Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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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Pricing

It’s Never Really About the Money

Even when it's about the money it's never really about the money. Use The Value Conversation to uncover what the client really wants. Find the value beyond the money.

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Navigating the Sale

The Answer Is: Sell a Diagnostic

How do you help an early-stage prospect move forward with you? How do you quantify and scope a messy or complex opportunity? How do you get paid to write a proposal? The answer to these questions, and many more, is you sell a diagnostic.

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Navigating the Sale

Ghosted. Now What?

The 100-day sprint began last Tuesday. This is a great time of year, right after summer vacation, to send The Magic Email.

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Agency Business

Insights and Resources on Selling and Pricing Expertise

To Speed up Lead Generation, Slow Down

Your Business Is Not A Machine

It’s Never Really About the Money

The Answer Is: Sell a Diagnostic

Ghosted. Now What?

Why Advertising Agencies Don’t Advertise

The End of the RFP?

How to Fake Authenticity

Coaches Corner: How Would You Derail This RFP?

The One Word You Need to Hear

Coaches Corner: Scientists Do This Crazy Thing, And You Should Too

Trust Your Gut

Letter to a Drowning Agency Principal

The Changing Face of Agency Networks

The Dark Arts of Leveraging Cognitive Biases