Insights and Resources on Selling and Pricing Expertise

Featured Insight

Lead Generation

The Coming Collapse of “Thought Leadership”

This whole ponzi scheme is coming down. I don’t know when, but when it does there will be a lot of atrophied “expert” brains. I hope yours isn’t one of them.

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Mindset and Behavior

We Will Build Expertise Rapidly

The seventh proclamation is really a function of the first, We Will Specialize. Those that do not specialize do not fully grasp the idea of perpetual progress. They don’t possess the drive, the healthy paranoia that fuels any specialist to speed their pace of learning lest they lose their marketplace advantage.

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Lead Generation

Do Less, Better

Do this three times a week, for the rest of your career. Not only will you not have a lead generation problem, you and the world will be better for it.

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Pricing

Time’s Up, Babycakes

Everyone knows that AI is destroying labor-based pricing. But every week I encounter advisory businesses like ad agencies, consulting firms, legal and accounting practices — large and small — that are still selling time. And I'm stunned.

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Mindset and Behavior

What’s Your Mission?

Can you articulate your own mission in a way that grants you moral authority in the sale and empowers you to drop the clichéd sales tactics and behave like the expert you are?

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Agency Business

Insights and Resources on Selling and Pricing Expertise

The Coming Collapse of “Thought Leadership”

We Will Build Expertise Rapidly

Do Less, Better

Time’s Up, Babycakes

What’s Your Mission?

Business Development Planning

Google’s Impact on Business Development

Proving Your Expertise

The Right People on the Bus

First, Do No Harm

Twelve Resolutions for the New Year

Responding to Requests for Proposals

Expanding Your Expertise

Creating Objections

Testimonials, References and Referrals