Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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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

Insights and Resources on Selling and Pricing Expertise

Time’s Up, Babycakes

What’s Your Mission?

Decoy or Anchor?

“What’s The Status of That Opportunity?”

Getting More Out of Your CRM

I Wish I’d Said That!

The Meeting, Part 2

The Meeting, Part 1

Beyond the Rolodex

Selling to Committees

Inspiring the Interested

Can Sales Be Outsourced?

Rainmaker Wanted

Ten Tests of Your Positioning

Strategy Traps