, and consultants move from being treated like vendors to becoming trusted advisors.
In this episode, Blair joins Mark Stiving to unpack the hidden dynam…
Pricing Resentment
Blair sees creative entrepreneurs opening themselves up to pricing resentment from their clients when the value of their contributions diminishes over time, especially when they've created significant economic value at the beginning of a long-term engagement.
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"Is Your Pricing Creating Re…
Embrace the Marketing Mess
Blair shares what stuck in his mind about marketing success from listening to a recent podcast interview with Rory Sutherland on Liam Curley's Undisputed Authority.
Links
"Embrace the Marketing Mess" article by Blair Enns for winwithoutpitching.com
Rory Sutherland podcast interview on Liam Cur…
Episode 113: The Experts' AI Manifesto
Building genuine expertise takes years. And in the age of AI, losing it can happen gradually and almost invisibly, through small delegations that each seem reasonable in isolation but add up to something significant over time.
In this episode, Blair Enns joins Dr Genevieve Hayes to explore how data…
Episode 114: [Value Boost] The Four Conversations Every Data Scientist Needs to Master
For data scientists, getting a project approved is a sale. It might not feel like one and money might not change hands, but the dynamics are exactly the same. And like any sale, it goes a lot better if you go in with a plan.
In this Value Boost episode, Blair Enns joins Dr Genevieve Hayes to explor…
315 | The End of Selling Expertise with Blair Enns
Selling expertise is changing. Blair Enns reveals why traditional sales tactics, free pitching, and proving your value can actually weaken your position—and why the sale itself should be a sample of the client relationship to come.
You’ll learn:
Build authority so clients see you as the expert, no…
Sell and Price Like a Creative Expert | Feat. Blair Enns | Ep014
On this episode’s menu of the Fresh Ideas Podcast, Alejo Porras chats with Blair Enns — author of The Win Without Pitching Manifesto and The Four Conversations — to explore one of the most expensive mistakes creative professionals make: showing up to client relationships as a vendor instead of an e…
A Proposed AI Contribution Scale
Categorizing AI-generated copy as "human vs AI" is not as binary as with AI-generated images or video. So Blair has developed an AI Contribution Scale to help us all be more transparent when using LLMs in the creation of written communication intended for prospects, clients, and peers.
[This epis…
Still stuttering at sales calls? Watch this || Feat. Andy Cabistan || Ep.015
On this episode’s menu of the Fresh Ideas Podcast, Alejo Porras chats with longtime friend and behavioral science enthusiast Andy Cabistan to unpack something most creatives never think to study: why people actually make decisions — and how understanding that changes everything about the way you s…
Get Your Freak On!
Blair has been thinking about how, as AI continues to streamline more administrative tasks over time, we will be left to focus on the things we humans are good at – interacting with other humans. Because of this, the interesting people will win in selling their services and expertise.
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"Th…
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