2Bobs—with David C. Baker and Blair Enns Maintaining the Expert Position...After the Sale
4 snips
Nov 23, 2022 AI Snips
Chapters
Transcript
Episode notes
Keep Positioning Alive After Sale
- Positioning creates the initial expert magnet in sales and should continue in delivery.
- Keep making bold observations after the sale to preserve your expert status.
Create Excess Opportunity
- Build excess opportunity so you can push back without fear of losing clients.
- Aim for an ideal client mix and refuse to become dependent on any single client.
Calibrate How Much You Care
- Calibrate how much you care and spend it selectively to avoid burnout and loss of leverage.
- Treat emotional bandwidth like finite tokens and reserve it for high-value battles.