Insights and Resources on Selling and Pricing Expertise

Featured Insight

Mindset and Behavior

Keep Calm and Close the Deal

Take a breath, calm yourself, and remember that the person you are about to meet is on the precipice of a big change. They’re looking for someone who can assure them that they will be okay—that everything will be okay.

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Pricing

Performance Pay Leads to a $500M Website

If I told you the US government paid more than $500 million for a website, you would probably cringe and think of this as another example of taxpayer dollars wasted. And you would be wrong.

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Agency Business

Chief Growth Officer

My brief experiment in a university education included just two economics classes—Intro to Micro and Intro to Macro—and while I didn't retain much from either, I still vividly recall the first lesson that growth was a mandatory requirement of the economy.

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Lead Generation

Misautomation

I see lots of great examples of people automating business processes and client solutions. And I see just as many examples of people automating the wrong things.

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Pricing

The Closing Conversation Q&A

The Four Conversations Book Club wrapped up last week, with over 800 people participating in a four-week conversation (one per week) on The Four Conversations. In last week’s final chapter on The Closing Conversation, I reviewed the key principles and frameworks then took questions for about an hour.

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Navigating the Sale

Insights and Resources on Selling and Pricing Expertise

Keep Calm and Close the Deal

Performance Pay Leads to a $500M Website

Chief Growth Officer

Misautomation

The Closing Conversation Q&A

Rethink Account Management, Raise Your Prices

Open Book Management

Alternative Forms of Reassurance

“Let’s see what kind of client you’ll make.”

Seven Strategies to Grow Accounts

The Most Valuable Skill in Business

The Best Ways to Disrespect Account People

The Seven Masteries of the Rainmaker

If I Were Starting Over

The X-Factor