The Conversation on
Your Mission
Whether you have your mission articulated or not, join us as we all work to better understand, communicate and leverage our missions in the sale and elsewhere throughout the business.
Wed, Jan 7th at 11am Eastern
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Win Without Pitching training for small teams or individuals, delivered via virtual public workshops in cohorts of 28.
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The Sale is The Sample
Any sale of expertise is the sample of the engagement to follow. It’s where you claim the high ground of the expert or are relegated to a lowly vendor. How you sell, therefore, affects what you are able to sell, how much value you create and the fees you earn.
We teach you to sell and price like the expert you are.
The Four Conversations: A New Model for Selling Expertise
The here’s-how-to follow-up to The Win Without Pitching Manifesto, Blair Enns’ new book The Four Conversations gives you the entire Win Without Pitching playbook for selling your expertise.
This framework of conversations will help you love selling in a way that carefully preserves the reputation you’ve worked so hard to build.
David C. Baker, “The Expert’s Expert,” (NY Times)
Win Without Pitching Has Helped Thousands of Experts From Firms of All Sizes
A recent proposal for a rapidly growing global manufacturing outsourcing company included a creative pricing alternative: a substantial engagement capped at $700k to keep them below our single-account maximum of 25% revenue, a minor project at $50k, or an acquisition of our firm for $20M.
Their response was overwhelmingly positive!
Founder, Marketing firm Focused On Manufacturing
This workshop was really, really good. It’s surprising to me after reading both books and listening to the podcasts that it only clicked in the last four days, this workshop really helped me connect the dots. Thanks for that. I should be leading more in the sales process, listening more and embracing silence. One of my action steps is reworking my proposals as a result.
Peter Fodor, Founder and CEO
AppAgent
About 30 minutes after the workshop, I had a first meeting with a referral. Granted the referral was fairly warm, I slightly altered how I explain my fees by using WWP’s pricing tiers. I quoted four tiers anchoring with a fee 10x what I have been charging. I probably undershot the 2nd tier, but the client elected it and that fee is the highest that I have charged yet for planning.
Financial Planner,
Company
Pricing
Decoy or Anchor?
Decoy pricing and price anchoring are two different techniques that can increase your average proposal value in multi-option pricing.
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Lead Generation
“What’s The Status of That Opportunity?”
It’s my belief that the single most prevalent — and therefore most costly — mistake in all of sales is to mistake interest for intent and apply resources to trying to close an early-stage opportunity — something that’s still a long way from closing.
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Navigating the Sale
Getting More Out of Your CRM
All the sales data you need is there in your organization, most of it in email inboxes, calendars, proposals, contracts and recordings of conversations.
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Uncategorized
To Speed up Lead Generation, Slow Down
A client of mine, Manny, said it best. “Instead of thinking about lead generation as a campaign, we should think of it as a practice.”
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Agency Business
Your Business Is Not A Machine
Your business — like you, the economy, the planet, even the universe — is not a machine, it’s a complex adaptive system.
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