The Two Bobs Story: The Courage to Specialise

Written By Adam Graham

In this episode of The Art of Sales, I sit down with David C. Baker, one of the most respected voices in the agency world. David shares his journey from graduate school teacher to running his own consulting practice, including the story of how he accidentally built an agency with no prior experience.

We talk about the origins of the Two Bobs podcast with Blair Enns, why it deliberately avoids guest interviews and even how the film Office Space inspired its name. Our conversation explores positioning, the value of specialisation, and the difference between coaches and consultants.

We also touch on cultural contrasts between the US and UK when it comes to sales and why confidence matters. David leaves agency leaders with clear, actionable advice: embrace courage, sharpen your marketing, and reframe sales as a vital service to clients.

https://2bobs.com/

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Adam Graham

I’m the Founder and Director of Gray Matters. I'm passionate about changing the perception of sales and helping people learn to love it.

At Gray Matters, we empower and mentor businesses, agency owners and their teams to be better at attracting and winning new clients and projects. We build long lasting growth strategies for B2B businesses of all shapes and sizes. From 1-5 man Mastermind Groups; to 10-50 people, independent agencies across all disciplines, providing positioning and sales messaging, new business strategy alongside technical execution of sales and marketing tactics.

https://www.linkedin.com/in/adamkgraham/