Pricing, Positioning & Pitching - Blair Enns on How Agencies Must Evolve

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.