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Blair Enns is the founder of Win Without Pitching, the sales training organisation for expert advisors and practitioners.
Author of three books, The Four Conversations: A New Model for Selling Expertise (2024), Pricing Creativity: A Guide to Profit Beyond the Billable Hour (2018) and The Win Without Pitching Manifesto (2010).
Co-host, along with David C. Baker, of the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship.
Advocate of integrity-based selling and value-based pricing, serving those who are experts first and salespeople second.
In this GYDA Talks, Rob was joined by Blair to gain his insight into how agencies must evolve, with a focus on pricing, postioning and pitching.
They discussed:
- Challenges in Agency Sales and Marketing
- Production-Oriented vs. Market-Led Mindset
- Impact of AI on Agencies
- Pricing Models in the Age of AI
- "Win Without Pitching" Relevance
- "The Four Conversations" Model
- Challenges in Adopting the New Sales Model
- Blair Enns' Future Plans
- Key Advice: Specialisation and Pricing.
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