Insights and Resources on Selling and Pricing Expertise

Featured Insight

Pricing

The Value Conversation Q&A

The Four Conversations Book Club continued this week, with yesterday’s discussion on Chapter Three, The Value Conversation. Once again, there were more questions asked than I could answer...

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Navigating the Sale

The Qualifying Conversation Q&A

I answer a few of the questions posed to me yesterday in the webinar The Four Conversations Book Club: Chapter Two, The Qualifying Conversation.

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Navigating the Sale

There Is No Credentials Meeting

In the Win Without Pitching model for selling expertise there is no credentials meeting. There are only The Four Conversations.

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Pricing

It’s Probably Time to Productize

Over the last decade I’ve gone from cautioning against the trend toward the productization of services, to neutral on it, to my current position that most of you better hurry up and get there quickly.

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Agency Business

Replicating the Founder’s Skills

While few of your people will be able to do what you do to the level you do it, enough of them can do it well enough to get you through the plateau and back to growing again.

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Agency Business

Insights and Resources on Selling and Pricing Expertise

The Value Conversation Q&A

The Qualifying Conversation Q&A

There Is No Credentials Meeting

It’s Probably Time to Productize

Replicating the Founder’s Skills

Are These The Last Days of The Pitch?

The Conflicting Ethics of Selling & Negotiating

Payment Terms, On Your Terms

The Best Referral Machine I Have Ever Seen

Do You Even Need a New Business Person?

You’re Always Selling. Everything is a Negotiation.

Who’s Going to Own This?

Why We Suck at Negotiating

Is The Agency Model Suffocating Your Business?

Can We Change the Way Clients Buy?