Unclog your Stuck Pipeline with Blair Enns


I found this webinar useful as a reminder of a few things:

  • Market sentiment: Not panic, but there is uncertainty
  • 5 thoughtlines to consider from the prospect’s perspective:
    • Timing
    • Opportunity cost
    • Performance Risk
    • ROI
    • Complexity
  • Good Q+A discussion at the end around specific scenarios: key advice being ‘ask the prospect’

Blair Enns – in case you aren’t aware – is the guy behind Win Without Pitching. I’ve read his book many times. He co-hosts a podcast with another favourite of ours David C Baker.

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